You are nearing the end of a successful meeting with a client, when she tells you, “this all sounds really great, but I do not have the budget for Google Search right now.” What should you do next?

• Explain the return on investment the client can expect and explain why she should make room in her budget
• Empathize and ask the client to tell you more about her concern
• Ask the client if her long-term success is worth making room in her budget
• Find out if the client has someone she reports to who may be able to approve the investment in display

The Correct Answer is:

• Empathize and ask the client to tell you more about her concern

Explanation: You can not explain ROI until you run the campaign. So there is no use of telling about the positive ROI. There might be some doubts, running in your client’s mind that would be forcing to not go with search campaign. Ask their doubt and concern to understand the root cause of not accepting (or probably procrastinating) the offer.