What it usually means
Either there genuinely is no money this year, or the problem isn't painful enough yet to move money from somewhere else. Most companies find budget for problems that cost them more than the solution.
The approach
Find out how budget gets approved and whether the problem is big enough to justify it. If it is, help your contact build the business case. If it isn't, agree when to talk again.
What to say
1Understood. If there were budget, would this be a priority? How does money usually get approved for something unplanned?
2When does your next budget cycle start? Let's make sure this is in the plan, and I can help you put the business case together.
3You said this problem costs around $5,000 a month. If we could show it pays for itself within the year, would that change the conversation with finance?
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Taking it as a final no without asking a single question
- Cutting the price to fit an imaginary budget
- Pushing for a decision this month when the money truly isn't there