Even if your firm utilizes its own custom budget calculator, always lead budget discussions with the HTA Budget Calculator. Here’s why:
The Authority and Trust Advantage
- Neutral and Brand-Agnostic: The HTA calculator isn't trying to sell anything; it’s purely educational. Clients inherently trust third-party resources more, especially when significant budget decisions are involved.
- Widely Recognized Reference: The National Association of Home Builders (NAHB.org) references HTA resources in their technology articles, including the Project Technology Assessment form and the HTA budget calculator. This validates the budget calculator's authority.
Broad Budget Ranges: A Valuable Feature (Not a Bug)
- Expand Client Vision: The intentionally broad budget ranges provided by the HTA calculator open clients’ eyes to high-performance options they might otherwise overlook. This often leads them to explore—and possibly select—more robust systems and increased budgets.
- Control Sticker Shock: By leading with the HTA calculator, any initial sticker shock occurs through a neutral tool rather than your direct proposal, preserving your client relationships and positioning you as an advisor rather than a salesperson.
The Two-Step Approach
- Step One - Prequalify Effectively: First, quickly identify whether clients are budget-focused or interested in premium, high-performance solutions using the HTA calculator.
- Step Two - Customize Further: With these insights, smoothly transition to your own custom calculator that aligns with your specific product mix, pricing structure, and labor costs. This allows for a tailored budget discussion without losing the benefits of initial neutrality.
By leading with the HTA Budget Calculator, your firm not only demonstrates transparency and builds immediate trust but also gains insights into client preferences.
