If you sell to big businesses or government agencies, there's a bit of information you might not think to research, but should know. It's when the fiscal year ends for each of your major clients and prospects. The reason: As the end of the fiscal year nears, the buy/no buy decision may hinge on whether or not the prospect has money left in their budget.

In bigger businesses and government agencies, buyers are allocated a specific amount of money to spend during the year. If they don't use all the money one year, they know their budget may be lowered the following year. So, in the last quarter or the fiscal year, some buyers are on the lookout for non-essential, but useful products or services to purchase – just so they can use up their entire budget.

Selling near the end of the fiscal year can also work when prospects aren't going to have any money to spare. The secret here: interest your prospect in your offer so they can get it in their budget for the upcoming fiscal year. Just remember to stay in touch with the customer so that when they re ready to make the purchase in the new fiscal year they contact you for a quote.

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