"You're too expensive": How to handle pricing objections from design clients
When a client says your services are too expensive, the key is to address their concerns while highlighting the value you bring.
Here are six ideas for responses you can write back...
Break down the cost
"I understand that budget is a major concern. Would it help if we went through the proposal line by line? That way you can see exactly what you're paying for and what the fees involve."
Highlight your value/expertise
"I appreciate that you're considering the cost carefully as it's an important factor. The value of my services is that it helps you create a cohesive space that enhances your quality of life and potentially the value of your home. My expertise helps you get it right the first time, which will save you time and money in the long run."
Offer project phasing
“I understand that the upfront cost can be a bit overwhelming. Would it be more manageable if we looked at payment plans or broke the project down into phases? That way we could tackle the most pressing areas first."
Show previous ROI (return on investment)
"In past projects, clients have found they more than make back the design fees they pay me via the trade discounts I can secure for them. In addition they have found an increase in property value plus improved functionality and wellbeing. The investment in quality interior design can offer you tangible financial returns."
Be open to discussion
"I'm open to discussing how we can tailor the project to better fit your budget without compromising the integrity of the design. Perhaps there are elements we can modify to make it more cost effective. What are your must haves for the project?"
Compare with industry standards
"My pricing reflects industry standards and includes (XYZ - e.g. a comprehensive package from concept creation through to execution). I’ll be working on what I assume is your most expensive asset (your home) and the investment you make in high quality interior design can provide both immediate enjoyment and long term financial benefits."
Remember, the goal is to clearly demonstrate your value proposition and show that what you offer goes beyond just an aesthetic outcome. Think about where the pricing objection might be coming from and tailor your response to the specific needs and concerns of the client.
This can make your services a no-brainer for them to say yes to!
Thanks for reading and catch you in my next post :)
Clare x
Dr Clare Le Roy
Courses and Templates for Designers and Architects
DO YOU WANT TO….
Improve your professionalism?
Find more clients?
Bring in more revenue?
Create better systems and processes?
Then check out my business courses and templates for designers and architects.
These courses and templates leave you with work done - not just a long list of things you need to do next. We have a really strong focus on taking action and getting things created that improve your business.
