What To Do When A Client Questions Your Pricing

June 20, 2018

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Every week I help my coaching clients respond to client objections and help them manage client expectations.

Price objections can cause such angst to an Interior Designer, but having a well thought out response can go a long way in relieving your anxiety.

This week, a client of mine encountered a pricing objection when presenting a window treatment estimate to her homeowner and asked me for help with the response.

The homeowner indicated that she thought the price was a bit high and asked if the designer could “re-visit” it with her supplier.

Not an unfamiliar request as you well know.

Suggested response to clients questioning a designer’s pricing

Hi {{name}},

I revisited the pricing with “Supplier” and unfortunately, this is the best pricing that can be offered. There is a ton of work that goes into custom drapery and I use “supplier” because she is the best!

Rarely, if ever, is there an issue with quality, delivery, or installation which is what makes using her so worthwhile. I find that it ends up being money and time savings in the long run working with a professional company such as hers.

Let me know how you would like to proceed with the order. If we place the order by Monday, you can anticipate and installation date around xx/xx/xx.

Thank you so much and I look forward to hearing back from you.

Regards, Designer

This response showed that the designer cares about her homeowner’s money and the success of the project overall.  That the designer uses suppliers that are reliable and good at what they do.  It explained the value related to the cost.

Remember, when a client questions cost, go back to showing the value related to the cost.  You will have more success sticking to your pricing if you are able to master this.

FYI….this client moved ahead with the order :). 

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          by Nancy Ganzekaufer