How to Navigate a Client’s Pricing Questions

Without mincing words, it can be uncomfortable for a customer to question your prices. This casts doubt on the trust and communication in the relationship, not to mention the value that interior designers bring. We asked four industry professionals—April Gandi, Summer jensen, Tamara Feldman and David Pascu—how they deal with pricing issues.

How to Navigate a Client's Pricing Questions

April GandiCourtesy of Alluring Designs

out of doors

“We have a robust and transparent process from initial contact with potential customers, so we rarely have issues with pricing, and we focus on finding value before discussing it. We also provide customer expectations. price before establishing the investment of a project [will require]. If there are any questions left after that, we have a cost breakdown conversation so the client can see how the pricing was worked out. If that doesn’t work, it’s probably not the client for us. —April Gandy, Seductive Designs, Chicago

How to Navigate a Client's Pricing Questions

Summer jensenCourtesy of Hawk & Co.

custom cost

“I find the hardest part of the interior design profession is trying to convince someone of your value. What value does a design have in their own life? I as a designer?This value translates directly into my fees.Our designs are custom designed, with no prior roadmap of stylistic cues, so research, design and documentation are essential for contractors to understand things they’ve never built before. This translates into a different efficiency value, which also translates into a fee. This increased fee is sometimes hard to explain to a customer. It would be like someone one was choosing a bed on a website rather than [our firm designing a] custom, automated bed with concealed storage for cushions, built-in USB outlets for the bedside table and reading lamps in the headboard. Sure, they’re both still beds, but the care in what we provide is just greater. My role as CEO and Director is to show customers this added value and publicly reinforce the integrity of the brand so that people understand our value before we sit down to negotiate. » —Summer Jensen, Hawk & Co., Los Angeles

How to Navigate a Client's Pricing Questions

Tamara FeldmanCourtesy of Tamara Feldman Design

keep it simple

“We make it easy for our clients to understand our fee structure, so we rarely come across [questions]. When it comes to entire projects, we have a very simple billing method that is explained in detail to the client: a flat design fee is calculated based on the square footage. Separately, our customers have access to all our trade discounts. » —Tamara Feldman, Tamara Feldman Design, North Miami Beach, Florida

How to Navigate a Client's Pricing Questions

David PascuCourtesy of Abramson Architects

Road map

“When we meet our clients for the first time, we share a document that explains in depth our collaborative process. Through this document and the conversations that follow, our customers understand the value of our services. Every proposal I write is based on a detailed description of the scope of work, and our services can be tailored to our clients’ needs. —David Pascu, Abramson Architects, Los Angeles

Homepage Image: April Gandy Living Room Incorporates High-Impact Metal Detailing | Courtesy of Alluring Designs

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