Are you competing with internet prices when you shouldn’t be?
It’s easy to understand why designers promise to match prices clients find online. You want to prevent endless price comparisons, avoid uncomfortable conversations, and keep the project moving. But when you automatically match internet pricing, you may be giving away your profit before you’ve even landed the job.
In this episode, I explain why your product pricing and an internet retailer’s price aren’t an apples-to-apples comparison. Your clients aren’t simply paying for a sofa or a table. When you provide white-glove purchasing, you’re sourcing through established vendors, arranging cost-effective shipping, tracking orders, coordinating receiving and installation, and handling freight claims or damages when something goes wrong. That’s a valuable service, and someone has to be paid to do the work.
We also talk about identifying what kind of client you’re speaking with before determining your purchasing approach. Your ideal client may have no interest in shopping online and simply wants you to handle everything. Another client may ask reasonable questions about internet pricing and only need to understand the additional value your company provides. Then there’s the committed internet shopper who genuinely enjoys researching and purchasing products themselves.
For that client, matching prices won’t solve the problem. Instead, a clearly defined, fee-based design-only service may be the better option. Create the concept, space plan, color scheme, and detailed purchasing list, charge appropriately for your expertise, and let the client handle purchasing.
The goal isn’t to be the cheapest option. It’s to provide excellent value, establish clear boundaries, and make sure every service your business provides is profitable.
Topics We Cover in This Episode:
- Why matching internet pricing gives away your profit
- Understanding why online pricing isn’t an apples-to-apples comparison
- Discussing internet shopping during the initial client conversation
- Communicating the value behind white-glove purchasing services
- Recognizing your ideal client versus an internet-shopping client
- Explaining shipping, tracking, receiving, installation, and damage claims
- Offering profitable design-only services when clients want to shop
- Why hybrid purchasing almost always becomes a nightmare
- Protecting yourself when custom millwork and specialty products are involved
- Choosing clients and purchasing models that support profitability
🔗 Resources Mentioned:
- Episode 192: The Secret to Asking for Money
- Episode 197: How to Manage Clients Who Can’t Make Decisions
- Book a Clarity Call
- Learn about the Growth & Structure programs
Additional Resources:
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