Do you panic when quoting a fee or presenting the cost of a project that is the most expensive job you’ve ever done before?
If so – don’t worry, you’re not alone in this feeling.
Sometimes the cost of project is so high that you sabotage your success by telling yourself…“Oh, this room costs more than my house. This is crazy… my client isn’t going to go for this!”
You may then diminish the job by charging less in order to feel more comfortable with the project instead of giving the client exactly what they wanted – an expensive design.
Pricing Panic happens to all of us at one time or another. A little case of the nerves is not a problem, but it becomes a problem when you’re so terrified you avoid talking about your fees and damage your business.
The good news is there are ways to solve this challenge.
Here are three great tips for conquering Pricing Panic and presenting your higher fees and pricing with grace and ease.
Tip #1 – Say the “big number” out loud until you say it with conviction and comfort.
Practice while driving your car, taking a shower, or anyplace where you can talk out loud to yourself and people won’t think you’re crazy.
Practice over, and over, and over again until you take yourself seriously. Because if you don’t take yourself seriously then you can’t expect your clients to either.
Tip #2 – Keep your own values and history about money out of your client’s design job.
Your clients are often very wealthy and their ideas of value and price may be very different from yours.
For example, just because you would never consider spending $400/ft for tile doesn’t mean the client feels the same way. If they’re asking you for something special, exclusive and expensive… let them have it!
They’ll be happy with the purchase and you’ll be happy with the profit!
Tip #3 – Emphasize the value of what you offer rather than the process you use.
Take the time necessary to understand the design challenge new clients are trying to solve since they wouldn’t call you if they could fix it themselves.
Affluent people are used to spending money to fix problems. So when you become the solution for resolving their problems, you also become the hero with a valuable asset.
The more you talk with your clients about the value you bring to a design job, the more you’ll realize what you’re really worth.
Having the utmost confidence when setting your design fee is so important that I’m hosting a FREE TRAINING CALL: