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What do you do if your interior design clients question your consulting rates?

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When you're an interior designer, your expertise turns spaces into functional and beautiful environments. However, discussing money can sometimes be awkward, especially if your clients question your consulting rates. You might feel defensive or unsure how to justify your worth. But don't worry; you're not alone in this. Many designers face similar challenges, and there are professional ways to address these concerns while maintaining a positive client relationship.

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Sithabile Shobowale

Co-Founder & Doula | Interior Design, Design Research
Sasan Ezazi

Visualization Artist / Interior Designer / Architect
Riya .

Founder of SKYLINE ALTITUDE.Interior design and execution | Ex-Studio Director Livspace | Designer

1 Clarify Value

When clients question your rates, it's an opportunity to clarify the value you bring to the table. Explain the extensive research, creative solutions, and meticulous planning that go into each project. Highlight your unique skills and experience that set you apart from others in the field. Emphasize the tangible benefits they receive, such as increased property value and a personalized space that meets their needs. This conversation can help clients understand that interior design is not just about aesthetics but also about functionality and personalization that requires a high level of expertise.

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Sithabile Shobowale

Co-Founder & Doula | Interior Design, Design Research
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Sometimes, the client simply doesn’t have a full understanding of what an interior designer does and the value that they bring so it is an opportunity expand their knowledge and break down what your skill set is and how it will add value to their project.

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Sasan Ezazi

Visualization Artist / Interior Designer / Architect
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When clients question your rates, it's an opportunity to highlight your unique skills and extensive experience. Emphasize the tangible benefits of your work and explain the thorough research, innovative solutions, and detailed planning behind each design project. This helps clients understand the value of your services beyond looks.

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Riya .

Founder of SKYLINE ALTITUDE.Interior design and execution | Ex-Studio Director Livspace | Designer
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Explain Value: Articulate your expertise, experience, and unique insights to enhance their project.Break Down Costs:Detail the services, time, and additional expenses involved.Provide Examples:Share past projects or testimonials to justify your rates.Discuss Expectations:Align on project scope and value received.Offer Options:Provide flexible packages to accommodate their budget.Educate on Standards: Explain industry norms for your level of service.Address Concerns:Listen respectfully and clarify pricing policies.Negotiate if Appropriate:Be open to negotiation while maintaining fair compensation.Reinforce Value:Highlight long-term benefits and quality results.Stay Professional: Approach with empathy and seek a mutually beneficial solution.

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2 Break It Down

Sometimes clients need a detailed breakdown of what they are paying for. Provide an itemized list of services that includes everything from initial consultations and design concepts to procurement and project management. Explain how each service contributes to the overall design process and the time it takes to perform these tasks to a high standard. This transparency can help clients see where their money is going and the complexity involved in transforming a space.

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Mary Beth Zwolfer

Retired Interior Decorator, CCO CEO at Alfred & Mary Interior Design, Inc
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In my small design business, I charge a flat rate rather than charge the client an hourly rate. I have had enough experience to be able to judge the size of the project, the time the project will need for completion, and how much I should charge so that I am appropriately compensated. It is important, when charging a flat rate, that you clearly state the start date of the project and the end date. The clients love that there are no surprises when it comes to billing.

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3 Competitor Rates

If clients are comparing your rates to those of competitors, it's important to educate them on industry standards. Without disparaging others, explain how your services and client experiences may differ from cheaper alternatives. Discuss the long-term value of quality design work over cost-cutting measures that could lead to dissatisfaction or additional expenses down the line. Encourage them to consider the full scope of what they're investing in, not just the upfront cost.

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Mary Beth Zwolfer

Retired Interior Decorator, CCO CEO at Alfred & Mary Interior Design, Inc
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Comparison is the thief of joy. It is not important to me how much a competitor is charging. If a potential client is comparing another design company to me, they probably are not the right fit to work together with me.

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4 Payment Options

If the issue is affordability rather than the value of your services, discuss payment options that might ease their concerns. Offer flexible payment plans or phased invoicing that aligns with project milestones. This approach can make your services more accessible and reassure clients that they have control over their spending. It also demonstrates your willingness to work with them to find mutually beneficial financial arrangements.

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5 Reassess Fit

Sometimes, despite your best efforts, a client may still challenge your rates. In such cases, it's important to reassess whether this client is the right fit for your business. If their budget expectations are significantly lower than your standard rates, it may be more practical to refer them to another designer. Maintaining your pricing integrity is crucial for your business's sustainability and reputation.

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Mary Beth Zwolfer

Retired Interior Decorator, CCO CEO at Alfred & Mary Interior Design, Inc
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If a client challenges your rates, the client is not the right fit for you. It is best to realize that a client is not for you before investing your time into a project that will never come into fruition.

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6 Reflect and Adjust

Lastly, use this as an opportunity to reflect on your pricing structure. If you frequently encounter resistance to your rates, consider if your target market aligns with your pricing or if adjustments are necessary. Research current market trends and ensure your rates are competitive but also reflective of your experience and the quality of work you deliver. Regularly updating your pricing strategy is part of maintaining a successful interior design practice.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your interior design clients question your consulting rates?

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1 Clarify Value

2 Break It Down

3 Competitor Rates

4 Payment Options

5 Reassess Fit

6 Reflect and Adjust

7 Here’s what else to consider

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