It’s the question every interior designer dreads: Can I get a discount? Maybe your client wants you to reduce your design fee. Or knock off shipping charges. Or share your trade discount. Whatever the case, it’s a record-scratch moment.
In this post, I want to talk about the best ways to approach and respond to this infuriating request.
But first, let’s start with WHY this might be happening and what you can do to prevent (or at least minimize) it.
Understanding your client’s perspective is an important step. While you and I both know that interior design is an art form, involving many unseen elements, some people don’t realize the extent of the value you provide. They don’t know that in addition to selecting furnishings and finishes, you’re also liaising with contractors, managing the entire project, and so much more. As a result, they may have a hard time wrapping their head around the costs.
For this reason, it’s always best to set clear expectations about your process and business model from the outset. You can do this in the following ways:
- Have a conversation about your pricing and policies with potential clients from the get-go.
- Make sure the Services section of your website clearly outlines your process and articulates exactly what a Full-Service Interior Design package entails.
- Create an Investment Guide, breaking down your pricing to help new or potential clients see where their money is going. Explain the expenses related to design concept development, procurement, project management, and any subcontractors you may need to hire. This transparency can help clients better appreciate the value of your services.
- Use your marketing materials as an opportunity to share what makes your firm and your approach so special, and all the ways in which you deliver an exquisite client experience. If you present yourself as a high-value designer, you’re less likely to attract bargain hunters.
- Showcase your portfolio—it’s a powerful tool for demonstrating your talent and the quality of your work. Share stories about each project, along with case studies and testimonials to demonstrate the caliber of your talent and expertise. Seeing the results of your work, and hearing from thrilled previous clients, can reassure clients that they’re making a worthwhile investment.
- Avoid using the word discount at all costs. Be clear in your written and spoken communication that your trade pricing is just that—your pricing. Not a discount.
Now, let’s say you’ve done all of the above but a client still asks for a discount. How do you respond?
- Start by reiterating your policy on how you price your services and why that’s a benefit to them. Hopefully, that will end the conversation! But if not, let’s move onto step two.
- Ask them if something has shifted in their budget or circumstances. Maybe this question is just a symptom of another concern, which can be resolved without resorting to a discount. I’ll preface this by saying I’m not a big proponent of negotiating. This is a business, after all, and you should be paid your full worth. But if you truly value the client, ask yourself to what extent you’re willing to compromise? Maybe you take away a deliverable or modify the scope. Bottom line: you need to feel good about the agreement and make sure it’s worth it for you.
- If a client still remains adamant, it’s probably time to part ways. It can be hard to let go of business, especially when times are slow, but believe me, it will be much harder to move forward with a client who fails to appreciate your value.
Navigating discount requests can be challenging and awkward. But don’t be afraid to stand firm. Remember, your expertise and talent deserve to be recognized and compensated appropriately. Working with clients who share this perspective will lead to a more fulfilling and successful business in the long run.
Want to perfect and protect your prices? Check out our related guides on e-design pricing and interior design pricing strategies.
