How to Talk to Your Client About Budget Without Feeling Awkward
Read on to find out the best way to talk numbers – and why it doesn't have to be uncomfortable
It can be tricky to broach the subject of money with a client, but it’s important to talk about it early on to ensure you can carry out the job on time and on budget. Be confident about your pricing process and you’ll demonstrate your experience and professionalism – you’ll also be able to determine whether or not the person is your ideal client.
Explain the figures
Once you have a starting point to work from, you can then explain your costs and what your services entail. Discuss your client’s ideas and give a detailed explanation of the costs involved in realising their vision. By being upfront about costs, your client can make an informed decision.
Herbert says, “We will arrange to visit their home. Generally spending about 90 minutes talking to them about their lifestyle, needs, interior design desires, likes and dislikes, etc. I will then write a report with options, ideas, colours, and mood boards. Then I will re-visit to present the report and discuss in more detail.
“We then talk about what is required, the possibility of what things may cost, the complexity of projects, and also not over-capitalising on the property. Most people who wish to engage an interior designer do have a realistic budget for the works. Budgets can then be trimmed back, if required, by choosing products, surfaces, fixtures, fabric, trades, etc sensibly.”
Once you have a starting point to work from, you can then explain your costs and what your services entail. Discuss your client’s ideas and give a detailed explanation of the costs involved in realising their vision. By being upfront about costs, your client can make an informed decision.
Herbert says, “We will arrange to visit their home. Generally spending about 90 minutes talking to them about their lifestyle, needs, interior design desires, likes and dislikes, etc. I will then write a report with options, ideas, colours, and mood boards. Then I will re-visit to present the report and discuss in more detail.
“We then talk about what is required, the possibility of what things may cost, the complexity of projects, and also not over-capitalising on the property. Most people who wish to engage an interior designer do have a realistic budget for the works. Budgets can then be trimmed back, if required, by choosing products, surfaces, fixtures, fabric, trades, etc sensibly.”
Talk about past projects
A good way to reassure a client that they’re getting a fair deal is to give them actual examples from past projects.
Sheralee Hogan, director of Building Design company Site Specific Designs, says: “I usually let my clients know they pay for what they get, just like anything. If you want something that is built to last, with a high-quality finish you need to pay for it. I have my builders take them through some of [our] recent projects to show them what to expect. Usually after seeing the difference between custom-built and project homes, they understand.”
A customer will appreciate you taking the time to share detailed information, and this will help to set a realistic budget right from the start.
A good way to reassure a client that they’re getting a fair deal is to give them actual examples from past projects.
Sheralee Hogan, director of Building Design company Site Specific Designs, says: “I usually let my clients know they pay for what they get, just like anything. If you want something that is built to last, with a high-quality finish you need to pay for it. I have my builders take them through some of [our] recent projects to show them what to expect. Usually after seeing the difference between custom-built and project homes, they understand.”
A customer will appreciate you taking the time to share detailed information, and this will help to set a realistic budget right from the start.
Give a quote and be flexible
Don’t assume that a high quote will scare a potential customer away. An informed client won’t necessarily go for the lower price, as they’ll probably appreciate the costs involved in quality workmanship. Give a price range for the potential client to work from. This will allow you to be flexible.
Don’t assume that a high quote will scare a potential customer away. An informed client won’t necessarily go for the lower price, as they’ll probably appreciate the costs involved in quality workmanship. Give a price range for the potential client to work from. This will allow you to be flexible.
Stick to what works for you
Understanding your business model and how this works best for you can be a great way to streamline budget discussions. And be upfront with a potential client about your pricing to ensure you’re both on the same page straight away.
Rod Aulburn of Get Decked Out explains that they “cater to all budgets. There are a wide range of options available, and sometimes compromises must be made. But if I wouldn’t put it in my house, I won’t put it in a client’s house.”
Understanding your business model and how this works best for you can be a great way to streamline budget discussions. And be upfront with a potential client about your pricing to ensure you’re both on the same page straight away.
Rod Aulburn of Get Decked Out explains that they “cater to all budgets. There are a wide range of options available, and sometimes compromises must be made. But if I wouldn’t put it in my house, I won’t put it in a client’s house.”
Some clients are reluctant to reveal their budget straight away, but there are ways to get around this. Offer a price range as a starting point and you might find your potential client is more forthcoming.
Penelope Herbert of Plush Design Interiors says, “I have found the best approach is to ask if they have a budget in mind. Often they don’t as they have no idea what things may cost.” In such a case, give the client a range such as $10,000 to $20,000. This will often prompt the response ‘$20,000 is too much, but we’d perhaps be able to pay $15,000’. By putting some figures out there, you’ll usually trigger a response that will give you some idea of what they want to pay.”