“There always will be those who say you take too long and you charge too much.”

The words of Alex Chapman, one of Toronto’s best-known residential designers. And  wise words they are.

If you’re a design professional, you’re going to run into price objections. They come with the territory — and the job.

But you can get at least some price objection protection by following these compensation concepts:

+ You can set and get any fee as long as you can differentiate yourself from competitors who charge less.  

+ It doesn’t matter what you say about your fees. What matters is what you say about yourself. How you charge for your services is less important than how you promote yourself.

+If a prospect says you’re “too expensive,” all she means is that you’re not a priority right now. Your mission is to educate her as to why investing in your service should be a priority.

+If a prospect calls your rate “too high,” respond by asking “What do you mean by ‘too high?’ Too high compared to whom? Too high compared to what?” Establish her price parameters.

+ Compare apples to apples.When you’re told a competitor’s bid is less than yours, make sure there’s a fair comparison of all the services that both firms offer.

+ Avoid discussing your “fees,” “price,” or “cost.” Instead, use the phrase: “The investment in my design services…” Your words can make or break the deal.

+ Share your “only.” Nothing justifies higher fees more than the phrase: “I’m the only design professional in this area who…”

+ When all else fails, say: “I have no problem with those competitors who charge less. They, alone, know what their products and services are worth.”    

What do you say when they say you’re “too expensive?”

If there’s one thing that design trade professionals dread, it’s price objections. It’s gotta be the No. 1 frustration they express when I coach them, or speak to them at my programs around the world.

That’s why dealing with price objections will be the topic of my next few messages on InteriorDesignbusiness.net.

Designers, window fashion professionals, showroom managers, sales reps, retailers, manufacturers and other design trade professionals go about their businesses differently.

But there’s one thing many of them have in common: they’re scared to death of price objections.

They shouldn’t be!

Fact is, questions about your price are buying signals. Prospects have to be at least somewhat interested in your furniture, fabrics or frescos in order to ask what they cost.

Picture yourself sitting down to dinner at home when the phone rings.  The irritating voice on the other end inquires about your long distance service, and launches into a detailed account of his company’s “Friends and Family” program. Your response? You hang up the phone – without asking about the price. The basic “blowoff.”

There’s no such “blowoff,” however, when your prospects protest your prices. That may be their way of letting you know they want to keep talking.

Prospects aren’t looking for the best price. They’re looking for the best solution to their design problems.

For in-depth information about all this, I’ve developed an audio program entitled: “Overcoming Price Objections: Turn Price Bellyachers into Believers.”  Visit: Audio Program Information