It is inevitable and if it hasn’t happened to yourself yet, it is not far round the corner especially in the economic times were in. Quite often, a potential client will challenge you on your pricing. i.e your rate per hour, total price etc
The first time it happened to us, we were hit with this painful urge to almost apologise, back-track and revise our quote…. Don’t. Handling a pricing objection well will help present yourself as an experienced professional.
When pricing and developing a quote, it is self-defeating to believe that it will be too high. If a client challenges you, the trick is to act genuinely surprised but not to apologize or automatically decrease your fee. No other company would do this! The sad truth, is many people simply do not know what quality professional design services should cost them or their business and are often hit with a quote they never envisaged.
Firstly, respond to the client reassuringly and explain why you have costed the works as you have. (time involved, skills required, your expertise, general industry reasons as to why you are a design professional )
Secondly,; You should impart the feeling that with your experience, level of expertise – the client is getting value for money and that your pricing is actually very competitive.
Thirdly, those wonderful little marketing and mind game sentences that serve many so well. Sentences like:
‘If you hunt around, I am sure you will find it hard to find similar quality and level of work for cheaper’
By saying something like this, you put the ball back on their court and subtly ask them in a friendly way to think again. Cost – benefit analysis. Introduce the idea that low price is not as important as good work and high value.
‘My price may seem high, but you’ll find I am very easy to work with and highly dependable’
Emphasise the value of less physical benefits that you can offer and how they should factor into a client decision.
If all else fails, and the client will not budge or they simply cannot afford your quote. You then must make the decision whether to pass up work or set into motion the unfortunate:
‘Lets see what I can do to meet your budget’
This is a position we have all found ourselves in right from day one. Be attentive, be helpful. Let the client know that you are going to take some time to see what can be done for them. Respond by describing how you can maybe offer a less expensive option that still delivers near enough the same result if done correctly. ( 2 colour printing vs 4 colour printing / innovative brochure packaging etc ).
If the client, does not wish to have any change to their specification and you still wish to take the job on, emphasise that doing the job at the lower price than normal is a one-off exception and it is almost certainly not a trend for projects to come. Give a blanket reason for your kindness:
- Interested in your project / cause
- Filling up your portfolio with this type of work
Te key is never to appear that you are just desperate for work!
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I just got my very first client like this, that actually insisted I lower my rate anyway. (Others just don’t bother to respond, or respond with a ‘no thank you, thought it would be cheaper’) I stuck to my guns and whether the client responds or not, I know I did the right thing. I don’t need to work under-waged just because the client is cheap!
Surprisingly, too, my rate is pretty fair — as my portfolio is being built I realize I have a lower hourly rate than most other designer/developers! It’s low, but still within reason, and I honestly never thought I’d get a client that works down the price as long as I’m working at the rate I am now.
.-= Kayla´s last blog ..Comment on Free Software Alternatives to Substitute Adobe Products by Student Brands =-.
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Acuity DesignsReply:
Hi Kayla…not to worry, what I have found once or twice aswell ; is that a client will say ‘no thankyou’ convinced they are going to find the same quality work elsewhere and two to three works later I’ll receive an e-mail saying ‘Hi, I would now like to proceed with the project…’ at which point I have a wonderful little smile to myself, sip my coffee and reply ‘Glad to hear from you’
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