Have you ever had potential clients tell you that they expect you to share your product discounts?
I’ve heard some terrible stories about clients who want design expertise for pennies on the dollar, as well as determine how much money the designer makes from furniture purchases.
Don’t allow this to happen to you- it’s a recipe for disaster!
Quite frankly, demanding that you share your discounts with a client is a form of bullying. And caving to this kind of bullying pressure is the Money Mirror Pleaser behavior that leads to clients becoming more demanding and more disrespectful with time.
Just imagine if this same bullying client went to a local retail furniture store and demanded to know how much the store is paying wholesale for one of their custom sofas. The store would laugh in their face! Can you imagine that store letting the client tell them how much they were allowed to make on the sofa too?
This scenario is never going to happen to a furniture retailer and it should never happen to you and your business either.
By simply speaking with confidence and clarity about your business, and how you charge for your time and product purchases, you’ll stop bullying clients in their tracks!
Here are a few simple and easy tips to help you stand your ground with clients who want to take advantage of you.
Tip #1 – Write It Out
Spend some time writing a script that explains that your design fees are based on the scope of work involved, what services are included, and your purchasing offer.
Practice reading your script out loud every day for 30 days, so you become confident when speaking with a new client. Also post your script above your desk so you can easily refer to it when a new client calls.
Tip #2 – Snail Mail
Mail (not email) a thank you note with a “How We Work” or FAQ sheet after a prospective client calls and you’ve made an appointment to meet.
Note Example: “Thank you for your call, I’m looking forward to meeting you and discovering more about your project!”
Your FAQ sheet should clearly state your terms of engagement. It’ll immediately position you as a professional in the prospect’s mind, as well as help them in asking good, clarifying questions at your first meeting – so they understand exactly how you work.
Tip #3 – When To Say No
Last, but certainly not least, you have permission to say NO to clients who don’t respect your personal boundaries and professional parameters.
You’ll start making room for great clients who are a pleasure to work with when you start letting go of the high-maintenance, low-profit, “trying to get everything free” clients.
It’s not always easy to do what’s necessary to get the ideal client, but it’s possible.
And remember, if others can do it then you can too!