One of the challenges that often comes up with past clients is bringing them up to your current price structure. It’s not really fair to your new clients that someone you have history with, pays far less than someone new. And since you don’t come with price tags attached to your forehead, you have to have a conversation about the cost of your services.
Think about this, both your new and former clients are at the same cocktail party and they discover that they’re both working with you, and the past client enthusiastically shares:
“She only charges me $120 an hour to design a bathroom remodel and helped me choose all the finishes. She is so talented and she is there every day to make sure the guys are doing everything right and she doesn’t hardly ever charge me for that part!”
Your new client doesn’t share that she is paying you a $7,600 fee for the same service… but you can bet you will hear about it!
And then what are you going to say?
This challenge is far better when you resolve it before it creates a mess in your life by having all clients at the same pricing level.
I know this can be a difficult conversation because you don’t know quite how to say it, but know that every time (not sometimes, EVERY TIME) one of my designers in coaching has this conversation with a past client the response is the same, “Well it is about time!”
So, here goes, this is exactly what you say…
(Client Name), you and I have created some beautiful rooms together over the last 10 years and I have enjoyed every minute.
I want to share with you that I have been working on restructuring my business. I have learned how to figure out a design fee that will cover exactly what I need to do to complete your project. This way you wont have to worry about what this is gong to cost. You will know what it will cost before we begin.
Say this exactly the way that I laid it out (don’t try to hybrid it) and you will have a happy client and plenty of increased income in your business.
P.S. Yes, you can do something extra nice for her, just be sure to tell her what you are giving and why … because she is one of your favorite clients!