“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.”