Coping With the Questions from Hell

Dune film They’re the questions you hate to hear, but too often do. The ones you’re never sure how to answer.

Questions like: “Why are you so expensive?”

Or: “Can you give us a better price?”

Or: “Why is this project taking so long?”

Failing to come up with right answers to the wrong questions may cost you more than time and energy.

It may cost you money. You may end up cutting your fees or giving away your time to avoid a confrontation with a difficult client.

Problem is, a meeting with a client or prospect is rarely a time for impromptu brilliance.

You’re not likely to come up with a knock-their-socks-off response to a question out of nowhere, such as: “What’s your mark up on this?”

Approach meetings hoping for the best, but preparing for the worst. Expect the unexpected, and craft, ahead of time, good answers to lousy questions.

Prepare today for a question like: “Why are you twice as expensive as other design firms in town?”

Develop a response, now, that points out that you’re “the only award-winning area firm with more than 30 years experience serving leading corporations and high end residential clients throughout the region” …or, whatever.

Don’t let tough questions tie you up, bring you down and stress you out.

Create a list of your killer questions — and a cheat sheet of answers to them.

“What questions kill you?”

That’s what I asked designers prior to my presentation at the Business of Design conference in Las Vegas.

Goodbye Solo download Here’s what I heard:

+ Can’t you do it for less?

Vanishing Point divx + Can I decide if I like your work before I pay?

+ How much are you going to make on this?

+ Can we negotiate?

+ Why do you cost so much more than Internet companies?

+ Are you any good?

+ Are you as talented as the designers on HGTV?

+ Are you done yet?

+ Why can’t I get this furniture next week?