“Fee Failure” a Problem? Here’s Why
Chances are, you’re undervaluing your services or committing one of the other common “money miscues” of interior design professionals.
The audio program “Twice the Price: Double Your Dollars as a Design Professional” points out that many pros don’t get the fees that they set because they:
1/ fail to qualify prospects, as to their need, budget, commitment and authority to hire a design professional.
2/ lower their fees without reducing their service.
3/ undercharge for expenses.
4/ don’t explain their services.
5/ don’t realize that price objections are buying signals. (A prospect wouldn’t take the time to complain about your fees if she was disinterested in your services.)
6/ give away their time.
7/ discuss price too soon.
8/ discuss budget too late.
9/ don’t differentiate themselves from those who charge less.
10/ don’t attach a value to themselves and their service.
Fred Berns coaches interior design professionals on how to dramatically increase sales and promote themselves more effectively.