2 replies
  1. Andrew
    Andrew says:

    Design thinking is the ideal approach, but how do you handle it when a client doesn’t seem interested in taking the time (that means budget, of course) to do this?

    • 1184design
      1184design says:

      Hi Andrew,

      It’s easy to be defensive when a prospect questions a price, but keep in mind that when someone says,”That’s too expensive.” it tells you as much about the person making that statement as it does about your price. When someone states that the cost of your services isn’t in their budget, etc. it may be that they don’t understand the value of what you offer.

      Certainly, you want to regularly check to make sure your prices are in line with the market, but a price question can be the opener for you to explain how they will benefit from working with you.

      Does the client just lack the financial ability to do the full scope you recommended? You have to decide whether you’re willing to do a smaller scope. You should be prepared to explain why a smaller scope is less likely to deliver the results they’re looking for.

      It’s possible that the customer hasn’t done much research. You wouldn’t point that out, of course, but you can ask how they arrived at their “expected” budget. It may be that they are basing their amount on a project done years ago, a different industry, or a different scope of work.

      You can help your customer by providing fairly detailed estimates from the start. If you already did that, go through each point with them, explain how you arrived at the price, emphasizing the elements that you know are most meaningful to them. Don’t know what’s meaningful to the client? In that case, you didn’t do your homework — find out what’s important to the client up front.

      In any case, a question about pricing is an opportunity to set a positive tone for the relationship by helping the client understand how you do business, and how they’ll benefit from the approach that you’re recommending.

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