Talking about money with clients can be one of the most uncomfortable parts of running a design business. A lot of designers shy away from these conversations or avoid them altogether, but here’s the thing…most of the fear is based on common myths. What if, instead of fearing the “money talk,” you embraced it as an opportunity to build trust and value with your clients? Shifting your perspective could be the game-changer your business needs.
In this episode, I break down seven myths about client money talks that hold designers back and show you how to turn them into strengths. We’re covering everything from value-based pricing versus hourly fees to setting clear expectations. We’ll also cover why selling your services is actually a form of education and service. Plus, we will dive into how to tap into clients’ emotions and create a design process that feels like a memorable, meaningful journey.
VALUE-BASED PRICING OVER HOURLY FEES
Hourly fees are not the best way to run a design business. You might think charging for your time makes sense, but here’s the reality – if you’re a fast designer (and many are), you’re actually getting paid less for being efficient. That doesn’t seem fair, right? Here comes value-based pricing to save the day! Instead of billing for hours worked, you’re charging based on end result. Clients pay for the outcome, not the time it took to get there. It’s a win-win because they understand the value of your expertise, and you get paid for the result you deliver, not how long it took. The bottom line? You get paid what you’re worth.
SETTING CLEAR CLIENT EXPECTATIONS
Setting expectations with clients is a make-or-break move. Miscommunication is one of the biggest reasons clients feel unhappy or confused. So, it’s up to you to set things straight from the start. Talk about money early – before the contract is signed. Share your design process, walk them through potential challenges, and most importantly, be upfront about what they’re investing in. This way, your clients won’t be blindsided by costs or project timelines. Trust me, clients will appreciate your honesty, and you will save yourself a lot of headaches down the road.
SELLING AS EDUCATION AND SERVICE
Selling doesn’t have to feel slimy or uncomfortable. It’s not about pushing services or trying to make a quick buck. Instead, think of it as an opportunity to educate your clients on the value you bring to the table. When you’re selling your services, you’re actually helping clients get what they truly want…a beautifully designed space that improves their life. It’s about guiding them toward the best solutions for their needs. So, don’t be afraid of the word “sell.” You’re offering them something they need, and that’s service in itself.
TAPPING INTO CLEINT’S EMOTIONS
Clients will tell you what they need from a practical, logical frame of mind. It’s your job to listen to what they’re saying as well as what they’re not saying. When you can deliver on that emotional level, clients will not only love the design, but they’ll also be willing to invest more because you’ve given them something they didn’t even know they needed.
DESIGN AS A MEMORABLE JOURNEY
Design isn’t just about the finished product. It’s also about the journey to getting there! From the moment a client hires you to the big reveal, it’s all about creating a memorable experience. Sure, there will be bumps along the way, but how you navigate these with your client is key. By making the design process feel exciting and special, you’re giving your clients memories they will cherish long after the project is done. When you focus on the experience, clients will be thrilled with not just the outcome, but the entire ride.
Remember, that the myths you have bought into are not facts. They are merely beliefs. It’s time to release these beliefs and replace them with the truth!
IN THIS EPISODE, YOU WILL HEAR:
- (3:16) What it looks like to be the expert/voice of reason
- (6:12) Why you need to release your own limited beliefs about money
- (13:26) The cost of the project isn’t the only thing your client cares about
- (24:00) Changing the narrative and speaking to yourself with confidence
- (29:07) Why you deserve to be paid in advance
- (38:09) Selling can be easy, fun, and empowering
- (41:44) The power of emotions when making purchases
Links:
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