Are you matching internet prices just to keep clients from questioning your product costs?
In this episode of the Interior Design Business Podcast, I explain why matching internet pricing can quietly undermine your profitability, and why the products and services you provide aren't an apples-to-apples comparison with what clients find online.
When designers promise to match internet prices, they're often trying to prevent uncomfortable conversations or keep clients from shopping every item in their design. But that reassurance comes at a cost: you're giving away profit before the project even begins.
I break down how to handle internet pricing conversations with different types of clients, from your ideal client who wants everything handled to the enthusiastic online shopper who wants to purchase everything themselves. You'll learn how to explain the value behind white-glove purchasing, including sourcing from trusted vendors, arranging freight, tracking orders, receiving, installation, and managing damage claims.
We also discuss what to do when a client truly wants to purchase their own products, why hybrid purchasing creates unnecessary problems, and when a design-only service may be the more profitable solution.
If you've ever felt pressured to justify your prices or compete with what clients find online, this episode will help you confidently communicate your value, protect your profit, and choose a purchasing model that works for both you and your client.
In this episode, we cover:
- Why matching internet pricing hurts your profitability
- How to discuss online shopping before a project begins
- Why your pricing isn't comparable to internet pricing
- Communicating the value of white-glove purchasing
- Identifying ideal clients versus dedicated internet shoppers
- Handling clients who want to purchase products themselves
- Creating profitable design-only services
- Why hybrid purchasing creates problems
- Setting boundaries around custom products and millwork
- Protecting your time, service, and profit
Show notes are available at interiordesignbusinessacademy.com
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