Designer Sales Tips – How to Deal with Price Shopping Clients

While the internet has made life simpler and more entertaining for so many of us, it has also created challenges for entrepreneurs and business owners. Despite the increase in access to markets for anyone doing business online, the problem of price competition can be an issue for all of us. For this post about designer sales tips, we take guidance from the pros at BusinessOfHome.com.

Recently, they surveyed a group of designers for their advice on coping with clients who price shop for a “better deal” on the furnishings you may recommend for a design project. Of the eight opinions they shared, here are the best we found…

Put it in the Contract

“I had one client who took our tear sheets and tried sourcing the pieces online to try and save some money. We no longer work with him. My contract very clearly states that we handle all purchasing for anything going into the job we’ve been hired for. When it comes to sourcing, it’s very black and white for me. We’re buying from vendors who we have established relationships with and who we know will back us if there is an issue. Finding the same thing or close to it online doesn’t guarantee that when it arrives there won’t be problems – and, if there are, then what?” – Amy Morris, Amy Morris Interiors, Atlanta

Just Ignore It

“I find that when a client micromanages, they water down the project by being short-sighted, cutting both quality and the final aesthetic to save a few bucks or a little time (though, they rarely actually accomplish either). If they’re spending good money to design their home, why not spend a little more to make it spectacular? Why not enjoy the biggest perk of having a designer, which is letting someone else do all the work for you?” – Wesley Moon, Wesley Moon Inc., New York

Be Up Front and Open

“We have occasionally had clients try to find something at a lower price, and our policy is the same as it has always been: If we find it, we extend our discount and add our commission. Everything we do is completely open book, and we ask our clients to respond in kind.” – Lauren Buxbaum Gordon, Nate Berkus Associates, Chicago

Be Proactive

“I’ve only had this happen once, when I first started out. It was very upsetting, given the time and effort that goes into specifying a piece. At the time, the client insisted on purchasing the piece ‘from a friend with a discount.’ I let it slide because I wanted to stay on good terms with these clients. However, moving forward, I changed my contract, which no longer allows for clients to purchase pieces included in the budget on their own. I haven’t run into the problem since!” – Jessica Schuster, Jessica Schuster Design, New York

Here at TD Fall & Company, we value the relationships we build with our designers and furnishing suppliers. Because of this, we work hard to protect your interests and do all we can to avoid situations like those described above. Yet, stuff happens so, the best advice we can offer is reflected in many of the comments from these designers – be up front and proactive and – put it in your contract.

Looking for more interior design tips, design trends, marketing tips, new products, and furnishing ideas? Get in touch with TD Fall today.