Showcasing your value

Pricing | Showcasing Your Value | Interior Design Education | DCI Studio

I coach and strategize with my interior designer colleagues on a regular basis, and they all have stories to tell.  Today we are going to focus on the ideal client, a repeat client, and what to do when they ask you to discount your services.  

Your clients have been empowered by the interiors you have created with them previously, but now they are focusing on price instead of the value you bring to the table with your creativity, experience and talent.    Strong designers redirect the conversation with clarity, education, and my favorite term - boundaries.

Picture this…

Picture this. A client you worked with five years ago returns for a kitchen renovation. You present your proposal. They smile and say, “Since we have history, I expected a price break.” This is the moment that tests your leadership.

You stay cool and acknowledge the relationship. You explain the scope and confidently walk them through what it takes to run a successful interior design project to remind them of the process. While having this discussion, you remind them of the time, expertise, sourcing, procurement oversight, contractor coordination, liability, and project management skills you provided for them previously and that you and your team are even more experienced now. Progressively weave each step to the outcome they want, and remind them that quality design depends on structure and consistency.

showcase your value

I suggest you take a walk down memory lane with them and highlight the results they enjoyed from your previous work together. Reinforce that your process delivered a smooth experience and home they have now been enjoying.  Remember - they reached out again because they value your work. This alone confirms the worth of your services.

I have to advise you to hold your fee and protect your brand. Instead of lowering your rate, you offer strength in delivery. You streamline a phase. You tighten communication. You provide design direction that reduces their decision fatigue. You keep the focus on results, not discounts.

Then restate your pricing structure with confidence. Be very clear and avoid apologetic language, and reinforce your commitment to excellence. Your clients respect firm boundaries when you express them with certainty.

By following this narrative, you will also strengthen your positioning before these moments happen. You market to aligned clients who understand the value of professional design. You talk about outcomes, process, and expertise. This creates a pipeline of clients who respect your pricing from the start.

We are creatives, but we are also business owners.   We thrive when we  protect our value. You have the responsibility of educating clients. You lead the process and keep boundaries firm, while maintaining your standards.  This ensures that every project reflects your best work. Clients remember that strength and they will return to you for this reason!