Thinking of reducing your fees in these challenging times? Don't you dare!

THIS MONTH:
+ Unkindest Cut of All
+ Justify Your Fee

+ Unkindest Cut of All
Of all the bad ways for design professionals to cope with this economy, price cutting may be the worst.

It's bad for your fee integrity and bad for your bottom line.

Lower your fees and prices, and you send a message that the value of your design expertise, service and products is, somehow, less now.

You tell me that you weren't serious about your original rates, markups and margins, and that, now, you're willing to play with your prices.

And you signal that you're ready to lower your standards, and do battle with the box stores, take on the trunkslammers and duel with the Dolly Decorators.
What a shame that so many design professionals devote so much effort these days to futzing with their fees.

That wastes time and energy that could be better spent focusing on their value.

Could it be that this economy has clouded your memory about your value?

Have you forgotten that you're a unique, one-of-a-kind design professional who saves clients headaches, time and money?

And that you give clients the benefit of years of education and experience designing commercial and/or residential interiors?

You can't keep your value a secret. Why? Because clients find a way to afford things to which they attach the most value.

+ Justify Your Fee
Only one person is holding you back from earning the kind of income you want and deserve in these challenging times.

That one person isn't a competitor or client.

That one person is you, because you're not giving yourself permission to charge what you’re worth.

Please don’t tell me your clients may object to your fee in this economy.

I don’t care.

And don’t tell me commercial and residential prospects in your area don't pay design professionals that kind of money in tough times.

I don’t care.

And don’t tell me that you're uncomfortable about charging your regular fee in times like this.

I don’t care.

Neither should you.

Don’t dwell on all the reasons you can’t maintain -- or raise -- your fee. Dwell, instead, on all the reasons you can.

Share your “only,” as in: "I'm the only window fashion specialist in my area who also offers a full range of design services."

Tell how you save clients money because you work faster than inexperienced competitors, and offer furnishings that can reduce their energy costs.

Tell how you help clients enhance the value of their most valuable asset: their home.

Don't despair, differentiate! Set yourself apart from lower priced competitors.