Every business owner loses customers from time to time due to cost, but have you ever had a client tell you that you’re not charging enough?
I have. And it was a real eye-opener.
I’m a business owner who pursues “the art of good business” and I’m always seeking ways to streamline my process and reach more ideal clients so I’m familiar with the concept of “turning clients off” by pricing too low, but it wasn’t until I experienced it up close and personal, that I was able to transform my mindset around always trying to give the “best possible price” (i.e. lowest possible price) for each line item.If you want to do beautiful work for years to come, you must set a minimum standard for your work. Click To Tweet
AND if you’re really trying your best (i.e. you try your best so that you may charge more…because you deserve it!), then you should be making deliberate moves to enhance the value your clients experience.
Innovating and making deliberate business moves allows you to set your own standards for the work you choose to do.
In my case, the mother of the groom was in charge of the wedding flowers; totally and completely in charge. When I quoted her a price for centerpieces based on the ideal budget she gave me of about $7,000, she came back to me with concerns that the centerpiece pricing seemed low for what we had discussed. I agreed!
She was right. I didn’t quote what she wanted. I tried to provide a quote within the budget she gave me, but I didn’t actually quote what she wanted.
I updated a quote for what it would *really* cost to get the look she wanted and she ended up spending quite a bit more.
It didn’t bother her one bit. She was more than happy to pay to get what she wanted.
I’m lucky I didn’t lose the client. She was terrific to work with. We got along really well.
This gig was a big one for me and she was an ideal client. She was kind, had great taste and was more than willing to pay to get what she wanted. She was creative, smart and no-nonsense. (She was my kinda gal.)
So it became clear to me: If this client spent 50% more than her stated budget, then there must be other ideal clients out there who are willing to do the same. It’s up to me to give them the option to actually get what they want and not be confined by a preconceived notion of budget (either by the client or me!…You can’t wear your money shoes when presenting proposals to clients…Clients often wear a different shoe-size than you!).
If you’re a skeptic, I understand. I was, too.
Until I truly experienced this tremendous gap between what the client told me and what she was more than happy to spend, I thought all the business gurus who claimed that “low prices are a turn-off” were talking about “other businesses”….not flowers.
The moral of the story….
If a $7,000 budget turned into an $11,000 sale, then surely I can quote $25 or $50 more than the “average centerpiece price” for the clients who want more choice blooms or fuller-than-average pieces, even if it pushes beyond the confines of the budget they described.
If clients want elevated pieces, but don’t have the budget, I don’t feel compelled to figure out how to make something grand for $100 or less. I tell them the truth; it’s $350 per table and if that doesn’t work for the budget…if they don’t l-o-v-e this look so much that they’re willing to pay for it… then, we select a different option. Easy. I can work within their budget, but the choice was theirs.
They know what their options were and why the chose what they did.
If you deliver what you promise and your clients get the value they expect, then you’re doing the work of an integrity brand.
Keep doing beautiful work!
Thanks for taking the time to read my blog!….and please share it with a floralpreneur you know and love.
If you want to do beautiful work for years to come,
you must set a minimum standard for your work…
And if you’re truly doing your best work,
then it should be worthy of a higher price.
If you struggle with pricing your work with confidence, check out my online course, Flower Math, The Florist’s Guide To Pricing & Profitability. Learn to keep more of the money you’re already making! get all the details here. (NOW $100 OFF RETAIL.)