TALK BUDGETS WITHOUT AWKWARDNESS

TALK BUDGETS WITHOUT THE AWKWARDNESS

Broaching the topic of budget with a new client can be tricky, but it is a vital step to ensure that you’ll be able to deliver the project on time and within planned expenditure. It’s important to come to the conversation with confidence and you’ll be able to demonstrate your experience and professionalism, and remember, these conversations will allow you to determine whether the person is your ideal client. Here Houzz.co.uk, the leading platform for home renovation and design and their community of professionals, share valuable tips to make these conversations easier.

• KNOW YOUR WORTH • GET AN IDEA OF THE CLIENT’S BUDGET • EXPLAIN THE FIGURES • TALK ABOUT PAST PROJECTS • GIVE A QUOTE AND BE FLEXIBLE • STICK TO WHAT WORKS FOR YOU

KNOW YOUR WORTH

Work out what your average projects cost and how much money you need to charge to be profitable and go into all your budget conversations knowing this information to ensure you are not pitching yourself too low. You can also add this typical job cost to your Houzz profile, as a clear indicator to potential clients of the average budget needed before getting in touch. GET AN IDEA OF THE CLIENT’S BUDGET

The first important step when speaking with a new client is to try to gauge their budget, however, some clients may be reluctant to reveal this straight away or are unsure about what it should cost, but there are ways to tackle this. Offer a price range as a starting point and you may find that your potential client is more forthcoming. If the answer to your question about budget was, “We’re not really sure what our budget is”, give the client a range such as £5,000 to £10,000. This will often prompt the response “£10,000 is too much, but we’d perhaps be able to pay £7,000”. By suggesting some figures, you’ll usually trigger a response that will give you an idea of what they want to pay. EXPLAIN THE FIGURES

Once you have an initial starting point to work from, you can then fully explain what your services entail and the costs involved. From here you can discuss your client’s plans and provide a detailed breakdown of the costs involved to realise their vision. By being upfront and clear about your costs, your client can make an informed decision.

Jessica Gay, marketing manager at Bath Bespoke, a joinery firm on Houzz, says: “We encourage the client to discuss their ideas for the project and aims first, then ask if they’ve thought about budget. We can then discuss whether their ideas are achievable or if things need to be adjusted.” Professional on Houzz, Ilya Karpenko of Illya Kitchens, says: “Let the client know the price range of your products and services. Be transparent to ensure the client is aware of all associated costs which they might not have accounted for when budgeting for their project initially.” TALK ABOUT PAST PROJECTS

A simple way of reassuring a client that they’re receiving a good deal is to give them examples of past projects. Ensure you upload photos from past projects to your website and Houzz profile and most importantly, request reviews from your previous clients. Think of your website and Houzz profile as your CV for winning new jobs. William Jones of Clermont Carpentry, a joinery company on Houzz, says: “When I’m discussing ideas with a potential client, I’ll

often show them around past projects and talk about costs. I’ll even put them in touch with previous clients.” A customer will appreciate you taking the time to share detailed information, and this will help to set a realistic budget right from the start.

GIVE A QUOTE AND BE FLEXIBLE

Don’t assume that a high quote will scare a potential customer away. Be confident in your work and avoid the pressure of providing the lowest quote. An informed client won’t necessarily go for the lower price, this decision will be based on a number of factors. Instead, give a range for the potential client to work from, as this will allow you to be flexible. “The key to a profitable business is to be adaptable to the consumer’s needs, which does mean you need to be flexible with your pricing,” explains Karpenko. “If we can beat a competitor’s quote and still be profitable then we will do it. You always need to find a golden middle with your client.” STICK TO WHAT WORKS FOR YOU

Having a good understanding of your business model and how this works best for you can be an effective way to streamline budget discussions, and by being upfront about pricing you can ensure you’re both on the same page straight away. “My business is about offering a good service and high quality craftmanship, and I make that clear from the start,” says Jones. “I stick to my pricing and get the message over to them about quality. If a client’s initial email says they want to keep costs right down, I know they’re probably not right for me.”

Houzz is the leading platform for home renovation and design, providing people with everything they need to improve their homes from start to finish. With the largest residential design database in the world, Houzz is the easiest way for people to find inspiration, get advice and hire the professionals they need to help turn their ideas into reality. Houzz connects professionals with homeowners who are actively looking to hire the right home professional for their project. www.houzz.co.uk

“The key to a profitable business is to be adaptable to the consumer’s needs, which does mean you need to be flexible with your pricing. If we can beat a competitor’s quote and still be profitable then we will do it. You always need to find a golden middle with your client.”

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