“How do you manage clients who refuse to give you a budget, despite explanations + an initial design presentation?”

 This week’s  question comes from an interior designer who has struggled to get a budget from clients, even after the initial presentation. Talk about frustrating! 

This is such a great question and so relevant now, especially as budgets are changing and consumers are really pulling back on spending. 

01 | Don't let them become a client until you know their budget.

Do this by having a budget question on your contact form.

Then, send your investment guide to them that outlines your recommended project budget and how that breaks down. We've seen designers do this by 

a) showing sample room budgets with each item listed 

b) listing room starting points 

c) providing furniture calculators the client can fill in 

d) listing ranges for different furniture pieces 

e) providing a price per square foot range for furnishing rooms (example: $100-125/square foot for a fully furnished and styled space).

Then, discuss the budget they shared in the contact form when you're on the discovery call with them.

If you do a consult as well, discuss the budget then too and let them know what is realistic for their budget.

02 | When you send their proposal/agreement/scope, include budget estimates.

• You can send this as part of your legal agreement
• You can include a minimum expenditure in the contract
• You can send the recommended budget in the email you send along with the contract letting them know “We anticipate the furnishings for the scope outlined will be $100,000 plus shipping, tax, and receiving.”
• Your contract should have a budget term in there (ours does)

03 | When you onboard them as a new client.

In their design questionnaire, have a question (or several) about budget. OR, you can have an entire budget section and then you can ask what are they comfortable spending on each item type. For example, are they comfortable spending $2000 on a chair, but not $500 on a pillow because they have kids who use the pillows as jumping pads to save their feet from hot lava…

During their new client kickoff meeting. Review the budget they shared and the inspiration images they shared and let them know what's feasible. Example: Will you have to go with a lower-grade sofa in order to add beams to the ceiling? Will you need to do a non-wool custom rug so you can do the grasscloth wallpaper and custom wall-to-wall curtains like they have in every inspiration picture?

Let them know you can't begin the design until you have a budget.

04 | When you prepare their floor plan(s) and concept.

If you prepare multiple floor plan options, let them know how each layout could impact budget. Example: this layout will be great for having the whole family together to do your Friday night movie night, but the sectional is custom so that will be higher. In this layout, we're doing x, y, z, so won't be quite as perfect for Friday night movies but will be great for Sunday morning reading.

When you prepare their concept, let them know if you're anticipating anything to be out of their budget.

And if all those steps fail, you can try the old standby:

Designer: What's your budget for the living room and family room furnishings?

Client: Oh, I don't know. We're flexible.

Designer: Okay, great, so like $200,000 all in?

Client: Oh gosh no, we were thinking like $100,000.

BOOM. And there you have their budget.