What do you do if your fashion design client is resistant to your pricing?

Navigating a situation where a fashion design client is hesitant about your pricing can be delicate, but it's a common challenge in the industry. As a fashion designer, you know that your creativity, time, and expertise are valuable. However, clients may not always see the immediate worth in your work, especially when it comes to bespoke or custom designs. It's essential to approach these conversations with a blend of firmness about your value and flexibility in finding solutions that satisfy both parties involved.

1 Understanding Resistance

When a client resists your pricing, it's crucial to understand the root of their hesitation. Are they comparing your rates to less experienced designers, or do they lack an understanding of the work that goes into fashion design? By asking questions and listening, you can pinpoint their concerns and address them directly. This step is about education as much as negotiation; explaining the process, the quality of materials, and the uniqueness of your designs can help justify your prices.

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Laetitia Dupuich

3D lingerie and swimwear freelance Designer & Garment Technologist | Lingerie, Corsetry, Swimwear, Intimates | Making your ideas into a successful collection
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It is quite common to have a client question your pricing, and it should be so. If none of your potential clients question your pricing, you are pricing too low. Accepting this truth will allow you to see the resistance as something normal. Once you see it this way you can approach it with curiosity and try to understand where your client is standing in order to better explain your process and negotiate your rates.

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Rocio Evenett ✂️🧵🚀

Feral soft goods engineer crafting ideas into products ready to sell in the creator economy | Fashion Industry 4.0 Technology & manufacture education for designers from a USA Micro-Factory
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There is a fine line between educating a potential client and justifying your prices. I don't have a problem taking the time to review estimates and educate potential clients when they don't understand WHAT a specific line item is and WHY it's required to complete the project, but I that's different from people expecting me to "defend" my pricing structure.

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2 Value Proposition

Your value proposition is the unique benefit that clients receive from your services. Make sure to clearly articulate how your fashion design expertise, the quality of materials used, and the attention to detail in your work justify your pricing. Highlighting past successes and satisfied clients can also reinforce the worth of your designs. It's about showing the client that what you offer is worth the investment and that there is a clear distinction between your work and cheaper alternatives.

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Rocio Evenett ✂️🧵🚀

Feral soft goods engineer crafting ideas into products ready to sell in the creator economy | Fashion Industry 4.0 Technology & manufacture education for designers from a USA Micro-Factory
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The value proposition is easier to explain when you have enough experience to demonstrate the ROI of hiring you vs the LOSS that may come from not hiring you.

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3 Flexible Solutions

If a client is still resistant after understanding your value proposition, consider offering flexible solutions. This doesn't mean slashing prices, but rather finding creative ways to work within their budget. Perhaps you can suggest alternative materials or simpler designs that are more cost-effective. Offering payment plans or packages can also make your pricing more palatable to clients who are concerned about upfront costs.

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Rocio Evenett ✂️🧵🚀

Feral soft goods engineer crafting ideas into products ready to sell in the creator economy | Fashion Industry 4.0 Technology & manufacture education for designers from a USA Micro-Factory
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Whichever way you decide to "get creative" with the budget, make sure it doesn't compromise the quality of the project in ANY way... One example is cases where clients choose polyester over silk for a premium product and then wonder why nobody is buying it at premium price.

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Laetitia Dupuich

3D lingerie and swimwear freelance Designer & Garment Technologist | Lingerie, Corsetry, Swimwear, Intimates | Making your ideas into a successful collection
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When a client is being hesitant about your pricing you should not offer them a discount because you don't owe your clients affordability and your rates represent the value of your work. However, you can offer to reduce the scope of the project or find some alternatives that would make it more manageable with their budget. One thing I like to offer to my clients is the option of paying in various down-payments in order to mitigate the financial burden.

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4 Building Trust

Trust is a critical component in any client-designer relationship. If a client trusts your expertise and understands that you're working in their best interest, they're more likely to accept your pricing. Building trust involves consistent communication, transparency about costs, and delivering on promises. Show your clients that you're reliable and that your primary goal is to provide them with high-quality fashion designs.

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5 Negotiation Skills

Negotiation is an art, and it's especially important in fashion design where pricing can be subjective. Approach negotiations with a win-win mindset, aiming to reach an agreement that satisfies both your financial needs and the client's perceived value. Be prepared to make some concessions, but also know your bottom line. It's important to be willing to walk away if a client insists on a price that undervalues your work.

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6 Final Offer

After negotiations, if a client still resists your pricing, it may be time to present your final offer. This should be a fair compromise that reflects both your worth as a designer and the client's budget. If they decline, it's okay to let the opportunity go. Not every client will be the right fit, and maintaining the integrity of your pricing structure is crucial for the sustainability of your fashion design business.

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Laetitia Dupuich

3D lingerie and swimwear freelance Designer & Garment Technologist | Lingerie, Corsetry, Swimwear, Intimates | Making your ideas into a successful collection
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If after offering options to accommodate your client's budget, offering several down payments and presenting all the value that goes into your work your client is still hesitant, then that is not your client. Your work is not meant to be affordable by anyone, it's meant to be paid by the clients who value it. In this case, walk away and offer some other options of designers who might be more in this client's price range.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your fashion design client is resistant to your pricing?

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1 Understanding Resistance

2 Value Proposition

3 Flexible Solutions

4 Building Trust

5 Negotiation Skills

6 Final Offer

7 Here’s what else to consider

Fashion Design

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