How to find opportunity when a prospective client says “too expensive”
You’ve been in the interior design business long enough to know this moment well:
You present your pricing with confidence… and the client pauses. Then comes the line every interior designer hears at some point:
“Hmm… that’s more than I thought.”
or the classic
“Wow, that’s expensive.”
If this still makes your stomach drop a little, you’re not alone.
🔥 But here’s the truth: A price objection is NOT a rejection. It’s an opportunity. An opportunity to lead. To educate. To elevate.
And to help your potential client see what you already know — that your work is worth every bit of the investment.
Let’s talk about how to turn that moment into something powerful and productive.
1) Demonstrate your value, not just your price
When someone says your service is too expensive, what they usually mean is: “I don’t yet understand the value.”
This is your opening.
Instead of defending your rate, illustrate what partnering with you actually accomplishes.
Remind them that you’re not simply picking paint colors or styling a bookshelf. You’re creating an environment where their family can breathe easier… where their mornings run smoother… where their home finally reflects who they are becoming.
Value isn’t always self-evident. But you can make it unmistakable.
2) Reframe it as an investment back into their life or business
Design, done well, is not a splurge. It’s a strategic investment — one with a clear return.
For homeowners, it might be a more functional layout that saves frustration and arguments, or a beautifully designed home that supports their lifestyle, or an increase in property value.
For business owners, it’s even more direct: a brand-aligned space that attracts higher-paying clientele; a workspace that elevates productivity and performance; or a polished environment that enhances client perception and trust.
When you frame your services this way, you help clients think long-term rather than focusing only on the upfront number.When you frame your services this way, you help clients think long-term instead of looking only at the upfront number.
3) You’re not just selling a service, you’re selling peace of mind
Behind almost every price objection is a fear:
“What if I make the wrong decision?”
“What if it doesn’t turn out how I imagined?”
“What if I waste money?”
Your process, your experience, and your leadership help quiet all of those fears.
Hiring you means:
❌ No more second-guessing every decision
❌ No more overwhelm or project fatigue
❌ No more fear of costly mistakes
You’re not just designing spaces. You’re giving people the comfort of knowing someone capable, experienced, and genuinely invested is steering the project.
That kind of peace? It’s priceless.
4) Time is one of your clients’ most precious assets
When clients hesitate at price, they’re usually not considering the time they’re buying.
Your expertise saves them:
✔️ Hours of scrolling
✔️ Weeks of sourcing
✔️ Months of decision fatigue
✔️ Project delays and costly do-overs
Your streamlined process is a shortcut — a fast-track to a stunning outcome they could never achieve alone.
Reminding them of what they gain back (their time, energy, sanity) can shift their entire perspective on value.
5) Sell the outcome, not the hours
Premium clients aren’t buying a list of tasks.
They’re buying a transformation.
They don’t want to know how long you’ll spend sketching or sourcing.
They want to know:
What their home will feel like when it’s done
How their business will grow because of an elevated environment
How much easier their daily life will become
How confidently they’ll welcome guests, clients, or family into the space
Focus conversations — especially around pricing — on the result. The experience. The emotional payoff.
That’s what they’re really investing in.
Final thoughts: A price objection is a door, not a wall.
When someone says your services are “too expensive,” they’re giving you a chance to step into your role as a trusted expert and walk through that door.
You’re not trying to convince them you’re worth it — you’re helping them understand why the investment is in their best interest.
The right clients will recognize that.
The wrong ones will self-select out.
And both outcomes strengthen your business.
