To Charge or Not to Charge for Consultations
Handle initial consultations in a way that will help you close the deal, with these insights from our pro community
The consultation is a valuable opportunity for you to meet with potential clients, learn their needs and show off your knowledge and expertise as a residential renovating professional. However, since not all consultations translate into paid work, how do you make sure you’re using your time wisely?
“I always call a client before I go and meet them,” Emilie Fournet of Emilie Fournet Interiors says. “This saves time and also allows them to know exactly what will happen during the consultation.” If you’re trying to decide whether to charge for a consultation, consider the advice of members of our pro community who have weighed in on what works for them.
The Case for Charging a Consultation Fee
Pros who charge a consultation fee consider it a way to demonstrate value for their service, ideas and time. A consultation is an exchange of information and the sharing of an expert opinion based on years of valuable trade experience, Fiona Duke of Fiona Duke Interiors says. “Clients are paying for your time, expertise and knowledge. If clients simply want to ask questions about their home and how to improve it, I would charge an hourly rate.”
Charging potential clients a consultation fee ensures that your time hasn’t been wasted if the homeowners decide to take their business elsewhere. “If you don’t charge for consultations, you could be in danger of handing out lots of ‘free’ advice, and this isn’t feasible when running a successful business,” Duke says.
Similarly, Lisa Mettis of Born & Bred Studio believes the consultation has to be worth your while — and your travel expenses. “I don’t usually charge for an initial consultation unless the meeting is out of the designated areas I serve. In which case there will be a 50% hourly rate applied.”
Pros who charge a consultation fee consider it a way to demonstrate value for their service, ideas and time. A consultation is an exchange of information and the sharing of an expert opinion based on years of valuable trade experience, Fiona Duke of Fiona Duke Interiors says. “Clients are paying for your time, expertise and knowledge. If clients simply want to ask questions about their home and how to improve it, I would charge an hourly rate.”
Charging potential clients a consultation fee ensures that your time hasn’t been wasted if the homeowners decide to take their business elsewhere. “If you don’t charge for consultations, you could be in danger of handing out lots of ‘free’ advice, and this isn’t feasible when running a successful business,” Duke says.
Similarly, Lisa Mettis of Born & Bred Studio believes the consultation has to be worth your while — and your travel expenses. “I don’t usually charge for an initial consultation unless the meeting is out of the designated areas I serve. In which case there will be a 50% hourly rate applied.”
Before clients agree to a consultation, pros can help justify the fee by explaining to clients what they’ll get out of the meeting. Are they paying for the opportunity to ask you questions for an hour? Will they walk away with specific product ideas or a few mock layouts of their room?
Whatever you decide to offer, establishing the expectations before the consultation will help ensure the customer is happy, increasing the chances he or she will continue with the project.
Many pros find that charging a consultation fee is the first step in determining whether the client is a good fit. “There is an argument to suggest that if someone is willing to pay for a consultation, then they are serious in pursuing your services,” Mettis says. “They’ve usually researched your portfolio and social media accounts before contacting you, so they should have a good reason for calling in the first place.”
Whatever you decide to offer, establishing the expectations before the consultation will help ensure the customer is happy, increasing the chances he or she will continue with the project.
Many pros find that charging a consultation fee is the first step in determining whether the client is a good fit. “There is an argument to suggest that if someone is willing to pay for a consultation, then they are serious in pursuing your services,” Mettis says. “They’ve usually researched your portfolio and social media accounts before contacting you, so they should have a good reason for calling in the first place.”
The Case for Offering Free Consultations
On the flip side, many professionals feel that charging for a consultation could scare clients off and that offering a free meeting may result in more business. “I’ve never not had follow-up work after my free first visit and chat, so I treat it as part of the process and trust building,” Tamsin Leech-Griffiths of No. 8 Project says. “I wouldn’t want to charge for a service before it had been agreed on, and I don’t want to put clients off.”
Free consultations also allow potential clients to get to know the professional without fearing they’ll spend money on someone who isn’t right for their needs. “I don’t charge, as I use the first consultation to gather as much information as possible in order to quote for the job,” Brooke Copp-Barton of Home Interior Design says. “It gives the client a chance to get to know you before taking you on. I think this seems a fair trade-off.”
On the flip side, many professionals feel that charging for a consultation could scare clients off and that offering a free meeting may result in more business. “I’ve never not had follow-up work after my free first visit and chat, so I treat it as part of the process and trust building,” Tamsin Leech-Griffiths of No. 8 Project says. “I wouldn’t want to charge for a service before it had been agreed on, and I don’t want to put clients off.”
Free consultations also allow potential clients to get to know the professional without fearing they’ll spend money on someone who isn’t right for their needs. “I don’t charge, as I use the first consultation to gather as much information as possible in order to quote for the job,” Brooke Copp-Barton of Home Interior Design says. “It gives the client a chance to get to know you before taking you on. I think this seems a fair trade-off.”
Others feel free consultations are just part of the business and an opportunity to learn whether the project is a good fit. Rebecca Herman from House of Joan explains that they don’t charge for their consultations but always make an initial site visit. “It’s very important for us for the initial consultation to be in the space we’re designing, face-to-face with the client. It’s a fact-finding visit for us where we take basic measurements and photographs. We don’t charge, as we see it more about listening than imparting our expertise and knowledge.”
The Case for Finding a Middle Ground
For pros who land somewhere between asking for a fee and offering a free consultation, a favorable solution may also be somewhere in the middle: a shorter free meeting that isn’t as in-depth as a full consultation. “A free initial consultation with the client face-to-face in their home gives me an idea of how they live, their tastes and styles and an overall bigger picture of the project ahead,” Vickie Nickolls of Interior Therapy says.
This style of meeting helps reassure clients that they won’t be wasting money and also ensures that your time is well spent. “Most of my clients have never used an interior designer before and can be wary, so it’s a good opportunity to put them at ease and talk them through the process,” Nickolls says.
During this meeting, the pro may decide not to share design ideas or information until the client has decided whether to move forward.
For pros who land somewhere between asking for a fee and offering a free consultation, a favorable solution may also be somewhere in the middle: a shorter free meeting that isn’t as in-depth as a full consultation. “A free initial consultation with the client face-to-face in their home gives me an idea of how they live, their tastes and styles and an overall bigger picture of the project ahead,” Vickie Nickolls of Interior Therapy says.
This style of meeting helps reassure clients that they won’t be wasting money and also ensures that your time is well spent. “Most of my clients have never used an interior designer before and can be wary, so it’s a good opportunity to put them at ease and talk them through the process,” Nickolls says.
During this meeting, the pro may decide not to share design ideas or information until the client has decided whether to move forward.
When it comes to offering a free consultation, knowing the next steps is essential to closing the deal. “After our 45-minute initial meeting — in which both parties have gathered all the information they need — there’s time to reflect on the summary detail,” Mettis says. “If appointed, I will return for a site survey and start the design process.”
It’s important to follow up after the initial consultation with a clear email about what the fees are for the project, so all costs are transparent from the outset. Creating a relaxed environment right from the beginning will go a long way toward establishing a firm relationship with any potential client.
Tell us: Do you charge a consultation fee or offer a free meeting? Share your experience in the Comments.
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It’s important to follow up after the initial consultation with a clear email about what the fees are for the project, so all costs are transparent from the outset. Creating a relaxed environment right from the beginning will go a long way toward establishing a firm relationship with any potential client.
Tell us: Do you charge a consultation fee or offer a free meeting? Share your experience in the Comments.
More for Pros on Houzz
Read more stories for pros Browse millions of photos for inspiration
Talk with your peers in the Pro-to-Pro discussions
Join the Houzz Trade Program