When proposing a kitchen or bathroom project, getting the price right is an art, and misjudging it can lead to lost opportunities. If you pitch too high, the client might feel uncomfortable or priced out, and if you go too low, they could doubt the quality of your offer. In both cases, there’s a real risk that they’ll walk out of your showroom and never come back.

During the initial meeting, it’s key to strike a balance by first understanding what the client truly values. Start by asking open-ended questions about what they envision for their space. Listen carefully as they describe their must-haves—whether it’s top-of-the-line fixtures, bespoke cabinetry, or a sleek, minimalist design. From their responses, you can gauge what level of investment they’re willing to make and how to shape your proposal.

It’s also helpful to ask directly, but subtly, if they’ve explored other options. For instance, you can say, “Have you seen any designs or quotes that caught your eye so far?” This gives you insight into their price expectations and what standards you’re being measured against. If they’ve seen competitors, knowing this helps you offer something comparable, or even better, without overpricing or underselling your work.

In the end, proposing the right price is about more than numbers, it’s about building trust. By showing the client you’ve listened to their needs and done your homework on the competition, you position yourself as a trusted advisor rather than just another salesperson. That connection is often the key to securing the project, and even their future loyalty.

If you would like to discuss the your marketing activities as an independent, please drop me a line at terry@cloud3.co.uk or give me a call on 07747 016264.