Business by Design this month shares the seven magic words that will help you get a grip... and head off the gripes.

THIS MONTH:
+ Take Charge of How You Charge
+ High Cost of Sticker Shock
+ Good for Gettogethers, Bad for Business

+ Take Charge of How You Charge
"Here's how we work with our clients..."

Use that simple phrase when you start negotiating with a prospective customer, and you'll gain something that eludes too many design professionals too often.

Control.

Clients are much less likely to bellyache over bills if they understand, up front, how you charge.

Many designers, architects, window fashion professionals, kitchen and bath specialists and others are way too wimpy when it comes to explaining their fees. They're eager in early client meetings to discuss the scope of a project, but stumble and bumble when they talk about its price.

Then, when clients balk at the first bill, these design pros play "Let's Make a Deal." Or, they seek the irate customers' approval in other ways.

Your job is to explain your fees -- not to seek your customers' permission to charge them.

+ High Cost of Sticker Shock
If clients have a hissy fit when your bill arrives, that's not their problem. That's yours, because you failed to clearly communicate the cost of your services.

Client confusion and concerns over your invoices are sure signs that they're losing trust -- and you're losing control.

Try as you will at that point to justify your fees, you're probably too late.

Before you say anything else to an individual who's about to hire you, say: "This is how we work with our clients..." -- and then explain how you charge.

+ Good for Gettogethers, Bad for Business
Several of my phone coaching clients have complained about their challenges collecting money owed them by relatives and other acquaintances.

One designer recounted how her aunt justified ripping up the invoice by pointing out that "Hey, we're family!"

OK. Stand up, raise your right hand and repeat after me:

"I will love my family and friends.
But I will never - ever - work with them."

Thank you. Now, then. You may be seated.