What does this really mean?

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Jay H

PFG, Picture Framing God
Joined
Dec 8, 2003
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9,908
Loc
KY
We all hear this; “I don’t want to spend a lot of money…”. What does that mean? Not once have I ever had a customer come in and say “I would like to spend an obscene amount of money on this….”.

Its funny how some customers do a dance when you say “$140”, yet others never blink an eye when you say “$480”. But both led with “I don’t want to spend a bunch of money on this.”

Do you consider this statement at all?

I hate talking about prices at the design counter. However I often thing that a quick discussion as to what they mean, exactly, would be nice.

How do you address this issue?

Carry on!
 
I design it the best way I can come up with (double mat, good frame, conservation glass), let them see how nice that looks, then if they're worried about price, design it with the cheapest glass, single mat, frame, etc. See how little money they REALLY want to spend once they've seen how nice it can look by spending a little extra money, and realizing it's going to hang on the wall for years. Funny thing is, when it's a gift for someone else, they usually go for the cheap option! :D
 
Jay, I had a lady say this to me last week. Except she said it this way-
Her: " It won't be too expensive, will it?"
Me: smiling. "I don't know."
Her: "What do you mean?"
Me: " I would never, ever begin to tell you what you think is too expensive. "

I don't let it really even penetrate, unless there is some additional info. (we have a budget, or we took up a collection and only have x amount to spend)
If it is a general comment, just design it as fabulous, and let them decide. $500 or $50 -what is not expensive? Depends on the person...

Of course, if someone is being a loudmouth jerk (these are rare, but boy are they fun- can be male or female),I want to shame them into paying a wad o' cash. "Well, if you don't think it is a look you can afford, we can look at something cheaper. Mind you, it will look cheaper.." Most roll over and pay, indignantly, asking for it to be more. I never use the word "cheaper" at the counter, unless talking to one of these charming, abusive types.

Sigh. It doesn't help your plight, but know that we are all in the same boat. No one ever wants it to be expensive! I know I don't!
 
Ohh I have no real plight. I've not even had a bad experiance. I just think I'm going to work on a method to find out if they are prepared to spend $500 or $50.

I can give them what they want and get back to work. We're both happier that way.

One idea I think I'm going to work on is framing a series of identical average sized prints. I will frame one in a poster frame and no mat and price it $49.99. Frame one in cheap wood with single mat priced $120. And frame one with a suede mat and fillet and a beautiful frame priced $300.

When customer sais "I don't wanna spend a lot of money." I could point at the display and say "Which of these looks to you prefer." What I'm really asking is "How much you wanna pay" but not exactly talking about price.

I think I've heard of others doing this.
 
I've come to the conclusion that it is just a nervous thing. The customer has heard that "custom framing is expensive", and is worried about just what "expensive" is. So they say that.

Sometimes I say, "Of course not, we'll spend just the right amount on it!"
 
Jay,

Most of the people that I have worked with have a pretty good idea how much they are willing to spend and how much they are not.

If they give me the indication that they don't want to spend much, I try to get them to give me a ball park on there budget befor we start.


I have yet to figure out how to read the ones that will spend what ever they have to, in order to get a great looking frame job.

You can spend much time at the counter trying to convince them that it will be worth the money or you can just get right down to what they are willing to spend and save both you and them much time.

I have realized that no matter how much we want people to spend, some of them are just cheap.

Sometimes I have to just bless them as they go out my door to get it done cheaper somewhere else.

Good luck.
 
Design for the art. Price it. If they balk, explain that there are many elements that can be adjusted and start taking them away - most of the time they like the first design and pay for it.

Give them their options - we discuss their art, value, etc. Show them the options from plak-it, poster framing special, - archival and steer them in a direction based on their answers.

Selling/designing in framing is a lot about developing a relationship with your customer and gaining their trust. They come to you for your knowledge, service, and expertise. These are your strengths in the BB world - Sell them!

If they wanted the botta bing approach, they can go to Joanns or michaels

my 2 cents

elaine
 
Originally posted by Jay H:
We all hear this; “I don’t want to spend a lot of money…”. What does that mean?...
Click to expand...
The loose translation of that consumer code-speak is "I want a low price because I don't know what else matters.
 
We do not pay any attention to that phrase,we just procede to show them fabulous framing. If at that point the customer balks at the price, we merely say:" Oh , thats right, you did say cost was a concern so lets look at something less costly". It's a great line that does not make the customer feel uncomfortable and saves the sale.
Hope this suggestion helps,
Lori
 
We have all heard this phrase so much!
I tend to agree with Jim.
A guy came in a week ago, no art in hand and tells me one of the BB's gave him a $500.00 price to frame and mat a poster. Were they upselling? Yes,
Did he go somewhere else?, yes
It's all a touch and go thing as salesmanship involves being observant about our customers personality, the way the dress talk, etc.
The customer who pulls up in the expensive car wearing a lot of gold might be offended if I was "too concerned" about her/his money,, Always show them the best. Let "them" tell you what they think expensiveis.
But in the case I describe above, obviously he thought that was too much money,, don't pull that expensive frame cos you'll lose the sale and his confidence.
He came back a week later and we did an attractive design, blk core mat for $200.00, he was happy!
I have upsaled many times with the dbl mat, mid-range price frame by getting rid of that 2nd mat and putting a matching fillet in its place. 8 out 10 times they go for it cos it just looks so good.
Or else pull out the thumb tacks on cardboard and say it'll be .99 cents!
 
Always give your best design first unless they tell you exactly what they want. Once they see the design and say or act like that is too much, make some minor changes (mats 1/4 or 1/2 smaller for example) Then if after some small adjustments just ask them what type of budget did you have in mind. If they give you a price add $50.00 to it and if you can't sell that......
 
Maybe I am going about this backwards....I ask up front about what they have in mind to spend...then I design around their budget...but I love to offer a bit more ( double mat, fillet,etc)....I usually can sell my version
 
Usually I'll pull out 3 different designs for the customer if they tell me that price is an issue: one frugal, one mid-range, and one expensive. They pick the one that they like best(9 times out of 10 the expensive) and then I give them the prices for all three options. Usually I can get them to go with the mid- or high-end choice. I've always been told never to ask how much they want to spend because it's rude and may make the customer feel limited in their choices.
 
We don't consider it being rude in Texas....just laying it out straight. LOL Seriously..I don't out right ask them how much they want to spend...but in the conversation...you can usually figure it out...my customers so far have been pretty straight shooting and give me an idea of what they are thinking in terms of price...most of the time I can get in the ballpark with them..but it sure gives me room to upsell them....doesn't take too long and I always find something to add that makes me some extra money on the job...the better my skills get...the more I can offer them and that's what it is all about.
 
Unless a customer states at the very beginning they only want to spend xx $'s, I pay no attention to pricing - I pull out which mats and moulding I feel enhance the piece the best and is in line with the style of the customer.

I use to ask about a price range first, but found that the above works far better. As has been said earlier, when the customer sees what really looks good, they're more likely to spend the money regardless of what they might have originally intended to do.
 
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