Pricing your fashion design services can feel like walking a tightrope. Go too low, and you’ll struggle to cover your costs; go too high, and you risk scaring off potential clients.
The right price covers your expenses, positions your brand as valuable, and ensures maximum profit.
This guide will walk you through key factors to consider, common mistakes to avoid, and proven strategies to confidently charge what your work is worth.
By the end of this article, you’ll have the tools to stop second-guessing your pricing and start earning what you deserve.
Let’s get started.
Key factors influencing your pricing
Material costs
The cost of materials is the foundation of your pricing. Every fabric, button, and zipper add up, so you need to calculate these costs carefully.
Start by listing out all the materials you’ll need for a design and their exact prices. Don’t forget to include extras like shipping fees if you’re ordering supplies.
For example:
- Premium fabric: ₦150,000
- Embellishments: ₦50,000
- Lining and thread: ₦25,000
- Shipping and extras: ₦15,000
Total material cost = ₦240,000
Labor and time
Your expertise is what turns those materials into masterpieces. Start by calculating how long it takes to complete a design, from sketching to final stitching. Then, decide on a fair hourly rate for your work.
For example, if it takes you 50 hours to create a gown and you charge ₦30,000 per hour, that’s ₦1,500,000 for labor alone.
Market demand
Your pricing also depends on your target market. Are you designing for budget-conscious shoppers or high-end clientele who want exclusivity? Research your customers’ preferences and purchasing power to find the sweet spot.
For instance:
- If your designs cater to celebrities or elite events, your customers expect to pay ₦3,000,000 or more for custom pieces.
- For a more accessible line, pricing might range from ₦1,000,000 to ₦2,000,000 per design.
Overhead costs
Beyond materials and labor, running your business comes with other expenses. Studio rent, electricity, marketing, and employee salaries. These must be factored into your pricing.
For example:
- Monthly overhead: ₦500,000
- Number of designs per month: 10
Overhead per design = ₦50,000
Add this to your material and labor costs to cover your business expenses.
Pricing strategies that maximize profit
Once you’ve worked out your costs, the next step is choosing a pricing strategy that ensures profitability. Here are three proven methods:
Cost-plus pricing
This strategy involves adding a profit margin to your total costs. It’s simple and ensures you always make a profit.
For example:
- Material cost: ₦240,000
- Labor: ₦1,500,000
- Overhead: ₦50,000
- Total cost: ₦1,790,000
Now, add a 50% profit margin (₦895,000):
Final price = ₦2,685,000
Value-based pricing
Here, your pricing reflects the value your designs bring to customers. If your creations are unique, you can charge more.
For example:
A bespoke wedding gown with hand-beaded details might cost you ₦1,000,000 to create but could be priced at ₦5,000,000 because of its exclusivity and emotional value to the client.
Tiered pricing
This approach involves creating packages for different budgets. It gives your clients options while helping you attract a wider audience.
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For example:
- Basic package: Standard gown with high-quality fabric – ₦1,000,000
- Premium package: Bespoke design with luxurious fabric – ₦3,000,000
- Luxury package: Exclusive design, premium fabric, accessories and embellishments, and styling services – ₦7,000,000
Common pricing mistakes
Underpricing to attract customers
It might be tempting to lower your prices to get more clients, but this can hurt your business in the long run.
When you underprice, customers may assume your work isn’t high quality. Plus, you’ll struggle to cover your costs and make a profit.
Instead, focus on showcasing the value of your designs. The right customers will pay for great work.
Ignoring competitors’ pricing trends
While you don’t have to copy what others charge, understanding your competitors’ prices helps you stay competitive.
If your rates are too high compared to similar designers, clients might hesitate. If they’re too low, you risk looking unprofessional.
Research the market and position your prices to reflect your unique value while staying realistic.
Failing to account for hidden costs
There’s more to pricing than just materials and labor. Hidden costs like fittings, extra consultations, shipping fees, and even last-minute changes can quickly add up.
Build a buffer into your pricing for these unexpected expenses. For example, add 10–20% to your total costs to cover any surprises.
Related: Nine challenges facing service-based businesses and how to overcome them
How to communicate your pricing confidently
Once you’ve set your prices, it’s important to communicate them in a way that feels professional and leaves no room for doubt. Here’s how to do it:
Present quotes professionally
A clear and detailed quote goes a long way in showing clients that you mean business. Break down the costs, including materials, labor, and any extras, so clients understand what they’re paying for.
For example:
- Materials: ₦500,000
- Labor: ₦1,500,000
- Overhead: ₦200,000
- Total: ₦2,200,000
This transparency builds trust and makes your pricing feel justified.
Download a free invoicing example.
Address customer objections with confidence
Some clients may push back on your prices, but that doesn’t mean you need to lower them. Instead, listen to their concerns and explain the value they’re getting.
For example, if a client says, “This is a bit high,” you can respond with:
“I understand it’s an investment, but this price includes premium materials, a custom fit, and the attention to detail that ensures you’ll look amazing.”
Related: How to negotiate like a pro
Use testimonials and portfolio highlights Nothing convinces a client like proof of your work. Show off glowing reviews from happy clients and showcase your best designs in your portfolio.
For instance, share a testimonial that says:
“I worked with (Your Name) for my wedding dress, and it was worth every naira. The attention to detail and fit were perfect.”
Seeing how satisfied others are can help potential clients understand why your prices are worth it.
Final thoughts
Your pricing should reflect the quality of your work, the time and expertise you invest, and the value you provide to your clients. By understanding your costs and choosing the right strategy, you’ll be set to maximize profits while maintaining customer satisfaction.
Start high, deliver exceptional value, and don’t be afraid to stand by your worth.
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