Yes, you should charge for balloon mockups, or include them only after the client pays a retainer. A custom mockup is design work, and giving it away before anyone commits trains clients to collect free designs, compare prices, and sometimes book someone cheaper with your drawing in hand.
This post covers what free mockups really cost you, three mockup policies you can pick from, where the mockup belongs in your booking process, and the exact words to use when someone asks for one up front.
Why Free Mockups Are Costing You Bookings
The pattern goes like this: an inquiry comes in, you get excited, you spend an hour on a beautiful mockup, you send it with the quote, and then nothing. Mockups and sending quotes then nothing is one of the most frustrating loops in this business, and free balloon mockups make it worse in three ways.
1. They eat hours you can't get back. Here's the math. Say you make 8 mockups a month, each takes about 1.25 hours, and 3 of those clients book.
- 8 × 1.25 hours = 10 hours of design work a month
- 5 mockups went to people who never booked: 5 × 1.25 = 6.25 unpaid hours
- At $35 an hour, that's $218.75 a month of free work, or about $2,625 a year
That's a lot of balloons. Design time is labor, and labor belongs in your price like any other hour (the full formula is in how to price balloon decor).
2. They give away the hard part. The design is the expertise. Once a client has your layout, your color placement and your sizing, she can take it to anyone. You've done the thinking and someone else gets paid to inflate it.
3. They delay the decision. A mockup before a retainer gives the client something to "think about" and share in the group chat. A retainer first, mockup after, puts the decision where it belongs: do I want this date with this decorator?
Ghosted quotes are their own problem with their own fixes. If mockups are part of why your quotes go quiet, read why clients ghost your balloon quotes.
Do top decorators charge for mockups?
There's no single rule, and we don't have survey data on how many charge. What we can say is which policies hold up and why. Here are three that work, from most to least protective. All of them keep the client moving toward a booking.
Policy 1: Mockup included after the retainer
The client gets a quote based on their inspo pic and your reference photos of past work. Once the retainer is paid, you create a custom mockup with up to two rounds of changes.
- Best for: most decorators, most events
- Why it works: zero unpaid design time, and the client still gets the mockup
- Pairs with: a clear retainer policy. See deposit vs retainer.
Policy 2: Design fee, credited if they book
You charge a small design fee up front (example: $25 to $75, depending on the complexity) and credit it toward the total if they book within a set window.
Here's how it pencils out. Say your design fee is $40, credited on booking:
Client books: the $40 comes off her $450 total. You did the mockup and lost nothing, since it's part of the price.
Client doesn't book: you earned $40 for 1.25 hours of work, $32 an hour. Not your full rate, but not zero.
Best for: clients who say "I need to see it before I commit"
Why it works: filters out people collecting free designs, and still feels generous
Policy 3: Free mockups only above a threshold
For big jobs (example: quotes over $1,000, weddings, corporate), a mockup before the retainer can be part of winning the job. Set the threshold and stick to it.
- Best for: high-value events where the client is comparing a few vendors
- Why it works: the time is small compared to the job, and a client at that budget has often already narrowed her list
Whatever you pick, put it in writing on your price sheet or booking page so it's a policy, not a mood.
Where does the mockup go in the booking process?
Here's a booking flow that keeps design time paid:
- Inquiry: date, venue, guest count, colors, inspo pic, budget
- Quote: line items, price, and 2 or 3 photos of your past work that are close to what they want
- Retainer: date is held once it's paid
- Mockup: custom design based on their colors and space
- Revisions: up to 2 rounds included
- Final details: confirm setup time, access, balance due date
The photos in step 2 do most of what a mockup does: they show the client what's possible. If you've never done anything close to what they want, a quick sketch or reference image is enough at the quote stage.
Qualifying the client before you quote matters too. If she can't tell you a date or a budget, she's not ready for a quote, and definitely not for a mockup. See how to qualify a balloon client.
What to say when someone asks for a free mockup
Copy and adjust these.
When a client asks for a mockup before booking (Policy 1):
I'd love to design this for you! Custom mockups are included with every booking. Once your retainer is in, I'll send your mockup within [3] days, with up to two rounds of changes. In the meantime, here are a few of our past setups that are close to what you're picturing. [photos]
When you charge a design fee (Policy 2):
Happy to create a custom mockup! There's a $40 design fee, and it's fully credited toward your booking if you reserve within 14 days. Want me to send the link?
When a client wants to "see it first" and you're on Policy 1:
Totally get wanting to see it! That's why I include past work in every quote, so you know what you're getting. The custom design comes right after booking, and if you'd like changes, you'll have two rounds to get it exactly right.
When someone asks you to edit a mockup another decorator made:
Thanks for sending this! I design every setup from scratch for your space and colors. I'd be glad to quote my version: what's your date and venue?
How many mockup revisions should you include?
Two rounds is a good default. Without a limit, a mockup can turn into an evening-long text thread about the exact shade of blush.
Put it in your agreement: "Includes up to 2 rounds of design changes. Additional changes are $[20] each." A clear limit keeps changes focused, and anyone who goes past it is now paying for that time. Setting expectations about the mockup itself (it's a guide, not a photo of the final install) belongs in writing too. See setting client expectations in writing.
What about quick sketches and color previews?
Not everything needs to be a policy. A 5-minute color swatch or a rough sketch in your notes app is fine to send with a quote. The line is time: if it takes more than 10 or 15 minutes, it's design work, and design work belongs after the retainer or behind a fee.
Frequently asked questions
Should I charge for balloon mockups?
Yes, either as a design fee credited toward the booking or by including the mockup only after the retainer is paid. Free custom mockups before commitment cost hours and can end up helping a competitor book the job.
How much should a balloon mockup design fee be?
One approach is a small fee, for example $25 to $75 depending on complexity, credited toward the total if they book within a set window. Base it on how long your mockups take and your hourly rate.
What do I send instead of a mockup with my quote?
Send 2 or 3 photos of your past setups that are close to what the client wants, plus a clear line-item quote. That shows what's possible without giving away a custom design.
How many mockup revisions should I include?
Two rounds of changes is a sensible default. Write it into your agreement and set a small per-change fee for anything beyond that.