There is one thing that can help provide a bridge between visitors to your website and those that become clients - a call-to-action (CTA). It’s important to lead people to the next step. Tell them what to do. It’s amazing to me how much this little instruction makes a psychological difference.
Read MoreI always liken getting new clients to dating. You do not need to say yes to everyone who asks you out on a date and you do not need to accept every inquiry or prospect that comes your way. In fact, there is power and success in saying no. This is why it’s important to know your criteria for accepting new interior design projects.
Read MoreThere are several dozen psychological triggers that can help increase your sales and one of my favorites is scarcity. For interior designers we have a limited amount of time and creativity to service clients, without wearing ourselves out or bringing in help. We naturally have a limited bandwidth. This is where you can use scarcity and a wait list to your benefit.
I have to mention, because I know that many people are going to feel a little resistance on this topic, that many designers I know have a scarcity mindset. It’s a bit of a natural state when you own your own business.
Read MoreI’m a huge fan of creating an on-boarding process for new clients. It makes attracting and signing new clients so much easier, efficient, and professional. A large part of my system involves a detailed client questionnaire. This helps me get to know the client before work begins. But, what happens after the work is complete? Do you have a process with an end-of-project survey?
Read MoreHere's a question I've been thinking about as I just signed a client and encountered this situation. How do you navigate the beginning of the concept & design process with a client who has almost zero reference points? Who can't identify a style they like, doesn't have inspiration images, doesn't provide many answers on questionnaire, and house is essentially a blank slate? Especially if this is an e-design client and you can't go through a laborious process of discovery? I'd be curious to hear your thoughts.
Thanks,
Sam
Read MoreI realized something yesterday, interior designers have a hard job made harder by having to do something that is not our strength to get to the work that we do excel at. Interior designers have to “sell” our creativity. We literally have to do something that, let’s face it, most of us hate doing before we can do what we love. Getting a client to sign your contract and all the stuff to get to that point can be a struggle.
Read MoreHow to handle that first meeting with a client is a source of contention with many designers. How long? When? Where? What information should you get? How much information should you give?
Like running any business, there is not a single best answer. Everyone does it a little different and you can too. In my experience, it is best to get to know the client's needs before meeting with them in person. I have a lengthy client questionnaire that potential clients are required to fill out before I have an in-person meeting with them. Reading their answers gives me a better idea of what they are looking for and what they need. At this point I can also let them know if I don't think I am the right designer for them - all without ever meeting them in person. If we decide to proceed with an in-person meeting/ consultation…
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