One thing interior designers like us tend to forget is that a good portion of our job is sales. That’s right – you’re a salesperson! Because what you’re selling is YOU, your creativity and your services. I can hear many of you saying “UGH, I hate to all that sales-speak!” Guess what? Sales speak sends shivers down my spine!
So I’m going to make it easy for you with my top tips for selling yourself to potential clients in the first 15 minutes that you meet with them!
1. Know Your Niche
What makes you different? What sets you apart from your competitors? You want to have a clear idea of what your top selling points are so you can clearly state them in a short intro.
Yep, that’s right, you need to listen. Once you’ve given them an idea of who you are and how you’re different, you want to find out what they need. Ask a question like “What are your goals for your home?” And then listen to the answers! If you need to, you can ask a few follow-ups, but you really want to HEAR what they say.
Here’s the key – once you’ve heard their pain points, you want to repeat some of their language back to them, followed by a solution. For example: “You said you want a lovely living room, but your dog won’t stay off the sofa, so you’re worried about investing in interior design. Well, check that worry off the list! I have access to an incredible range of gorgeous performance fabrics that will make you and your pup happy!” Most importantly, you want to tell them how you can save them time, keep the project on budget, and make everything run smoothly while giving them a beautiful home that functions for them.
4. Ask for The Business
No, you don’t literally say “can I have your business?” But you wrap things up with positive language like: “I’d love to work with you! I’m going to put together a proposal and will get it to you ASAP.” You want to be efficient and thorough, sending them that proposal as quickly as possible before they come down from their excitement.
And once you’ve sold them, then you have to follow through! It’s so much easier if you have the structure of a proposal already put together, and if you have systems and tools already in place that will keep you on time and on budget. If you don’t have that, then you are going to be overselling and under-delivering – which is a worst-case scenario!
You can avoid that scary situation with my Return on Interiors system that gives you everything you need to keep your business running smoothly and more profitably! Download my ROI Sampler for FREE today, and click here to learn more about how the ROI system can make you a superstar to your clients!
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