When you became an interior designer, you probably didn’t imagine that you were going into sales. But if you own your own business, selling is a HUGE part of your job. You have to sell your services – and yourself – to prospective clients. You have to convince them to buy into your ideas and your expertise. That’s literally using a different part of your brain and a whole other set of skills from the creative side of design, right?! So here are some of my best ideas to help you boost your sales abilities!
Oh, and if you need a refresher on how to boost your confidence, check out the blog post here: 5 Ways to Improve Your Confidence.
Remember the Emotion
Emotion fuels almost ALL decision making, even for men! So you have to remember to appeal to the heart as well as the head. Your clients want to be romanced – they want to believe that the dream for their home can come true. There are memories, love, hope, and all sorts of feelings wrapped up in what they want their home to be! And then there are emotions around money, fear that they’re making the right decision, and more. Tapping into those emotions, and making them feel good about you and what you can do, is how you’re going to make the sale every time.
Use the Problem/Solution Equation
The best sales technique is to know what problems your client has and to define how you can be the solution. Amen! Studies have shown that people who purchase luxury services want 3 things:
- To save time
- To make things more convenient for themselves
- To have an amazing experience.
You want to be sure you talk about how you bring ALL 3 of those things, AND give them a gorgeous home. Talk about their lifestyle and how you have solutions for their home’s design that will make the house work for them. You should be the answer to every problem they may have with their home.
What’s the Difference?
One thing that’s as sure as the sun coming up is that your client will compare you with other designers. So what will they find out? You definitely don’t want it to come down to just price, because it’s futile to play that game. You want to be able to show how you’re different from your competition. Always have a little “elevator speech” ready to convince them of your niche and your expertise. And be sure that difference is also spelled out on your website!
Don’t Forget to Sell Yourself
When someone is going to hand over a large amount of money, they need to be able to trust that the job will be done. And done right. Your client needs to trust you and trust that you’ll get the job done on time and on budget. Recently I wrote on this blog about how you can make a great impression in the first 15 minutes of meeting a potential client. That’s really key. But you also want to show your past successful projects, how happy your clients have been, and how you met every deadline and budget goal. Gather testimonials from past clients and be sure they cover your best skills and successes. Running an efficient and successful business is the best sales tool you have!
To keep your business running smoothly so you can focus on selling is KEY! My Return on Interiors system gives you everything you need to keep your company clicking along so you don’t even have to think about it. AND it will help you be more profitable, too!
Download my ROI Sampler for FREE today, and click here to learn more! Having great systems and tools in place are also fabulous things you can showcase to your clients as a reason to work with you!