What Is Your Value to Your Clients?
When you go into a meeting with a prospect, how do you approach the conversation? Do you start with questions about the scope of work and the budget? If so, you’re starting in the wrong place.
First, let me ask you a question. Do you know why your clients really hire you? It’s not for the reasons you think.
It’s not the beautiful cabinets in your showroom or the years of experience you have as a kitchen and bath designer that ultimately matter. What your prospects and clients really want is “the dream they have of what life will be like after their kitchen or bath remodel.”
So instead of starting out with questions about their scope of work, find out what your client really wants. What do they value? What matters to them? What will be different once they “own” a gourmet kitchen? Will your client be proud of their investment and want to share it with friends and family? Will the new functionality of a well-designed bath solve a problem for them?
If your client has a family member with a disability, making a bathroom accessible is more than a “nice to have” – it’s a “have to have.” So what you’re really providing is a way for your client to give their family member a better quality of life and the dignity they deserve.
Understanding your clients’ priorities and values will help you zero in on what matters to them. And when you understand what matters to them – what they value – and give them that through your design, they’ll pay you handsomely for your services.
Many designers find it hard to describe the value they bring to their clients. It doesn’t matter what you think your value is. It is what your clients perceive your value to be. Give them what they truly value and they’ll value you!
Would you like to know what questions to ask so you can discover exactly what your client values? Be sure to join Maria Bayer, Design Success University’s Authentic Sales Coach, for a complimentary in-depth webinar, Discover the Secret Formula to STAND OUT from Other Designers and Communicate Your Value So Your Prospects Are Willing To Pay TOP DOLLAR For Your Services.
– Gail Doby is an award winning interior designer, Co-Founder and Chief Vision Officer of Design Success University – your shortcut to a more profitable and passion-filled business.
This entry was posted on Monday, July 8th, 2013 at 9:48 AM and is filed under Bath Design, Business, Inspiration, Kitchen Design, Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.