Why your interior design client says, “I want to think about it.”
We’ve all been there before. You spend a lot of time with a prospective client and just know you’re the right interior designer for them, but then they say, “I want to think about it.” Your heart sinks and you wonder what went wrong. You were so sure you were a good fit.
Why did they say that? Listen up, because this is really important. They want to think about it because you didn’t give them a good way to place a value on the benefits of your services. In other words, they don’t know why they should hire you. They’re confused. Always remember this: “The confused buyer says no.”
Think about the times you were in the market to buy something and you didn’t. If you were not clear about why you should buy something—what will it do for you? How will it solve your problem?—Then you won’t buy. You’ll do nothing.
It’s no different with your prospective clients. You need to maximize the value they see in your services so not only do they select you over other designers, but they pay more for your services, too. You’ll hear me say this a lot because it’s so important: “The more value your client sees in your solution, the more they’ll pay for it—period.”
So strive to build as much value as possible in your client’s eyes. One way to do this is to show how you can solve their problem better than anyone else. What do you do that will help your client achieve their goal better/faster/more easily than anyone else? The more you articulate this, the more value you’re building in your client’s eyes. And when you build value, instead of hearing, “I want to think about it,” you’ll hear, “When can we start?”
Want to learn more? If you missed last week’s groundbreaking complimentary training, you still have a chance to listen to the recording full of immediately applicable tools to transform your ability to close design clients now! Click here to sign up now.
I show interior designers how to take charge of their clients and make more money without being sales-y.
Read what fellow designers around the world are saying…
“…I have completely revamped our Sales/Proposal process and incorporated many of Maria’s techniques. Right out of the gate I am 5 for 5 in terms of closing my last five proposals, which is amazing! These processes work!” – Jamie H-B
“Because of a few simple strategies Maria taught me about being authentic and building rapport, I’ve since built my business on referrals vs. paying for advertising.” – Heather D.
“I was able to win back a client I had lost because of one simple step from your program.” – Jenn G.
“I got exactly what I needed and everything that was missing from my school experience.” – Sarah B.
“Your design solution was the most amazing formula I have ever heard!” – Mary
—Maria Bayer is Design Success University‘s Authentic Sales Coach.
This entry was posted on Tuesday, October 2nd, 2012 at 12:00 PM and is filed under Business, Inspiration, 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.