Success Shortcut: Be a Design “Doctor”
Asking more questions ges your more business. Just ask a physician.
The most financially successful doctors do the best job of finding their clients’ pain, and prescribing remedies.
Make this the year that you play doctor.
Make this the year that you spend more time identifying your clients’ needs, problems and pains when in it comes to design, and then offering solutions.
Some examples of “pain questions:”
+ What’s your biggest challenge when it comes to updating your corporate offices?
+ What’s your biggest concern when it comes to remodeling your vacation home?
+ What’s your major fear about tearing out all of that carpeting in the lobby?
+ What would it cost you if you don’t install more energy-efficient window treatments?
+ What do you see as the biggest problem in the design of the employee break room?
Questions like those will convince prospects that you care, and will get their focus off your fee.
Fact is, most prospects are more interested in coming up with solutions to their design challenges than they are in paying the very lowest price for a designer.
Fred Berns is a business coach and trainer for interior design professionals worldwide.