Halt Habits that Hinder You
There’s no better time than now to abandon habits that hinder more than help you.
Want to be more profitable? Then STOP…
+ selling only “stuff.” Clients can get nice cabinets elsewhere, but they can’t get you elsewhere.
Promote your service and yourself.
The most important sale you’ll ever make is the personal one.
+ qualifying. Why waste time – yours and your prospect’s – asking questions that you hope will determine if they can afford you?
Inform them, instead, that they should look elsewhere if they’re seeking the cheapest fabrics or furniture.
But they should hire you if they’d like to work with, say, a home automation specialist with 20 years experience serving a variety of clients with a variety of budgets.
+ asking about “budget.” Prospects don’t have one.
They don’t have a clue what design professionals do, or how they work, so how can you expect them to have a realistic idea about what they want to spend on your service?
Focus instead on their wants, needs and priorities, then let them know your cost for fulfilling them. That will help them determine how they’ll invest their money.
+ closing deals. Your goal, instead, should be to open long term relationships.
Your best customers are your current ones. It’s easier, and more lucrative to do repeat business with a few good clients, then to close single sales with lots of individual customers.
+ resisting price objections. View them as opportunities rather than obstacles. They enable you to differentiate yourself from competitors who charge less.
And, they’re buying signals. Studies show your chances of closing a sale are substantially higher when price objections are raised.
+ apologizing for your price. You’re a unique, one-of-a-kind design professional who saves clients money, time and headaches. You should be compensated accordingly.
Fred Berns offers personal coaching services for interior designers and design industry partners worldwide.