The Prospect Problem: Are They Stayers or Players?
Are they staying, or just playing?
That’s a judgement you have to make about prospects.
You’ll recall the Atlanta designer who contacted me recently about being “shopped.” Her problem: too many players, not enough “stayers.”
Ideas on how “A.D. in Atlanta” can stop being shopped have poured in from interior design professionals throughout the U.S., and around the world. I’ll publish some of those ideas in coming days.
In the meantime, Maria Bayer, the authentic sales coach at Design Success University, has an interesting perspective on how to identify a “tire kicker.”
Check out her comments below:
I hear it all the time. “What do I say when my client does this or says that?” The words you use can often make the difference between winning the business and losing the business.
Early in my career, I had no idea how to ask or answer tough client questions. I fumbled my way through it, sometimes doing it well, but more often not. The result was I lost a lot of business that I could have won.
If I only had the right words, I would have eased their concerns; set expectations properly; or noticed the red flags. And the list goes on.
Thankfully, I learned a way that works. Here’s a great question to uncover whether someone is serious or just kicking tires:
“Why are you looking to hire an interior designer now?”
The word ‘now’ helps uncover how motivated they are. Bottom line: if they’re not very motivated, they’re just kicking tires.
To learn more, register for a complimentary 3-part series, “Three Secrets to Closing Higher Paying Clients Who Love Working With You.”