One of the key things that successful business owners have in common is that they know how to qualify prospective clients. It starts with having confidence in your abilities, including the ability to say “no” to non-ideal clients.
So many interior designers have told me they get nervous when they meet a prospective client for the first time. That’s completely understandable. After all, you want them to like you enough to hire you, right? How would you like to learn an easy way to change the dynamic so they’re trying to convince you why they’d be a great client for you?
It all comes down to perspective. If first meetings make you nervous, then it’s because you’re looking at it the wrong way. Instead of trying to impress them, you should approach first meetings as your opportunity to assess the potential opportunity.
It is your right and your responsibility to accept clients:
1) With whom you enjoy working
2) Whose projects are within the scope of your preferred services
3) Who are most likely to hire an interior designer
So the purpose of your initial meeting with a prospective client is to qualify them. You should be asking questions to determine whether they are a good fit for you from a client, design and monetary perspective.
What one simple statement can you use to shift the dynamic? Just before you ask them about their project, say this: “I’d like to use this meeting/call to understand your needs and project goals so I can determine whether or not I’m the best designer to help you. Would it be OK if I asked you some questions?”
This immediately shifts the dynamic and tells the prospective client that your number one priority is not “selling” them but determining whether you are a mutual fit. And here’s the best part: When you do this, your prospective client will sense your confidence and will work harder to sell YOU!
I promise you, every designer who has shifted to this approach has breathed a sigh of relief and has never looked back.
Our Value Based Fees System is a powerful program that teaches you exactly how to increase your income, attract better clients and finally stop fighting for what you’re worth. One of the many valuable bonuses of this course is a Client Interview Questionnaire.
Stop wasting your time talking with unqualified prospects, and make time for the clients who value your services and who willingly pay you what you’re worth. Don’t make the mistakes when charging fees that keep other interior designers from making more profits and having more passion.