The question I keep hearing is "How do I get people to buy my services and products in this economic climate?"
The GOOD NEWS is that the problem is solvable and people are buying. The BETTER NEWS is that if you work on this problem now, when the economy turns you will be in a great position to take advantage of the flow.
So, what do you do when your potential clients are holding on tight to their checkbooks? First of all, don't panic, take a deep breath, get clear and focused.
Clients have not stopped wanting to decorate their homes. In fact, people are nesting and there is a pent-up demand to do something to make their homes more comfortable. They are not going to sell in this market; the desire for better living and more luxury is still there. They are, however, being choosy about who they hire. They are looking for “added value.”
Now added value is not about lowering your rates. It is about pampering your client, giving extra attention and service without breaking your bank account or working extra hours.
So, here are my 3 Designer Secrets to get clients to choose you as the solution to their problem and get cash flowing steadily into your business.
Designer Secret #1 - Center Your New Client Conversations on the WHAT and the WHY not the HOW.
I want to be very clear here, if you are talking to new clients about the HOW, as in how your process works, you are not going to get the job! This is the time to be talking about VALUE.
How do you talk about VALUE? You must create conversations are 95% about WHAT is the problem that needs to be solved? WHAT is the solution that they want to see? WHY is it so important to solve the problem?
For instance, upon being presented with a bathroom that has not been touched since 1989, you could say:
"Have you lived with the bathroom this way for a long time?"
"What are some of the problems that you have with it?"
"What are you doing to accommodate the lack of storage?"
"What do you want to accomplish with this remodel?"
These seem like basic questions, but they let you dig deep and discover the emotional information (as well as the programming information) that you need to get the client focused on you as the solution. This focus will also keep you from talking about features, as in how you are going to solve the problem.
Designer Secret #2 - Add Additional Services and Help
Clients are expecting additional discounts right now, so give it to them. True, you won't make quite as much by pampering your clients, but you will make more sales.
Do not lower your rates, just give a little discount for doing the project right now, or add a little free service that you can take care of easily. Go the extra mile; look for ways to give added benefits that your clients will value. For instance you could share a resource.
"I have a great cabinet maker that could rebuild the center of your entertainment center so that your flat TV fits. I'll be glad to share his name and number with you. I don't need to be in the middle of this. I'm sure you and Joe can work it out, and that will save you some money."
You are a HERO and it cost you very little time and money.
NOTE: Of course, you are using a vendor that you can trust and he has agreed that this is a one-time situation. Any other business with this client must come through you.
Designer Secret #3 - Keep Your Money Flowing Too!
Money is like water. It needs to flow to be healthy.
If you want your clients to be spending with you, you need to be a model for spending with others. Now I am not saying you should go into debt. I am saying you should continue to invest wisely in growing your business and making your life better.
I know that now is a scary time to let go of some of your funds, but the people who invest in improving their business are the ones who will still be in business when the economy turns around.
Remember, on an energetic level there is no way you will get prospective clients to spend with you if you are not "walking your talk." The trick here is to invest in things and services that add value to your life or business. Once you practice this you will understand what it feels like and you authentically guide your clients to do the same.
So remember, focus every prospective client conversation on "WHAT" the problem really is and "WHY" it is so important to solve it. By doing so you will create value based conversations that are far more likely to turn into new clients for you.
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225
Date Published :
Oct 20 2009