Episode 24: Communicating Your Value with Confidence
As designers, we save our clients time, money, and mistakes. But how do we effectively communicate that in a way that hits home and helps the client truly understand – and invest in – our value?
Episode 24 Show Notes
- There are two types of people: ones who will hire and value designers and those who would rather do it on their own
- It’s all about focusing on those people who understand the value that designers bring to the table
- You might not realize it but you might be ending your sentences with a pitch that makes it sound like a question and not a statement. Learn to end your sentences with assurance and confidence!
- This episode will focus on how communicating your value with confidence can save your clients time, money, and mistakes
- Remind clients of all the time that you’ll save them. The alternative to not hiring you is doing the entire design process on their own
- Most ideal clients are the kind of people who are earning enough to hire a designer. They understand the value of their time and that they will earn more money if they don’t have to deal with the design process themselves
- Even though saving is your one of your top selling points, clients won’t get it immediately
- That’s why it’s important to get this point across through your website, your proposal, and welcome kits
- When homeowners try to do it on their own without a plan, they will not only end up wasting a lot of time but will also make costly mistakes
- Ultimately, when clients hire you, they are paying for a plan to avoid buying the wrong items or making poor choices
- Mistakes happen when you don’t have a plan or a designer that is professionally trained
- Good professional designers are spatially aware and inherently understand scale. This ensures that they will make proactive decisions that benefit you
- If you don’t have a designer, you’ll be reactively dealing (and living) with all the mistakes and constantly being reminded of it every time you see the wrong piece or furniture
- Seeing a piece in a showroom or the store is completely different from buying it and placing in your home. It might be the wrong size or not match with your current space
- Understanding scale, fit, and function and how those all work together is a skill that not everyone possesses
- Remind clients of your motivation — you will be their advocate, you will spend time learning about them as individuals and as a family, and understanding what makes them tick and what makes them happy
- As their designer, you will curate a space for them with all of those things in mind. You will understand the big picture not only of them as individuals but the whole home as well
- If you communicate your motivation of delivering a holistic, detailed package clearly, then clients will understand that you are not just “selling” but that you know what is best for them
- Remind your clients that your designs are one of a kind, custom-made with them in mind, and that they tell their story
- The best resource for getting language that is going to speak to your potential clients is talking to your past clients and getting feedback through surveys/questionnaires
- Use those words and reflect that back when talking to potential clients
- Another way of effectively communicating your value is letting clients know that you share part of your trade discounts on purchases. These savings can offset design fees for larger projects
- There are so many ways to get your value across. There is no right way to do it as long as you do it!
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