In a previous post, we discussed three reasons for client fear of an interior design project: fear of cost; fear of disruption; fear of not loving the result. Today we offer a few more interior design tips to help you overcome other client fears, which may prevent them from accepting your remodeling bid and hiring you.Of course, people being people, your potential clients may not even be consciously aware of these fears; especially if they are considering an interior designer for the first time. Keeping these fears in mind as you begin the qualifying and closing process will greatly improve your odds of closing the deal – and of getting the project right!Design Fear #4: Will the quality of the remodel be healthy and long lasting?Many clients will fear to make an error in quality – of the work and furnishings. As we all know, there are many different levels of quality for every type of product in a decor plan but the client’s taste, wants, and needs must be your guide.While they may not want heirloom quality for their new furnishings, something they could to pass down from generation to generation, they will also not want “curbside” quality furnishings. These are furnishings that are made of inferior materials which may have harmful chemicals used in production and will normally have a shorter lifespan than hoped for.Solution: Discuss quality as fully as possible in advance and select the level of quality that’s appropriate for the client’s budget, offers the longevity/durability they seek and provides the healthful aspect of its production.Design Fear #5: Will all the new stuff be safe for my family?Safety is often taken for granted by both the client and designer yet is of concern to many people; especially those with young children. It’s not at all uncommon for some of the materials in furnishings to be toxic, unfortunately, for instance: they may contain formaldehyde or other chemicals to which some people can be quite sensitive or allergic.Alternately, some products have a dangerous design. For example, the cords on some window blinds are hazardous, even lethal, to pets and children. Some reputable manufacturers have designed alternative lift systems for these shades or have crafted the cording so that it breaks away when weight is applied to it so that nothing, child or pet, gets caught in it.Solution: Ask questions about any product you choose for your clients: what it’s made of, how it traveled to where it’s sold, and what its safety features are. Then, explain these things to the homeowner.Design Fear #6: Will there be many, or any, maintenance costs?Worrying about maintenance may not always surface at the beginning of a project but, it certainly becomes a factor once your client begins to live with it – and pay for it. After all, they won’t actually be living in the “look at” types of rooms featured in design magazines.Solution: Think about how easy or difficult your suggestions will be to maintain early in the design process and make it a part of your plan. Then, explain that the furnishings available today, as well as the materials used in them, have many features that will enable them to keep them looking good despite people living on and with them.Stay tuned for a few more client fears that our series of interior design tips will prepare you for, and help you overcome with your own clients.Looking for more interior design marketing tips? Get in touch with TD Fall today.
Interior Design Tips: Dealing with Client Fear
Did you know… Fear is the number one reason for avoiding interior design changes: fear of cost; fear of disruption; fear of not loving the result?The recent glut of TV decorating shows is good news and bad news for interior designers, boosting the interest and confidence in home decor improvement for many homeowners. First, the good news: they are inspiring. “Wow!” the homeowner thinks, “just look what can be done!”The bad news – and we all know this: the results the design show displays are not nearly as simple, easy, and inexpensive as the producers would like their viewers to think.What people are really afraid of is taking a risk or making a blunder, so that, sometimes, they never get going at all.So, how can you overcome the overly-optimistic impression these types of shows can leave on potential clients?
- Design Fear #1: Cost of interior design
Being realistic and honest with your clients is the key to overcoming the fear of cost. Whether the project stays within budget will depend on how thoroughly you’ve thought it through for them. If you have done your research on what things cost, requested quotes from contractors, and truly nailed the scope of the project, you can expect to be within a realistic range that your client can accept.For the client, when it comes to implementing projects and keeping the dollars in alignment with their intentions, it all comes back to focus: understanding what is involved so that they can select what they want, within their budget, without getting carried away with add-ons. As their designer, it’s your responsibility to rein them in when they begin to expect more than you’ve promised.Solution: Plan the project thoroughly, know your parameters and limitations and do your research so that you have a realistic budget to work within.
- Design Fear #2: Disrupting their lives
Many clients will worry about how much time the project is going to take, how their lives will be affected. It’s important to allow time for planning, for thinking through the project, and to help your clients answer questions like, “What is it that I really want this room to do for me? How will we use the room? How will it function? How will it feel? How will it look?”It’s also important to help them understand the time it takes to complete the different aspects of the project, such as: which contractors will be employed and how their schedules may affect the time frame for completion. A good tactic to use is to schedule the project with some buffer time. Look at the sequencing of things that need to happen to complete the project, and schedule that work accordingly.Solution: Think ahead, make a solid plan, and offer full disclosure to your clients – always keeping their expectations, and your own, realistic.
- Design Fear #3: Will they love the result?
Though third on our list, this fear is pretty high on your client’s list, simply because they want the results to reflect the time, energy, stress, and resources that they’ve invested in creating the space of their dreams.After all, it’s their home – they want it to look, feel, and function according to their own vision and preferences, not yours, however, beautiful and beneficial your intentions.Solution: Again, asking the right questions and offering the right answers, while outlining realistic choices and expectations, are the keys to ensuring your clients will love the work you plan and implement for them.Looking for more interior design marketing tips? Get in touch with TD Fall today.