Designing Your Design Business – New Year’s Business Detox

A new year is traditionally a time for making personal changes, often including a detox to make the body feel better and improve energy levels. Others remove clutter from their houses and/or garages as a way to free up space and clear their minds. Then again, though rarely thought of, a business detox presents opportunities for reducing stress, increasing energy levels, and improving overall health.

What do we mean by a “business detox”?

It’s not about “defining your mission”, “articulating your vision”, or even “setting realistic business goals”. While there is nothing wrong with those (and, in fact, they have great value), a business detox is more like a body detox; an effort to cleanse your business by removing impurities and toxins that may reduce profitability, and could be getting in the way of enjoying your work.

Perform a Business Cleanse

These include the things that make running your design business stressful (and less than enjoyable), such as:

• Collections – Outstanding invoices are a real drag. Knowing you’ve completed a project but have yet to be paid is stressful and emotionally exhausting. It’s time to get busy on collections by creating a list of anyone who owes you money, contact them and demand payment, then follow through on any payment schedule you agree to. Diligence is the key to getting paid all you're owed.

• Clean up old debt – Owing money is no more pleasant than being owed so, make a plan and do all you can to pay down your business debt and try to work on a cash basis as much as possible. You’ll be very pleasantly surprised by the sense of freedom you experience from dumping business debt.

• Flush stale emails – Hate to say it but, that email link to an article you had to read – from five years ago – needs to be deleted. If you haven’t had the time, or the inclination, to take action on emails that are 4-6 months old, you probably never will. So, DELETE. If, on the other hand, you have important communications that need to be saved, schedule some time to set up folders for them, then schedule a time for following up – so you can finally get rid of them! 

• Fire problematic clients – This may include some of those “slow pay” clients you've put on your old debt list. The old adage “The customer is always right” is not (and never has been) true so, when they are more trouble than they're worth, get rid of them. You would do well to remember though, that some clients are profitable despite the problems they cause and, in the long run, may still be worth the hassle. Schedule some time to detox your client list by cherry-picking the ones who spend enough that you want to keep them; then, go ahead and fire the rest.

• Dump non-supportive suppliers – Not all suppliers are created equal, and neither are all sub-contractors. Life is too short, and business too demanding, to have to work with companies and people you dislike and who refuse to support you. Make 2020 the year you finally choose to detoxify your supplier list, and while you're at it, get rid of those subs who think they’re doing you a favor by working with you, too.

One last tip to help you detox your business is – delegate tasks that you should not be doing every day. You can easily outsource things like billing, tracking, and even project management. This will give you the time you need to better serve existing clients, acquire new clients, build relationships with suppliers and sub-contractors, and run your design business the way you imagined when you began.

Looking for more tips on designing your design business, how to perform a business detox, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Client Communication Tools – Should Designers Use a Client Questionnaire?

When you have a problem working with a client, do you immediately know the cause? Is it more often than not “their fault” rather than yours? Are they unreasonable and deliberately difficult? Could it be a lack of adequate client communication tools?

A recent article at BusinessOfHome.com sparked a debate among the staff here at TD Fall, where we struggled to determine the most common cause of disputes between client and provider.

The article is titled, “How useful are client questionnaires?”. Author Haley Chouinard polled half-a-dozen designers about their use (or not) of a client questionnaire “and how it shapes their relationship.”

We found the answers somewhat surprising and conflicting. Half of them said they do use some form of questionnaire while the other half seemed to think doing so was either too impersonal or would be somehow restrictive. Of course, such answers beg the question of how best to begin building a relationship with a client in ways that it can grow and benefit both parties.

Ultimately, using a client questionnaire is a “get to know you” tool for the designer and, to a lesser extent, for the client. We’ve explored this subject before in a variety of ways, though perhaps less directly; with posts on topics like:

·         Designer Marketing Tips – Who is Your Ideal Client (and what do they want from you)?

·         Know Your Greatest Tool for Building Relationships with Interior Design Clients

·         Designer Marketing Tips – Defining Your Ideal Client

·         Grow Your Interior Design Business – Survey Your Audience

·         Designing Your Design Business – Value of Client Testimonials and Reviews

You see, what each of these previous blog posts have in common is – they are all about getting to know and communicating with your design clients.

Building Relationships is the Key to Business Success

It should be clear that whether you use a client questionnaire or prefer an in-person interview initially (which is something of a verbal questionnaire anyway), the goal of either is to get a sense of your potential client and their needs. From their personality to the scope of the project, you need a solid understanding of who, what, when before you can bid on, and begin the designing process for them.

While it is not our place to tell you how to run your business (nor would we try), we do believe the experience we’ve gained from decades in the industry has value to our clients. That is, after all, why we offer this blog and our consulting services, in addition to the product lines we carry.

So, what are we trying to say here?

If building relationships truly is the key to business success, and we believe it is, then you must get to know your clients in a personal way. Only by getting to know something of their character and personality, as well as their vision for the space they are asking you to design, the more likely you will be able to work with them and make them happy.

So, use all the client communication tools you can find or develop. From questionnaires to market research, from personal interviews to client surveys and requests for testimonials, the more you know about your target market, potential clients, and individuals you’ve worked within the past, the more successful you will be.

Are you looking for more tips on interior design success, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Designing Your Design Business – Successful Designers Business Model

designers business model

While it would be unethical to copy the work of a more successful interior designer, learning from a successful designers business model makes perfect sense – and does not present the question of ethics.In his latest article for BusinessOfHome.com, columnist Maury Riad presents a glimpse of just such a business model and offers it as a guide for both fledgling and established designers to follow on the path to lasting success.While it should go without saying that clarity of focus and organization are two of the most crucial business principles every design business should follow, many designers struggle to achieve them. If profitability depends on performance at every level, and it does, then building a cost-effective process for implementing the work you do is crucial.3 (+1) Characteristics of a Successful Design BusinessSo, where does Mr. Riad focus his attention?

1. Operational Procedures – “The big difference that I’ve noticed between a designer who is just starting out and a more established studio lies in their operational procedures. It may sound obvious, but a major key to any design firm’s success is business practices that are organized, efficient, and thorough. Where working with a new designer may require a lot of back and forth about a handful of purchase orders or invoices, an established, profitable firm can juggle thousands of these processes at any given time.”

2. Vendor Relationships – “Profitable designers know how to leverage their vendors as extensions of their teams to get their work done. Any given design firm works with a wide range of vendors – whether they provide fabric, furniture, or flooring – and knowing what their vendors can do for them is crucial to their success.”

3. Elevated Design Opportunities – “The whole impetus behind hiring an interior designer – besides having someone else do the legwork for you – is the idea that they can find the decor that clients can’t achieve themselves. This ties back into maintaining good relationships with your vendors… [and] involves knowing who to go to and what to ask for. The right pieces or components elevate your design above the ubiquitous DIY aesthetic that is so popular today – and are the reason your clients will seek you out.”

What’s the +1 Design Business Characteristic?While each of these business characteristics of successful designers is vitally important to your success, we would add:

1. Contractor Relationships – The contractors and subs you work within any design project can make or break your business. These folks will often have more direct contact with your client than you do, which makes the relationship you have with them critically important. Building positive relationships with talented and committed contractors foster loyalty toward you – investing them in the success of your design business because they know that their success is dependent on yours.

While most of these characteristics of aa successful design business may seem obvious, the truth is that many designers struggle to craft and implement something that matches the most successful designers business model. By focusing on these four areas of your business, you are far more likely to enjoy long-term success.Are you looking for more tips on designing your design business, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Know Your Greatest Tool for Building Relationships with Interior Design Clients

What is your greatest tool for building relationships with interior design clients? Is it your talent and creativity? Is it your commitment to excellence? Is it your network of contacts, your great sub-contractors, your wonderful home furnishing suppliers?While all of these characteristics are important for establishing and maintaining client relationships, it can be argued that your most important tool is understanding… Fulfilling the need for your clients to understand and address the many ways in which their lives change during a remodel.There are many costs a homeowner will bear during even the most modest remodel of their living space, not least of which are the stress, chaos, and confusion that will affect their daily lives until the renovation project is complete.As an interior designer, you are the expert on the things that happen during a remodel and the best thing you can do for your clients is to prepare them as well as you can for the potential upheaval they will likely experience.Prepare Your Clients for Potential CommotionBuilding relationships with interior design clients rests, primarily, on your ability to assure them that you have their best interests in mind. If you hope to build relationships that last, let them know that they should be ready for:

• Changes to their daily schedule – Many homeowners have a routine they follow without fail: first morning coffee in the breakfast nook while planning their day or yoga/meditation in the den, perhaps. That quiet cup of coffee in the AM will need to be sipped elsewhere during a major kitchen renovation. And, their “me time” will have to be taken in a new location while the den is being remodeled.

To keep them “in the know” and happy despite the disruption, let them know, in advance, how the project may change their daily schedule.

• Dusty days are ahead – The transition from a spotless living space to a dusty environment created by a major remodel is tough to accept for many homeowners. If you warn them in advance that, despite the efforts of your contractors to limit dust with barriers and such, there will be days when those irritating specks will float and travel.

Here again, communication is the key to keeping expectations in line with reality, while helping your client understand that the end-goal should be their focus – a beautiful result – rather than temporary discomfort.

• Coping with homeowner stress – It almost goes without saying that some homeowners respond emotionally to the sight of their home being torn apart. The stress this can cause may sometimes get the best of them. Your understanding and calming influence will go a long way toward helping them cope with the stress of a major renovation.

Have a conversation early on and let them know that you are in control of the changes they are seeing take place and that, in the end, it will all be well worth it.Again, communication and managing expectations are the key to keeping your clients happy through the potential chaos of a remodeling project. Assure them that your goal is to make the renovation go as smoothly as possible, but there will be things that they will need to adapt to.Keep in mind that building relationships with interior design clients means long-term growth and success for your business.Are you looking for more tips on interior design success, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Designing Your Design Business – Your Design Studio is a Good Investment

Does it still make sense to invest your hard-earned revenue in a design studio when online shopping has become so popular? In a word, yes.In a previous post, we shared the importance of designing a strategic business plan for your business. Here, we argue that investing in a design studio should be an integral part of that plan; a comfortable and stylish place to schedule face-to-face meetings with potential clients, as well as a beautiful space that allows you to share your vision with them.The reason for this is simple: despite the popularity of internet shopping, and your concurrent need for a quality website to showcase your talent, potential clients will want to touch and feel samples while also meeting you personally. You also get to know them better and both of you will benefit from engaging in an environment that promotes building a relationship.This is simply impossible to accomplish in the impersonal world of the internet.Brick-and-Mortar Locations Remain Valuable Client Acquisition ToolsIn a recent article at BusinessOfHome.com, editor-at-large Maury Riad makes a compelling case that traditional brick-and-mortar design centers remain important to vendors in the age of internet shopping.If that is true, then investing in a design studio also remains important to interior designers, for some of the same reasons:

• Brand building – Building your brand, a unique identity within your market, is difficult to do in an environment that is flooded with competitors from around the world (as the internet is). On the other hand, a well-designed retail location puts you right in front of clients and potential clients. Being able to see and speak with you directly will only enhance your brand as one of the few designers willing to make such an effort – and investment.
• Reputation enhancement – Like building your brand, building your reputation in a highly competitive marketplace is difficult in the extreme. In-person contact with potential clients, and being available to existing and past clients, ensures that you will be seen as a designer who is committed to customer service and satisfaction. And, since interior design is above all things a local business, enhancing your reputation locally offers massive potential for success.
• Relationship building – Building relationships is critical to your long-term success as a designer. We’ve said it before (here) and will say it again: repeat customers are more valuable than new customers since they are more likely to buy from you and are less costly to engage, offering you a far greater ROI. Your design studio is the perfect place to re-engage with them and build a lasting relationship that can lead to future work for them. It’s a win/win for both of you.
• Vendor support – Vendors love to support interior designers who feature their furnishings in their design studio. They tend to offer better pricing and larger discounts, sneak previews of new designs, priority shipping, enhanced payment terms, and even cash-back promotions that can help reduce overhead. Such vendor support can be invaluable to your business and you should take advantage of these types of relationships whenever possible.
• Community involvement – Being seen as an integral part of your community will automatically build brand recognition, enhance your reputation, and leads to great relationships and profitable networking opportunities. It is also fulfilling on both a professional and personal level. Get involved and make your mark in your community, if you hope to have long-term success.

While it may seem to make sense that the expense of maintaining a design studio in the internet age flies in the face of logic, for the reasons listed above, and more, a brick-and-mortar location makes perfect sense for the success of your design business.Looking for more tips on designing your design business, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Interior Design Trends – Is sustainability a sustainable design choice?

Not to burst anyone’s bubble here but, in the world of interior design trends, many things come and go – and often disappear before many realize they’ve been and gone. Thus, we have the question: Is sustainability a sustainable design choice?While it can certainly be argued that less is more, the trend toward what has become known as “sustainable solutions” may be unsustainable; a passing fad that could create more problems than it solves.Sustainability is the process of people maintaining change in a balanced environment. It is the idea that the exploitation of resources, the direction of investments, the orientation of technological development and institutional change are all in harmony and enhance both current and future potential to meet human needs and aspirations. (GlobalFootprints.org)And yet, this begs the question of exactly what both “balance” and “harmony” mean, relative to “human needs and aspirations”.It must be said that, to some extent, the idea of sustainable interior design may have its foundation in the “woke” generation of PC millennials; as well as others who enjoy displaying their “consciousness” as a virtue, rather than as a real commitment.Is Sustainable Interior Design Really a Thing?Having said that, as a sharp interior designer, it makes sense to be aware of the impulse in your clients, millennials, and others, toward sustainable interior design.From sustainable architecture to sustainable interior design and even landscaping, homeowners are increasingly looking to create a living environment that is energy efficient, requires few resources, and which has minimal impact on the environment.Also known as “green design”, and according to AllArtSchools.com, sustainable interior design tends to focus on:

• Maximize the efficient use of space – Efficiently used interior spaces can keep the size of a building and, therefore, the use of construction materials and other resources to a minimum. Micro-housing developments, or “apodments,” serve as one solution in cities with quickly growing populations. They typically are 300-square feet or less and feature built-in amenities such as a refrigerator and microwave. Some developments are LEED-certified.
• Use energy-wise construction and design materials – Interior designers can work with windows and doors that maximize energy efficiency, wood flooring that comes from rapidly renewable sources like bamboo, water-saving toilets, and other environmentally responsible materials.
• Use materials produced in a socially responsible manner – Use furniture and products from sources that promote safe manufacturing processes and socially just business practices. When possible, use local sources.
• Reduce waste by using reclaimed or recycled materials – Fortunately, antique and vintage décor is an option for interior designers. Furniture and decorative items can be repurposed, refinished or otherwise refurbished to give them new life. For the truly environmentally conscious, tiles, carpeting, fabrics, even sinks and counters, can be made from recycled materials.
• Plan for energy-efficient lighting – Clever interior design can incorporate windows and skylights to maximize the use of daylight and minimize artificial light. When artificial lighting is needed, LEDs, halogen bulbs, and compact fluorescent light bulbs save energy and last longer.
• Use non-toxic and non-polluting products – An increasing variety of safe and chemical-free products are available, from organic, hypoallergenic paint to fibers and woods that haven’t been treated with pesticides.

It must be noted that the phrase “socially responsible” is usually subjective and can easily lead to disagreements based on personal opinions. Try to avoid challenging such expressions of “wokeness” when possible, to keep the business relationship intact.The key here for an intelligent interior designer is to be willing to genuinely pursue sustainable design solutions while not being mislead by clients and potential clients who are merely virtue signaling their desire, without a genuine commitment to sustainable interior design. Otherwise, you may find yourself in a non-sustainable business relationship that could become quite costly, and which could pollute your reputation.Looking for more tips on interior design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Designer Marketing Tips – Who is Your Ideal Client (and what do they want from you)?

Like any business, there are certain things you need to do to market yourself as an interior designer. One of the most important designer marketing tips we can offer is that you must create an ideal client profile – a not-so-imaginary sketch of the type of client you would most like to work with.It should go without saying that, as a designer, you must identify your audience if you hope to give them what they want. Having said that, many business owners do not invest the time needed to do this. Instead, they hope and pray their products or services will somehow find an audience on their own. This is unrealistic and almost certain to result in disappointing leads and sales results.There is only one way to reach an audience that is open to your message: you need to know exactly who they are and what they want from you. Creating an ideal client profile will enable you to attract, connect with, and convert potential clients into paying clients – and fans of your work.Of course, this is going to take some research but, it should pay off in the long run. Keep in mind, your goal is to figure out who would benefit the most from your design services. This means you need to know what they like and dislike, how they spend their time, and what their other interests are. This will allow you to find them more easily, make deeper connections, and serve their needs better.Who Are You Working For – Creating Your Client ProfileHere is a list of questions to ask yourself about the audience you want to focus on:

• Where does your ideal client hang out?
  • Are they at offline locations? Does your ideal client hang out at Starbuck’s, chatting with like-minded coffee lovers? Do they hang out at certain clubs or social functions? Do they travel to various business or design conferences?
  • Do they prefer online locations? Is there a “favorite” blog your audience prefers? What about online forums where they swap ideas or critiques of design projects they’ve seen or been a part of? Whose Facebook page is most popular with your potential clients? What other social networks do they love? Whose webinars are they unable to resist?
• What does your ideal client watch, listen to, read? Those you hope to attract as clients may already be part of an audience for someone or something so, it makes sense to find out who or what they love to watch, listen to, and read. Like most of us, they’ll be happy to share the things they enjoy or learn from. Be open and absorb all they have to say – without judgment.
• Who are their mentors and other influencers? You're going to find some trends among your potential clients; subjects, designers, and other influencers who will show up regularly in their comments and shares. Who stands out among your audience and why? Once you identify the Big Names in your niche, you’ll be better able to provide insight and value that meets or exceeds what they are offering to your hoped-for audience.
• What are their other interests? Beyond simple stats (like age, gender, location, ethnic background, education level, and career), your ideal clients will also have interests outside your niche. What else are they passionate about and how do they fulfill that passion? A fully developed client profile has much more value than a simplistic one, enabling you to better serve their needs as their designer of choice.
• What professional enrichment, trainings or events do they attend? Real fans (of anything) tend to invest their time, energy, and resources in more than their own design projects. Many of them will travel to see and meet their favorites in person. Others may invest in training to learn more about the subjects that matter to them. Attendance at speeches and seminars by well-known interior designers or trainers is an indicator that your future audience will be committed to the interior designer who speaks to their needs. Make that designer be YOU!

Remember, you are not a member of the audience you are looking for and it doesn’t matter what you think of the things they enjoy doing, or how they spend their spare time. This is all about them!By narrowly defining your ideal client profile, by putting together more information about them rather than less, you are much more likely to identify the perfect fan for your design services.Looking for more tips on interior design success, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Interior Design Trends – Expect Steady Growth in Q2 This Year

According to a recent article at Houzz.com, there is good news about interior design trends and the demand for designers for the current quarter. The news is a result of the “Houzz Renovation Barometer, [which] is based on a quarterly online survey sent to a national panel of U.S. businesses with a profile on Houzz. The Barometer includes three components: expected business activity, recent activity, and backlogs (or wait times).”With short-term expectations strong for construction firms, architects, and designers, optimism for steady demand in all three industries is high. “The Q2 2019 Houzz Renovation Barometer tracks residential renovation market expectations; project wait times and recent business activity.”What the Houzz Renovation Survey Tells YouThe following is a snapshot of the interior design trends you can expect to see in the immediate future, based on the survey:

• Firms expect positive business activity – Like construction firms, architects and interior designers expect renovation business activity to rise during the second three months of 2019 from a year ago. Their score of 70 for the Expected Business Activity Indicator shows that there are more firms that anticipate increases than those that anticipate decreases. This score is up a dramatic 16 points from the same period a year ago, and up 5 points from the first three months of 2019.
• Wait times have decreased nationally – The Backlog Indicator for architectural and design firms stayed at an average of 4.7 weeks nationally for the second three months of the year, a drop of 1.4 weeks from the same time period in 2018. Compared with the first quarter of 2019, wait times are flat for the second three months of 2019. Architects currently have shorter wait times to take on a new midsize project (4.4 weeks) compared with interior designers (5.2 weeks).
• Recent business activity is up year over year – An increase in new-project inquires and new projects in January through March lifted the Recent Business Activity Indicator for this sector for the first quarter of 2019 to 63, up 16 points compared with the first quarter of 2018. However, relative to the prior three months, this score is down 2 points.

In short, there should be opportunities for growth in your design business in the immediate future. Following this, you should work hard to expand those opportunities, and this trend, by asking for referrals and recommendations from satisfied clients after each interior design project you complete.To learn more about interior design trends, design marketing tips, and our lines of luxury furnishings, Get in touch with TD Fall today.

Designing Your Design Business – Designing a Strategic Business Plan

It occurs to us that we may have erred in our first post in this series about designing your design business. In that post, we took for granted that our audience was already familiar with the idea of designing a strategic business plan that would increase their odds of success. Today, we hope to remedy that error.Regardless of niche, building a successful business requires planning, as well as implementation. Strategic business planning focuses on all areas of your business, with goals for both short- and long-term success. Without this type of planning, you will be forced into a seat-of-the-pants approach to running your business, adding stress, sapping energy and focus and, almost guaranteeing your dreams will not be realized.While it’s not our goal to offer a template for creating an actual business plan, something you might submit to your bank to acquire a business loan for example, we would like to share some ideas for strategic business planing. These are the broad strokes we have found invaluable for successful interior design and furnishing businesses, whether online or brick and mortar.Successful business owners focus on the big picture as well as the day-to-day minutia of running their business. They know the details are important, like paying bills and employees and handling paperwork but, they are also conscious of the larger issues; what the competition is doing, latest market trends, how their clients are being satisfied (or not), and more.Thinking about the Big Stuff and the Small Stuff all the time can be taxing yet, that is what a leader must do.

Designing Your Strategic Business Plan

Here are some things that can make this easier for you:

• Goal setting – for the moment and the future. Having a Big Goal for your business is great but you can’t focus on end-of-year stats while ignoring daily, weekly or monthly performance. In other words, if you hope to grow sales by 10% for the year, you will need to focus on increasing sales by a bit less than 1% per month. In other words, setting incremental goals will make achieving your larger goals much more likely.
• Vision and mission – including your dream and purpose. The vision you have for your business can be anything you dream of achieving, while your mission should be about how you plan to get there. It should also be client-focused and benefits-based; that is, how your business goals and philosophy will make a positive impact on the lives of your clients.
• Focus on relationships – with clients, suppliers, contractors, and subs. In both the short- and long-term, your greatest business asset is the relationships you build. Working with contractors and subs whom you know and trust (and who know and trust you), has value that is almost impossible to quantify. The same is true of existing clients, who are far more likely to work with you than a prospect (see this post for more on the value of current clients).
• Be realistic and practical – when setting goals. Goals are used to help a business grow and achieve its objectives. You can use them to promote teamwork and help describe what you want to accomplish. However, setting too many goals for the year (or too big a goal) can lead to problems. Too many goals can diffuse your focus and too big a goal may well be impossible to achieve. If you “keep it real” and use incremental steps to get there, you are far more likely to get where you want to be.
• Stay focused – on your vision, your mission, and your goals. When your business goals are tied to your vision and your mission, along with realistic steps to achieve them, it becomes much easier to stay focused on things that matter and ignore the rest. This reduces stress and helps you maintain the mental and emotional energy you need to run your design business effectively. That’s a big win/win for you as both an interior designer and business owner.

It’s very important to remember that your business plan should be used as you start your business (to obtain funding or direct operations, for example); while your strategic business plan is primarily used for implementing and managing the overall direction of your business.The difference is significant and critical to the long-term success of your design business.Looking for more tips on designing your design business, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.

Business Building Tip: What your clients don’t know can hurt them – and you!

Small business owners of all types spend a great deal of time on lead generation and client acquisition. This makes sense because virtually every “marketing expert” on the planet claims this is the best (or only) way to build a business. But, as an interior designer, you have a valuable business building resource you may be ignoring – your current clients.

In a recent article at MultiBriefs.com, an online source for targeted, industry-specific news briefs, author Fred Berns makes a strong case for the value of building lasting relationships with existing clients. When you realize that satisfied clients have other needs that you can satisfy, the next logical step is to make yourself available to do so.

According to Berns, “Your current clients are your best ones. They’re the ones who know, trust and value you. They’re the ones most likely to refer you. And they’re the ones as interested in forging lasting partnerships as you are. Perhaps more so."

“They’re looking for a professional they know and trust to handle their future challenges. They know it is less time-consuming and expensive to develop a lasting relationship with a single firm. It’s in their best interest, as well as yours, to develop long-term relationships.”

When you think about it even briefly, this makes a great deal of sense. After all, if landing new design clients is difficult for you, imagine how difficult it might be for a homeowner or business owner to find a designer they can trust and whose vision corresponds with theirs.

Keeping Clients Interested in Your Design Services

When it comes to keeping existing clients interested in your interior design services, Berns offers a simple tip: use the “What about…” question. “No question leads to more sales than one with those two words,” he writes.

For example:

• “What about your kitchen?”
• “What about your vacation home?
• “What about new furniture for the regional offices, too?”
• “What about having us redesign all your hotel lobbies?”

While many clients will need additional services beyond a single project, very few will know the full range of design services you have to offer – unless you tell them.

In fact, they may have no idea that there is further work to be done. They are not the expert here, you are. It’s not their responsibility to know what you can do for them, it’s your responsibility to let them know.

According to Berns, current clients are the greatest asset you possess for building your design business and a hugely valuable resource for boosting your bottom line:

“A repeat customer spends an average of 67% more than a new one. The long-term value of each client is over 100 times the value of a single transaction. The cost of retaining an existing client is a mere 20% of what it costs to attract a new one.”

Also, “…the average company has a 1 in 14 chance of doing business with a prospect, but a 1 in 4 chance of working more with a customer.”

With numbers like these, it’s obvious that what your clients don’t about you know can hurt them – and you!

Looking for more business building tips for your design business, new home design trends, designer marketing tips, and product ideas? Get in touch with TD Fall today.