Acting with Confidence Will Help You Close More Design Clients

By Gail Doby, ASID
CVO & Co-Founder, Gail Doby Coaching & Consulting & Design Success University

Do find yourself asking: “Why did the other interior designer got the job?”

It can be hard to understand why the other designer got the job and you didn’t.

Even when you know you are the best designer for them.

Just what did that other designer do or say that you didn’t?

When a prospective client comes to you to work closely helping them to redesign a space, it’s most  often where they spend a majority of their free time.  The decision to work with a designer often comes down to a very personal and emotional choice.

It can be hard to hand over the reins to someone else, especially someone they don’t know.

What clients need and want from you as a designer is complete confidence that you are the best/only choice and are entirely capable to turn their vision into a reality.

How do you accomplish this? It’s in a way you just might not have considered…

Many times when you speak with your prospective clients,  you want to be flexible so they know you’re easy to work with. Unfortunately this may have you come across as sounding wishy-washy and the client interprets this as you sounding insecure.

Which of course, is the exact opposite of what you want to portray.

What your prospective client wants more than anything is to feel that you:

  • Get’ them
  • Understand exactly what they want;
  • Ultimately have the experience and expertise to turn their vision into a reality.

In other words, if they say they want X and you know that won’t work, you need to tell them upfront…

Be sure tell them exactly why it won’t work.

This shows the prospective client you’re the expert. If the client says they’re not sure whether they want X or Y, you need to explain to them why X would work better.

The more you take control of the design process, you’ll end up looking like an expert and your clients will come to trust you.

Think back to the the times that you’ve asked someone whether they recommend X or Y and they’ve said that “either will work”.  You are then left with no more information than you started out with and more still wondering about which you should choose.  Wouldn’t you rather have someone tell you confidently  “Definitely Y will work best because…”?

Both their confidence and clear reasoning  will convince you that selecting Y is the best choice for you..

The bottom line is that your clients end up feeling more secure when you feel and act  with confidence.

When prospective client make the decision to work with you, remember they’re entrusting their home and/or personal space(s) to you.  The sure way to have a client to select you is when you’ve helped  them feel as confident and secure in making the choice.  When it almost becomes a “no-brainer” because you stand out as the clear choice.

Take Away: Remember, your prospective clients confidence in you is directly proportionate to the confidence you have in yourself.

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Gail Doby

Gail, with her team at Gail Doby Coaching and Consulting, has helped more than 10,000 designers in 76 countries. Many of them have achieved amazing results... doubling, tripling (and more) their revenue and profit... with clarity and confidence. Gail and her team build one-of-a-kind experiences, walking beside Interior Designers to help them create and implement their plans.
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  1. Roberta Martin on April 15, 2016 at 1:00 pm

    another good point to always remember. Love reading your blogs!

  2. David Eichler on April 17, 2016 at 9:04 pm

    Instilling confidence in clients is perhaps the fundamental lesson of Sales 101. However, I would caution that self-confidence should never come off as arrogance.

    • Gail Doby on April 20, 2016 at 4:56 pm

      Very true, David. It’s surprising how many designers lack confidence though, so for them, they will never come across as arrogant.

  3. Vincent Jacquard on April 18, 2016 at 5:45 pm

    It helps to know your “métier”. There are a lot of faux Interior Designers that are acting as such with more pseudo confidence than knowledge and consciousness. Lets start with talent!

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