How to Build Lasting Relationships with Clients

Sometimes we need to remind ourselves of one of our most valuable resources – lasting relationships with clients that span a lifetime. They are often your biggest cheerleaders and yet sometimes you may take them for granted – or at least don’t focus on what you did to build that relationship. Onboarding First of all,…

Read More

Starting a Conversation with a Prospect

Before you think about starting a conversation with a prospect be sure to do a little bit of preparation. Be very clear and self-confident in your vision, mission and culture statements. Because your ideal clients will be attracted to these, and you can’t effectively define any marketing strategy without those. Focus on building long-term relationships…

Read More

Setting Minimums to Sift Out Unqualified Clients

If you’re casting a broad net to attract new clients, you’re bound to get inquiries from prospects who, for any number of reasons, aren’t a good match. Ultimately, these bad matches are a waste of your time – time you may not have a wealth of. But if you’re getting lots of dead-end inquiries, you…

Read More

Hard Skills and Soft Skills for Designers

Ask an interior designer what’s something they didn’t learn in design school that they wish they had, and they are likely to mention how to deal with clients. The same is true for other creatives. Graphic designers, photographers, architects and illustrators, many of whom are self-employed or work in a small firm, all struggle with…

Read More

Are Your Prospects Confused?

You’ve probably had the experience where you are listening to a salesperson rattle on about the features of a product or a service person explaining the problem you’re having and you haven’t a clue what they are talking about. You nod your head, interject an “aha” every now and then, and try to disguise the…

Read More

Walking the Path to “Yes”

Walking the Path to Yes

Trial lawyers have a basic rule of thumb that says never ask a witness a question you don’t already know the answer to.  In sales, a similar maxim might be to never allow the client to gain control of the conversation.  Of course, you need to listen carefully and understand what the client wants.  All…

Read More

The Value of a Referral

By  Drue Lawlor, FASID Director of Coaching, Gail Doby Coaching & Consulting & Design Success University I’m sure you are already aware of the value of the referral in building retention, loyalty and value to your “brand” — your design firm. But some of you may forget to include this process in your weekly calendaring.…

Read More

How to Handle Clients That Shop You

How to Handle Clients That Shop You

Every now and then a designer contacts me for advice on dealing with a client who has taken their product recommendation and purchased it themselves online or directly from the vendor. Fortunately, this does not happen often, although with so much product easily available through the Internet it happens more often than it used to.…

Read More

Counsel Clients When Selling Your Design Concept

Counsel Clients When Selling Your Design Concept

Managing client expectations is one of the most challenging aspects of the initial phase of a design project.  Clients often have only a vague idea of what they want or what their budget will buy them.  They have trouble envisioning what the final result will look like or how their lives will be different in…

Read More

What to Say When Clients Say “No”

What to Say When Clients Say No

At any point in a design project the client may raise objections.  They may feel the budget or your fees are too high.  They may not like the design concept or the colors you’ve chosen.  They may refuse to accept an item you have purchased for them.  You may feel confused, frustrated, angry, or even…

Read More