In with the new, out with the old.

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ASID has included my newest course, “Supersize Your Success : 7 steps to Peak Profits in Challenging Economic Times,” in its  2009-10 Distinguished Speakers Series.

Dropped from the DSS lineup are four other courses I have taught the past few years.

ASID will make available the “Supersize Your Success” program to its chapters, and to firms ,design centers, manufacturers and conference organizers.

For a free report on the principles covered in the course, click here: FredforFree.com

ASID is discontinuing the following courses:

+ Sell Yourself! How to Get Them to Buy from YOU

+ Set and Get Higher Fees

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+ Million $$$ Marketing on a Shoestring Budget

+ Methods of the Masters: How the “Stars” Do Business

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Hitman rip But you can still obtain, at http://www.fredberns.com/, the educational resources on which the discontinued courses are based.

To learn more about the book Sell Yourself! 501 Ways to Get Them to Buy from YOU, click here: http://fredberns.com/Products_SellYourself.html

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To learn more about the audio program on how to set and get higher fees, click here: http://fredberns.com/Products_TwiceThePrice.html

To learn more about the audio program entitled Million $$$ Marketing on a Shoestring Budget, click here: http://fredberns.com/Products_Million.html

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To learn more about the “Methods of the Masters” audio sales training set, entitled the Superstar Selling System for Design Professionals, click here: http://fredberns.com/Products_SuperStar.html

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Fred Berns, a trainer, coach and speaker, helps interior design professionals increase their sales and income by promoting themselves more effectively.

What if, despite this challenging economy, you can substantially increase the fees you set and get within 30 days?

What if you can land bigger projects with better clients?

What if you can beat and actually benefit from this recession, and earn your highest income ever?

Well, you can — and you will — if you apply the strategies I can share with you in a special, one hour telephone coaching session.

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and you’ll get practical and powerful ideas on how you can thrive, rather than just survive in these challenging times.

The investment for the one hour Coach Call is only $157.

For that investment, you’ll receive private coaching on how to surmount your biggest obstacles.

And, you’ll get strategies you can use to take your design business and career to the next level — and beyond.

If ever there was a time to chart a new course, or at least modify your current one, it’s now. I can help you do just that during the Coach Call.

To learn more about, and sign up for the Coach Call, click here:  http://fredberns.com/coachcallprogram.html

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Only one person is holding you back from earning the kind of income you want and deserve in these challenging times.

That one person isn’t a competitor or client.

That one person is you, because you’re not giving yourself permission to charge what you’re worth.

Please don’t tell me your clients may object to your fee in this economy.

I don’t care.

And don’t tell me commercial and residential prospects in your area don’t pay design professionals that kind of money in tough times.

I don’t care.

And don’t tell me that you’re uncomfortable about charging your regular fee in times like this.

I don’t care.

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Neither should you.

Don’t dwell on all the reasons you can’t maintain — or raise — your fee. Dwell, instead, on all the reasons you can.

Share your “only,” as in: “I’m the only window fashion specialist in my area who also offers a full range of design services.”

Tell how you save clients money because you work faster than inexperienced competitors, and offer furnishings that can reduce their energy costs.

Tell how you help clients enhance the value of their most valuable asset: their home.

Don’t despair, differentiate! Set yourself apart from lower priced competitors.

Fred Berns is among the world’s foremost business coaches for interior design professionals.

Thinking of reducing your fees in these challenging times? Don’t you dare!

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Of all the bad ways for design professionals to cope with this economy, price cutting may be the worst.

It’s bad for your fee integrity and bad for your bottom line.

Lower your fees and prices, and you send a message that the value of your design expertise, service and products is, somehow, less now.

You tell me that you weren’t serious about your original

rates, markups and margins, and that, now, you’re willing to play with your prices.

And you signal that you’re ready to lower your standards, and do battle with the box stores, take on the trunkslammers and duel with the Dolly Decorators.
 
What a shame that so many design professionals devote so much effort these days to futzing with their fees.

That wastes time and energy that could be better spent focusing on their value.

Could it be that this economy has clouded your memory about your value?

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Have you forgotten that you’re a unique, one-of-a-kind design professional who saves clients headaches, time and money?

And that you give clients the benefit of years of education and experience designing commercial and/or residential interiors?

You can’t keep your value a secret. Why? Because clients find a way to afford things to which they attach the most value.

And Then There Were None release Fred Berns speaks to and coaches interior designers worldwide.

The most successful dealers of  the most expensive window treatments do little things to make big sales.

That was a key takeaway from an award-winning research project I conducted in behalf of Hunter Douglas on the sales of  Luminette Privacy Sheers.

In the project, I discovered that the top 100 top North American dealers of Luminettes do the little things better.

Little things, like displaying Luminettes  prominently in their showrooms, and presenting them with enthusiasm and confidence. And cross-selling them with furniture and carpeting.

And offering 24/7 customer service and extended showroom hours. And following up quickly and regularly with customers. And asking for referrals. And promoting Luminettes in brochures and at home show.

Here are ten strategies that the top dealers rely on to sell Luminettes.  Can you apply any — or all — of these techniques to sell your highest end design products and services?

1/ Save the Best for First – Show ‘em the Luminettes first time, every time. Introduce the best, before exposing them to the rest.

2/ Be Dazzling in Your Display – Make it big and make it motorized, and watch your sales grow.

3 / Call them a Bargain – they’re more valuable than verticals, more affordable than draperies, and they give you the benefits of both. Is this a great deal, or what?

4/ Call them an Investment – they boost resale value – and help reduce energy bills.

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5/ Banish the “B” Word – most customers don’t know their budget anyway, so why press the issue?  Show them your Luminettes, and let them decide if they’re affordable.

6/ Share your “Only” -  Nothing differentiates you more. Finish this sentence: “We’re the only Luminette dealers in the area who…”

7/ Cross–Sell – “Now that I’m doing your carpeting, want me to do your windows?”

8/ Build a Buzz – Install Luminettes in a new building, or a new neighborhood. The word – and the “Wow” -  will spread fast.

9/ Follow Fast – Call tonight the customer you saw today. Offer to help him or her “talk it over” with their spouse.

10/ Sell Yourself – The most important sale you’ll ever make is the Personal one. Communicate with confidence and present yourself with polish.

The research project, entitled Profits by Design, received a Best Trade and Education “honorable mention” award recently from the Window Covering Manufacturers Assn.

Fred Berns is an award-winning sales trainer in the interior design industry.

I’m so pumped up about personal “only” commercials that I may give you a gift worth $300 for yours.

Two rules:

1/ Your commercial must include the word “Only,” and

2/  I must receive your “only” commercial by  11:59 p.m.  on April 30. 

Please email your entry to me at Fred@FredBerns.com Walk the Talk full .

If I select your “only” commercial, you’ll receive a free copy of the Superstar Selling System for Design Professionals, the only audio training collection focused on how design pros can double their sales.

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 It sells at FredBerns.com for $300.

“Only” is the million dollar marketing word for design professionals. No word differentiates you better, nor attaches more value to you.

“Only” is the word. Coming up with your only statement (as in, “I’m the only design professional in my area who…”) is what this contest is all about.

As you create your statement, consider:

+ Your awards

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+ How else you’ve been honored

+ Your design specialty

+ Your client niche

+ How many clients you’ve served — and where

+ Where you’ve been published

+ How else your work’s been featured

+ Where you’ve spoken or taught

+ Services only you offer

+ Products only you offer

+ Former career(s)

+ Educational degree(s)

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Fred Berns is an Interior Design Industry speaker, coach and trainer.

A whopping 98 per cent of the people who visit your website don’t take a next step.

They leave your site without signing up for anything, ordering anything, contacting you, or doing whatever else you tell them to do, according to a Google survey I learned about yesterday.

All of which means you’re spending alot of money trying to reach people who aren’t paying attention. lozol

Walk the Talk movie full That brings to mind questions we’ve raised before: does your site qualify you — or disqualify you from the kind of prospects you’re trying to reach? Does it turn people on — or off?

YOUR WEBSITE DOESN’T WORK IF IT…

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+ doesn’t help solve client problems

+doesn’t contain something very important on every page

+isn’t easy to navigate

+isn’t updated regularly

+contains too much “flash” and other special effects

+ packs too much information into one page

+contains too much text

+contains text and/or photos that are too small

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+makes the reader scroll sideways

+uses busy backgrounds that make text hard to read

For tips on how to generate much more business from your website, listen to the audio program entitled “21 Keys to a Killer Website.

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The program is included in the Tele-Seminar Success Series http://fredberns.com/TeleSeminarSuccessSeries.html

Fred Berns, a trainer and coach, teaches marketing and sales to the interior design industry.