Interior Design Business Tip: Become a Priority
Dubai, U.A.E. — Many design professionals around the world are many things to many people right now – but, a “priority” isn’t one of them.
They’re interior architects and space planners and specifiers and project managers. But they’re not recipients of priority treatment.
Yet.
You know you’re not a priority when clients cut back on their interior budget. And put projects on hold. And constantly bicker about your price. And wait 90 days, or more to pay you.
Those are the challenges facing many design professionals here in the Middle East, and elsewhere in Asia and Europe.
They’re the same challenges confronting interior designers in the U.S. and Canada.
How to make yourself a priority was a major focus of my seminar here at the conference of the International Federation of Interior Architects and Designers(IFI).
I touched on the same theme a few days later in my presentation at INDEX, the Middle East’s largest interiors trade show.
Getting more respect, recognition and income in this uncertain economy involves attaching more value to yourself and your design services and products.
How?
By explaining how you make your clients money, and save them money and time.
Point out, for example, how you supply office furniture and lighting that will make their employees more productive.
Explain, too, how you provide the expertise and personnel to get projects done more quickly and efficiently.
You make yourself a priority when you identify the “pain” and problems clients have with their interiors – and then propose remedies.
And when you differentiate yourself from competitors, and establish yourself as a uniquely-qualified, one-of-a-kind expert in your field.
And when you share success stories and testimonials from satisfied clients.
Among the speakers at the IFI conference was Ross Lovegrove.
He’s the award-winning industrial designer credited for creating the walkman for Sony, computers for Apple, and other products for companies ranging from Airbus Industries to Motorola.
He told the audience that he travels around the world, and clients gladly pay whatever he charges for his products… “because they’re mine.”
Here’s a guy who believes in himself and, as a result, his clients do, too.
He’s made himself a priority.
Fred Berns is the world’s leading sales and marketing coach and trainer for interior design professionals.
I listened to Fred at INDEX and he does make a lot of sense – especially if you are a designer first and not a salesperson. The idea of becoming a priority stands good for anyone wanting to provide goods or services to someone else. Fred is right there for sure. You might also replace the word priority with the word ‘differentiate’ which Fred refers to in his “what is your ONLY” coaching plans. One way to differentiate is offer something unique of course. At Scarlet Opus we offer design inspired by Trend Forecasting and we will also help other designers with Trend Forecasting information – http://www.trendsblog.co.uk – we are keen to work with and support Fred in his work. The guy can help so keep reading his blog and maybe ours can support Fred’s coaching you.
Comment by Phil Pond — November 20, 2009 @ 8:19 am