I heard a shocking statistic yesterday: 46% of architecture firms have cut staff in the last year.

If you’ve been one of the victims of those job cuts, consider this: your circumstances may have changed, but the main person you report to hasn’t.

You are, and always have been, your own boss.

Lose your  “employee” mindset, if you haven’t already.  No matter who signs your pay checks, you and only you control your destiny.

I’m reminded of a conversation I had a while back with a Canadian marketing manager for HOK, the global architecture firm.

“Nowadays, selling yourself is a survival tactic,” he told me. “This is a very nomadic industry, where firms grow and disband quickly. You can’t rely on a firm to manage your career for you.”

If it’s taken a layoff to make your realize that, consider that the cost of learning a valuable lesson.

Think of yourself as the CEO of your own personal corporation.

In addition to overseeing the finances and marketing tasks for that corporation, you must serve as its sales director.  In your role as CEO, you need to be prepared to make the personal sale wherever and whenever you can.

Some Personal Sale guidelines included  in my book:  Sell Yourself! 501 Ways to Get Them to Buy from You:

Create a killer commercial.
Develop a 100 word message that presents you as a unique, one-of-a-kind design professional. Include your “only.” (e.g., “I’m the only architect in this area who….”)

Document your deeds.
Maintain a written record of key accomplishments, sales, and career milestones. This “paper trail” will help you substantiate your success.

Establish your expertise.
Become – and promote yourself as — the information source in your specialty area. Talk about what you know, learn what you don’t. Share your insights in articles and seminars.

Maximize your marketing materials.
Develop a “Sell Yourself” portfolio that includes a personal promotion photo, a bio sheet, articles by and about you, lists of your services and clients, testimonial letters, and more.

Present yourself with polish.
Take a class to polish your presentation skills. Master eye contact and body language. How you deliver your message is as important as the message itself.

Communicate with confidence.
Be positive in the words you choose to use, and accentuate the positive about yourself and your services. Avoid such credibility killing phrases as: “It’s only my opinion…”

Fred Berns provides personal coaching for architects and other interior design professionals around the world.

The median income for U.S. interior designers with at least eight years experience is only $72,120.

For those with 4-6 years experience, it’s $50,501. For those with an experience level of 2-4 years: $43,374.

My source for those numbers: a report released by Salary.com.

My word for those numbers: “disappointing.”

Disappointing because design professionals work way too hard to earn that little.

Disappointing because they know so much about so much — from classic to contemporary — and don’t get adequately compensated for it.

Disappointing because they’re three times as skilled as professionals in other fields who earn six times more money.

The income numbers should give you a clear message: it’s time to quit.

Quit giving away your time and expertise. And negotiating your fees. And working with clients who can’t afford you.

Quit wasting your time on non-income producing activities. And taking on projects that are more trouble than their worth.

Quit thinking small.

Fred Berns coaches interior design professionals worldwide on how to increase their income, and promote themselves more effectively.

Forget, for a moment, what your income is. Focus, instead, on what it can be.

Your income this year can be substantially higher.

And it WILL be if you follow the steps in my new FREE report entitled: “10 for ’10: The Ten VERY BEST Ways to Turbocharge Your Design Business in 2010.”

This report, based on my recent sold-out tele-seminar, explains how to achieve much bigger profits, land much bigger contracts and connect with much better clients.

Download this FREE report, and you’ll learn ten strategies that can immediately turn your business around, and dramatically increase your sales and profits.

Some are sales strategies. Some are marketing strategies. Some are time management strategies.

All are shortcuts to greater success in your design business and career than you’ve known before.

This report will help you take charge of your interior design business and career, and make this your best year.

For more information and download details about the FREE “10 for ‘10” Report, click here: http://www.fredberns.com/10for10/

Fred Berns is the world’s leading business coach for interior design professionals.

If bigger sales and higher profits are on your mind, Baltimore is the place to be on Feb. 13-14.

Baltimore is the site of the  Exciting Windows! annual conference, for which registration is free.

The two day event will offer programs on topics ranging from building your sales to internet marketing, and will feature such industry experts as Grace McNamara, the publisher of Visions magazine.

Exciting Windows! is a franchise organization which bills itself as “America’s only nationally advertised full service” company whose professionals “come to your home with all window products – blinds, draperies, shadings, and shutters.”

Franchise owners will be on had at the conference to share their success stories.

Speakers will discuss how to target customers who have money and want to buy NOW, and such internet marketing ideas as interactive websites, email campaigns, social networking and search engine optimization.

When you register for free, you get your choice of two online classes, valued at $300, at Window Coverings University.

For information and free registration details for the Exciting Windows! annual conference, contact Steve Bursten at steveb@excitingwindows.com.

Fred Berns is a sales and marketing coach for window fashion specialists and other interior design professionals worldwide.

What are the best online resources for interior design careers?

That’s a question I hear often, and I came across a list that provides some answers.

The list was compiled by Central Michigan University (www.cmich.edu),  a school with an accredited design program offering everything from a full  range  of residential and  commercial  design courses to design competitions to study abroad programs.

Note that some of the listings may be out-of-date.

INTERIOR DESIGN INTERNET RESOURCES
CMU Career Services  – 215 Bovee University Center  – (989) 774-3068  – Careers@cmich.edu
Please remember that site addresses and links change and shut down without notice.

Career Information

About.com -Careers in Interior Decorating and Design: http://interiordec.about.com /od/designcareers

Advice to Students of Interior Design: http://interiordec.about.com/od/advicetostudents

American Society of Interior Designers-Design Career Options: www.asid.org/career_center/career_options/index.asp

Careers in Interior Design: www.careersininteriordesign.com

Central Michigan University-Interior Design Major: www.ehs.cmich.edu/interiordesign

Dezignare-Student Corner: www.dezignare.com/student_corner.html

Industrial Designers Society of America-Careers in ID: www.idsa.org/webmodules/articles/anmviewer.asp?a=88&z=36

International Association of Lighting Designers-Information for Students: www.iald.org/Menu/Students.htm

National Council on Q ualifications for the Lighting Professions-Careers in Lighting: www.ncqlp.org/careers/index.htm l

National Kitchen and Bath Association-Student Center: www.nkba.org/student/content.asp?ID=36

Employment Information

AEC JobBank (Building Industry Employment)-Job and Resume Directories: www.aecjobbank.com

Akropolis.net-Jobcenter: http://akropolis.net/~zeus/jobcenter

American Institute of Architects-Jobboard: www.e-architect.com/career

American Society of Furniture Designers-Links: www.asfd.com/links.php

+ Links to corporate members; individual pages may contain employment listings or resources.

American Society of Interior Designers-ASID Job Bank: www.asid.org/career_center/job_opp/job.asp

American Society of Interior Designers-Chapter Locator: www.asid.org/about_asid/directories/chapter.asp

+ Links to chapters throughout the country, individual pages may contain employment listings or membership directories.

Association of Women Industrial Designers-Job Board: www.awidweb.com /pages/jobs.html

BackstageJobs.com: http://backstagejobs.com/jobs.htm

Construction Jobs / Architecture and Landscape: www.nationjob.com/construction
Coroflot: www.coroflot.com

Creative Hotlist: www.creativehotlist.com

Design4Design.com-Jobs: www.design4design.com/jobs

Dezignare (Interior Design Collective)-Employment Opportunities: www.dezignare.com/em ployment.html

+ There are also links to professional design recruiting firms and associations that may have employment opportunities.

Guru: www.guru.com

Home Furnishings International Association-Bulletin Board: www.hfia.com/bulletin_board.asp

Illuminating Engineering Society of North America-Job Listing: www.iesna.org/jobs/searchjob_form.cfm

Industrial Designers Society of Am erica-Employment: www.idsa.org/em ployment.htm

Institute of Store Planners-Employment Express: http://ee.ispo.org

Interior Design Educators Council-Em ployment Announcements: www.idec.org/career/employment.html

Interior Designers of Canada-Employment Opportunities: www.interiordesigncanada.org/news_employ.php

Interior Design Jobs: http://interiordesignjobs.com

InteriorDesign-JobZone: www.interiordesign.net

International Association of Lighting Designers-Job Bank and Internship Opportunities: www.iald.org/Menu/Classif.htm

International Facility Management Association-JOBnet: http://jobnet.ifma.org/home/index.cfm?site_id=208

International Interior Design Association-Career Center: www.iida.org/i4a/careercenter/?pageid=62

Iowa State University-Design Career Services: http://dcwww.design.iastate.edu/CS/CSJOBS/showjobs.php3

LightBoard.net (Lighting Industry Career & Staffing Solutions): www.lightboard.net

job-e-job.com: www.job-e-job.com/jej/jobejob/0.0

National Kitchen and Bath Association-Job Openings at NKBA Firms: www.nkba.org/xprofessionals/job_opportunities.asp

PROMAX & Broadcast Design Association-Job Boards: www.bda.tv/comm_jobboards.asp

Savannah College of Art & Design-Jobmagnet: www.scad.edu/jobmagnet/em ployment/animation.html

Society for College and University Planning-Job Listings: http://207.75.158.200/jobs

The Business and Institutional Furniture Manufacturer’s Association-Links: www.bifm a.com/link s/index.html
+Links to corporate members; individual pages may contain employment listings or resources.

The Center for Health Design-Job Listings: www.healthdesign.org/resources/jobs

The Entertainment Services and Technology Association-Job Board: www.esta.org/jobs/index.php

Fred Berns is a business trainer for design professionals worldwide.

What if I can show you that you’re 10 steps away from success?

10 steps away from bigger profits, and bigger contracts and better clients?

10 steps away from having your best year ever?

That’s what I’ll show you in my Jan. 26 tele-seminar entitled: “10 for ’10: The Ten VERY BEST Ways to Turbocharge Your Design Business in 2010.”

The “10 for ’10” Tele-seminar is scheduled for 11 a.m. – noon, Eastern time (10 a.m. Central, 9 a.m. Mountain, 8 a.m. Pacific) on Tuesday, Jan. 26, and IS OPEN ONLY TO THE FIRST 35 WHO REGISTER.

The investment is $29.

You won’t have to leave your home, office, studio, or showroom to learn strategies that will absolutely, positively make this your most successful year. All you need do is dial in and enter your pin number.

Tune in to the “10 for ’10” Tele-seminar, and you’ll learn what you can do to get longer term and more lucrative projects.

And what you can say to close twice as many sales, and convince clients to buy NOW.

And what you can create that will attract more high caliber prospects.

And what you can offer to turn those contacts into contracts.

And what you can do to instantly get more recognition and respect.

Give me one hour of your time on Tues, Sept. 26 and I’ll give you the VERY BEST Ways to have your VERY BEST Year.

Sign up NOW for: “10 for ’10: The Ten VERY BEST Ways to Turbocharge Your Design Business in 2010.”

For more information and registration details, click here: http://fredberns.com/teleseminar
Fred Berns is a sales and marketing trainer and coach for design professionals around the world.

Make 2010 the year that you “fail” more.

Make this the year that you encounter more rejections, lose out on more bids, and fail to close more deals than ever before.

Make this the year you really get to know “No.”

Why? Because only when you put yourself out there more, can you fail more.

And, only when you put yourself out there more, can you SUCCEED more.

Interior design professionals tend to be far too skittish when it comes to presenting themselves and their services in challenging times.

Many are reluctant to pursue higher end clients, bid on bigger projects, enter higher profile design competitions, offer larger contracts, and set higher fees.

That’s because they’re petrified, horrified, and mortified of the word “No.”

They don’t realize that “No” may simply mean: “Not now.” Or “Not yet.” Or, even, “Tell me more.”

The “No” word surfaced often during last year’s economic meltdown. Many design firms responded to rejection by retreating.

They reduced sales and marketing activity at a time when they should have ramped it up.

Problem is, quitting has consequences. When design firms disappear, they die.

Every time you contact a prospect, submit a proposal, offer your services, raise your rates, promote a new product, present a program, or seek financial support, you risk rejection.

But you also increase your odds for success

To reap rewards this year, you’ll have to take risks. And one of the risks you run is that you’ll try something and fail.

So what? Said Tom Watson, former IBM chairman: If you want to succeed, double your failure rate.”

Author Jack Canfield suggests that every time you hear “No,” you should say “Next.” Pick yourself up, dust yourself off, and move on.

Catch yourself saying alot of “Next’s” this year. That means you’re hearing alot of “No’s.”

That means you’re putting yourself out there more.

And that means you’re boosting your chances for success.

Fred Berns is the interior design industry’s foremost sales and marketing trainer.

Every year at this time I run this message to remind interior design professionals to appreciate themselves.

The message is especially important now, as we close out a year that’s been so challenging for so many. The 2009 economy tested, troubled and tormented design professionals around the world.

That was then. This is now.

Your focus this holiday season should be on family and friends and fun.

This is no time to look back on what didn’t work. Rather, it’s a time to look ahead at what will. Watch for details about a January program that will help you get 2010 off to a stunning start.

Give yourself something over the holidays that doesn’t cost anything, come in a box, or sit under a tree.

Credit.

Credit yourself for changing people’s living space. And changing their work space. And changing their lives.

Credit yourself for saving them time, money and headaches.

Credit yourself for providing ideas and insights and inspiration to those who are clueless about interiors.

And credit yourself for turning houses into homes, and offices into creative working environments.

As you think about gifts this holiday season, appreciate your own.

You have more than talent for design. You have the gifts of artistry, creativity, style, vision, and resourcefulness.

You have the wisdom to solve problems, the expertise to manage projects, and the imagination to make dreams come true.

You have what it takes to be a contractor, coach, consultant and confidant.

Not to mention that one other gift you possess as a design professional: A Mass of Class.

May the new year bring you the recognition and rewards that you want and deserve.

Best Wishes for the Happiest of Holidays!

Warm regards,

Fred

 

Fred Berns is a sales and marketing coach for interior design professionals worldwide.

  Good things come to those who wait — and for those who ordered the Big Splash, Little Cash Marketing Manual, the wait is over.

Digital and print copies of this 154 page collection of high impact, low cost marketing forms and articles for interior design professionals will be distributed over the next week.

The first of the digital downloads went out yesterday, and the feedback has been flattering.

From our good friend Jeanette Simpson, who owns Kidspace Interiors (www.kidspaceinteriors.com) in Lakewood Ranch, FL. came this email comment:

Wow! I have just finished skimming through the digital version of  Big Splash, Little Cash Marketing Manual. What a gold mine of ideas and advice! Forms are even included in the digital download!

This was just what I needed to organize my marketing efforts more effectively. Looking forward to delving into this more in-depth.
 
Thanks for using my “only” in the manual too! Thanks for all your efforts in behalf of the interior design industry! It is greatly appreciated.

The Big Splash manual is the only resource available with such an extensive collection of  marketing forms used by the world’s most successful design professionals.

It includes “done-for-you” samples and examples of rate hike letters, “ONLY” statements, cover letters, website and social networking bios, voicemail messages, letters to prospective corporate partners — and a whole lot more.

For more information about the Big Splash, Little Cash Marketing Materials Manual, click here: http://fredberns.com/marketingmanual/.

 

Fred Berns helps interior design professionals around the world  increase their sales and marketing  skills.

An interior designer from Nigeria emerged from my  program in Dubai  this month determined to start charging for her advice and expertise.

It was music to my ears.

Titi Ogufere, the director of a design association in her country, told of getting flooded with requests for free information on design resources and solutions.

She’s overun with queries at all hours of the day and night from individuals seeking outlets for everything from flooring to furniture. Lots of questions come from other designers.

“I get all of these questions about how to get into interior design, and how to run a design business and how to charge,” she explains.

She’s given away dozens, maybe hundreds of hours of free advice. But not any longer. Now she intends to charge for her time and advice.

Great idea.

Once she starts “valuing” her time, her callers will too. They’ll pay for that time because they’ll view it — and her — as a priority.

 

Fred Berns is a Colorado-based trainer and coach for the world’s interior design professionals.