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.

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.

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.

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.

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.

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.

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.

Is your website wimpy?

If so, it will disqualify, rather than qualify you for bigger projects and better clients.

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Now you can save 50% off the price of an audio program on how to generate more buzz and more profits from your website — or, create a new one.

Now through Wed., Oct. 7, pay only $12.95 for the CD or the audio download of the program 21 Keys to a Killer Website.

This one hour audio program gives you the steps you need to create a “knock their socks off” website.

You know there’s no more powerful marketing strategy than an effective website. That’s why you invested all that time and money in developing and polishing and promoting yours.

So, why isn’t it getting more traffic? Why isn’t it bringing in more business? Why isn’t it working?

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You’ll learn how to revise it after you review this audio program.

You don’t need to spend lots of money and time to wow ‘em on the Web.

You don’t need to be a techno-wizard.

All you need to do is master the simple ideas and strategies in the 21 Keys to a Killer Website audio program.

Remember, you’ll save 50% on that program if you order by Wed., Oct. 7.

For details, click here:http://fredberns.com/Products_21KeysToAKillerWebsite.html

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

The Last Seduction on dvd

Their own.

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As some large design firms downsize in this uncertain economy, many of their former employees are going into business for themselves.

That topic came up yesterday in my conversation with Lisa Connor, the vice president of programs at the Georgia chapter of NKBA. I’m presenting my “Methods of the Masters” program to that chapter in Atlanta on Oct. 15.

Lisa said that a number of local designers in her area have chosen to go it alone in the aftermath of recent layoffs.

Which brings up a theme that I’ll speak and write about quite a bit this Fall: we’re ALL in business for ourselves.

We’re ALL self employed.

Whether you work for a company, or run your own, you should — and you MUST — think of yourself as the ultimate decisionmaker.

It doesn’t matter who signs your paycheck. You are, and always have been, and always will be in charge of your own destiny.

If you’ve been laid off, or downsized or “fired,”, don’t take offense. Take responsibility.

You are the CEO, the CFO, and the sales and marketing director of your own personal corporation.

Want to meet your new boss?

Easy! Just look in the mirror. And while you’re doing so, recite these words: “What is to be, is up to me.”

Fred Berns is a leading trainer, coach and speaker in the interior design industry.

If you’re facing financial challenges this summer, it’s not the economy’s fault.

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Nor should you blame your clients.

Or your competitors.

Or the Internet.
Or big box stores.
Or Dolly Decorator.
Or your contractors.
Or the weather.

Everybody’s got challenges. Get over yours.

I’ve heard too many designers, window fashion professionals, kitchen and bath specialists, showroom managers and others at my presentations this year play the Blame Game.

They’ve cited everything from the Recession to bad luck to their vendors and suppliers as reasons for their disappointing sales.

I’m not buying it.

If you’re facing financial challenges, this is no time for a pity party. It’s time for a planning party.

Stop whining. Start winning.

What’s not working?

When you’re in a slump, troubleshooting questions can get you out of it.

Are you not…

+ thinking big enough?
+ working with the right clients?

+ differentiating yourself?
+ managing your time well?
+ charging enough?
+ marketing enough?
+ asking upselling questions?
+ asking for referrals?
+ hiring the right people?

Seek answers to those troubleshooting questions.

List your five major sales and marketing obstacles, and turn to colleagues, coaches, and even clients for advice on how to overcome  them.

Create a recovery plan with timelines and deadlines.

Success happens by choice, not chance. Choose to bounce back, and you will.

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

Want to finish this challenging year with a flourish? Then make sure you DON’T…

…meet your customers needs. Exceed them. Good service isn’t good enough anymore.

… wait for customers to come to you. Go to them. In-home selling is hot.

…wait for customers to call. Call them. “Smile and dial” at every opportunity.

…assume your job is secure. The client — or design firm — that hires you today can fire you tomorrow.

…freeze your fees. Raise them. You can set and get any price if you differentiate yourself from competitors who charge less.

…give away your time. Bill for consultation, installation, travel time and everything else.

…advertise. Dare to be different: do articles and news releases instead. Free publicity is the best advertising you can’t buy.

…just think locally. Think globally. Use your website, social networking sites and your blog to position yourself in the international market.

…just be a “store.” Be an event center. HGTV- hungry customers want programs on do-it-yourself furnishing projects, what’s hot and what’s not, color trends, etc.

…compete with big box stores. You offer service and expertise. They don’t.

….fear price objections. Embrace them. They’re buying signals.

…fear “no.” It may just mean “not yet.”

…hold on to hardship. Underachieving employees and unprofitable product lines bring you down. Get rid of them.

…work harder. Work smarter. Make better use of your working time, and you’ll have more time for family, friends and fun.

…work for jerks. Your time is too precious. Life is too short.

Fred Berns is a business coach and trainer for interior design professionals worldwide.

Maybe you’ve heard those dire predictions about new design firms : that one out of three of them will be out of business within two years, and that less than half of new firms will survive beyond four years.

So, it’s nice to be the bearer of good news about a new firm – just a little news from a little Miami-based design firm called Funktional Interiors.

I’ll let owner Ayleen Perez tell it in her own words:

Dear Fred,

Thank you so much for all the advice you give us. I love the down to earth way you express yourself.

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I have only been in business a little over a year and it was hard to start a one man firm off the ground. I’m still a one-man firm but have built a team of subcontractors who are great. I there there is very little we can’t do!

I have worked very hard, marketed a lot, hosted events, sponsored events and spent money. I didn’t have to impress (anyone) and look like a bigger firm.

It has worked! I am now almost completely out of debt and Funktional is well known in different circles. 2009 is starting off good; a local celebrity’s home and a monthly radio spot…yay!

Hellraiser: Bloodline the movie

Hamlet full

Thanks again. Please keep bringing the good advice.

Cheers,

Ayleen Perez
Funktional Interiors

InteriorDesignBusiness.net would love to share

Fred@FredBerns.com

 
Fred Berns: Interior Design Industry Coach, Speaker, Trainer

What’s it going to take to generate more sales, profits and income than ever before?

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For starters, it will take better marketing.

That means connecting in better ways with better prospects.

Early next year isn’t the best time to develop a better marketing strategy.

Now is.

And between now and Dec. 7 you can save $100 on the best package of marketing tools available to design professionals.

It’s called the Promotion Power Pack, and it consists of 3 books, 5 audio CD’s, 2 manuals, 1 booklet, and 1 pocket card.

This marketing mega-set will teach you what you need to know to make a maximum marketing impact in 2008 for a minimal investment of time and money.

Order the Power Pack by 5 p.m.(eastern time) on Fri., Dec. 7, and pay only $150. Thereafter, the price returns to $250.

For more information:
Promotion Power Pack

One Magic Christmas divx There’s a crisis in the classrooms at America’s nearly 150 accredited interior design schools.

Dirty Sanchez: The Movie hd Those schools are doing a crummy job of teaching the business side of the business.

They don’t provide adequate career training.��Many �students graduate� unfit and unprepared to succeed because they lack basic sales and marketing skills.�

�The result? Many flounder and fail financially.

The problem isn’t so much what the schools teach. It’s what they don’t teach.

They don’t offer courses — or, at least, enough courses — on business management, fees, contracts, customer service, communication skills, accounting, and strategic planning.

Their graduates join firms, or start their own, with little� idea how to price their services, market themselves, manage their time, close sales, overcome price objections — and the list goes on.

That’s not to say the schools don’t offer an ample curriculum.

Catalogues are filled with courses on topics ranging from faux finishing to furniture, from textiles to technical drawing, from color to codes, from hospitality design to historic preservation.

But just try to find courses on how to sell those skills and services and products. Good luck locating programs on the business of design.
�
Bottom line: many design schools�hinder rather than help their students when it comes to career development.

They dump their graduates into a highly competitive marketplace that requires the kind of sales and marketing insights they didn’t learn in the classroom.

It’s time for administrators at those schools to get down to the business of�teaching �business.

For design schools to be relevant, they have to get real.
�

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That’s my advice to students who are serious — really serious — about a career in interior design.

“Getting real” means enrolling in schools, and taking courses that will prepare you for the business of design.

That, after all, �is what design as we know it is: a business. It’s not a hobby. It’s not a craft. It’s a business.

If you expect to succeed as a residential or commercial design professional, expect to study business. That means learning sales. And marketing. And time management, career and business planning, and self promotion, among other things.

Most�design schools do a poor job of teaching��those real world career and business skills. They spend too much time�discussing �color and space planning�and green design, and too little time��teaching business.

Too�many students graduate with too few sales and marketing skills. They apply to work for a firm — or start their own –without a clue how to present themselves with polish or upsell clients or overcome price objections.

In this highly competitive marketplace and with this new breed of educated customers, it’s not enough for design students to learn about furniture, fabrics and feng shui.

They should study psychology, to better understand their future customers’ behavior. They should study finance, to learn what it takes to be profitable. They should study�speech and �presentation skills, so they can communicate with greater confidence.

And they should study current events, to increase their awareness of the economic and business climate that awaits them.

It’s not worth getting a design degree if you can’t get a well-rounded education in the process.

Get real, students.

Or, get into a different profession.

Design �professionals don’t get a second chance to make a first impression.� That’s why it’s so important for them to to� present themselves with polish from the very outset.

How do you come across in your first meeting with a key prospect? Do you give the impression you’re a striver, or an arriver? A wannabe, or a winner?

Prepare for your meeting by sending your prospect materials ahead of time about yourself and your design services and products. Include information about your clients, your design specialty, awards you�ve won, recognition you�ve received, etc. In addition, refer the prospect to your website.

Come to the meeting equipped with a killer “commercial, ” a concise message that defines who you are, what you do and why you’re special.

Here�s my commercial: “I help design professionals double their sales and income by promoting themselves more effectively.”

When you meet with the prospect, plant your feet shoulder width apart, lean forward slightly and gesture naturally. Initiate a firm, web-to-web handshake.

Make the most of the 17 seconds you have to catch a prospect�s attention. After that,�you may lose that�attention forever.

�

The unreasonable client.

The underachieving employee.

The unprofitable product line.

Those kind of headaches suck up your time and steal your profits.

Let ‘em go.

One of the best ways to gain financial freedom is to eliminate the obstacles to it.

Say “see ya” to the client who bellyaches about your every bill. Bid “bye bye” to the member of your staff with the lousy attitude.

Rid yourself of the products, and stop promoting the design services that never sold, and never will.

�And remember: obsolete marketing materials are more of a hindrance than a help.

Study your stuff.

Trash the moldy, oldy photos in your portfolio. Scrap outdated brochures.� Burn those promotional pieces dating back to 1999. Replace that tired and uninspired
voicemail message.

And look carefully at that personal promotion photo of yours.� Is that really what you look like now If not, lose it.

Fast

The bottom line: you can sabotage their success and compromise�your career by holding on to too much, for too long.