It doesn’t take rocket science to attract bigger projects from better clients, and get higher profits in this challenging economy.

It takes seven simple strategies.

That’s the message I’ll share during one of my presentations in Louisville, KY. on  Sept. 8 at Inspire 2011, the national conference of the Window Coverings Assn. of America.

“Supersize Your Success: 7 Steps to Peak Profits in Challenging Times” is one of two programs I’ll present at the Inspire 2011 event. Program #2 is entitled:“Market Smart: Make a Big Splash with Little Cash.”

The CEU-accredited “Supersize” program in a nutshell:

+ Sell Yourself! Your most important sale in times like this is the Personal one.

+ Fail More. Only when you put yourself out there more, can you SUCCEED more.

+ Build Buzz on your Website. The more timely, relevant, and interactive it is, the more business you’ll get.

+ Sell “Now” as well as “Wow!” Tell why now is the very best time to invest in your design services and products.

+ Top-down Selling. Save your best for first.

+  Serve “Appetizers.” Attract wary prospects with introductory programs that can lead to major — and multiple — projects.

+ Don’t Quit. The most successful design professionals are the most persistent.

For Inspire 2011 information, visit: www.WCAA.org.

Fred Berns is a business coach for window covering specialists and other design professionals worldwide

It’s should remind you that your biggest challenge in this challenging economy isn’t just to get customers to buy.

It’s to get them to buy now.

You simply can’t afford to let prospects stand by, to think about it, to hold off for now, to shop around a bit. It’s dangerous to let them play the waiting game.

You can’t afford to let them use “This Economy” as an excuse not to buy now.

You can’t sell when they sit. When they snooze, you lose.

Their procrastination is your poison.

Maybe your competitors are willing to fall for the stall, settle for “someday,” and let prospects walk out of their showroom — and out of their lives.

You can’t. Not if you want to thrive, rather than just survive in 2011.

“Why you?” used to be the question foremost on a prospect’s mind.

Now there’s a second one: “Why now?”

Here’s where you have to create immediacy.

Here’s where you must convince them that this isn’t just a good time to invest in your design services and products, it’s the BEST time.

Procrastination is a kind of price objection — and the feel-felt-found strategy is one good way to overcome it.

Say: “I understand how you feel: the idea of buying a new kitchen now IS scary, because it’s expensive.”

“Other clients felt that, too. But they found that buying now helped them immediately reduce energy costs, lock in lower prices on materials and labor, and enhance the value — and eventual resale value — of their homes.”

Your best strategy now is to use the economic downturn to your advantage.

How? By explaining why it’s exactly why a prospect should buy from you now.

Say, someone tells you that this economy is why they can’t afford your design services now.

Your response?

“This economy is precisely why you should invest in our services now.”

“Financial gurus say your home is your most important asset, your ‘safest haven’ in times like these. Well, we can help you increase your home’s value and prepare it for resale.”

Other ways to use this turnabout technique:

This is exactly the time to invest in our design services because we can help you…

… install more energy-efficient window treatments in your lobbies.

… make more efficient use of space in your corporate offices, now that you’re downsizing.

… update your models, so that you can move the condos more quickly.

… modify your kitchen and bathrooms so that you can save on water bills.

… finish the basement, and add a bedroom that you can rent out.

…save money now, rather than pay higher prices in the future on things like furniture and fabrics.

Those design professionals most adept at addressing “this economy” will be the most successful this year.

Fred Berns is a business coach for interior design professionals and interior design industry partners nationwide.

Whine all you want about the real estate market and other challenges, but your mistakes could be causing your misfortune.

See how you score on this list of the Ten Biggest Design Business Blunders, taken from the audio program entitled: “12 Reasons You Earn Less Than You Could…and Should.”

+/ Passing up Possibilities. Obsess over obstacles and you miss opportunities.

Help clients add value — and eventual resale value– to their homes and other properties. Give them design solutions that will reduce their energy bills.

Also, move in where competitors drop out.

+/ No niche. The most financially successful design professionals are the most specialized.

They build their brand and profits by reaching out to specific demographics (say, California’s luxury residential market) and offering appropriate services.

Sure they diversify, but only within their niche.

+/ Forgetting Your Fans. If you’re spending most of your time “prospecting,” you’re wasting it.

You’re seven times more likely to get business with a current client than a prospect. And, it costs five times as much to attract a new customer as it does to retain an existing one.

In uncertain times like these, your current clients need you more than ever. Serve them.

+/ Falling for the Stall. You can’t afford to let customers use “This Economy” as an excuse not to buy now. Their procrastination is your poison.

Create immediacy by explaining how the current economy is exactly why they should invest in your services now.

Tell them how acting now will assure quicker delivery and help them avoid price hikes, say, for furniture, fabrics, and shipping.

+/ Assinine Assumptions. Predicting what clients can’t afford is bad business. How do you know what’s in their bank accounts?

You do clients –and yourself– a disservice by not offering your best design services and/or product lines because you assume they can’t afford them.

Present your best, before discussing the rest.

+/Wimpy websites. It’s your most important marketing tool, but is your website securing or scaring away business?

It’s hurting rather than helping you if it doesn’t differentiate you, isn’t updated regularly and is too wordy and difficult to navigate.

+/ Flying Solo. Don’t go it alone. Align with allied professionals by trading referrals, exchanging client lists, and collaborating in advertising.

Hook up with vendors and suppliers, and seek their help with your website, seminars, and other promotional activities.

+/ Holding onto Hardship. Underachieving employees and unprofitable profit lines bring you down in times like these. Get rid of them.

Figure out what’s working for you — and free yourself from what isn’t.

+/ Giving in. When you succumb to price pressure and cut your fees, you diminish your value.

Your expertise is worth more, not less in challenging times. When customers question your price, question their priorities — other than the lowest price.

Remind them you can save them time, headaches and, yes, money.

+/ Giving up. What you face now isn’t a problem. It’s a test — of your will, persistence, and courage.

This is no time for pity parties. It’s a time to dig deep.
The design industry’s top dogs at some point all fell down. Then they stood up. And they pushed on. And they never, ever gave up.

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

How can you set and get higher fees in this challenging economy?

What do you say when clients say you’re too expensive?

You’ll get answers to those and other vital questions in a tele-panel scheduled for next Tuesday, Dec. 7.

The program is entitled Smart Pricing Strategies In the New Economy.

I’m one of five panelists, along with David Shepherd, Lloyd Princeton, Michelle Williams and Ashley Whittenberger.

For details, and registration information: http://bit.ly/telepanel

I look forward to helping you take charge of your pricing, and earn the income you want and deserve.

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

Looking to prepare yourself for a career year in 2011?

Then you should look to take advantage of a 50% savings on the Digital Audio Success Series, the best selling downloadable audio collection for interior design professionals and design industry partners.

Order by 5 p.m. (Eastern time), Mon., Nov. 8, and you can download all eight audio programs for only $73.50. After that, the regular price of $147 will apply.

Download this series, and you’ll hear about connecting with higher caliber clients, overcoming price objections, setting and getting higher fees, and closing more sales.

Learn how to do million dollar marketing on a shoestring budget. And how to design a killer website.

And how to work less and earn more. And how to recession-proof your design career.

The Digital Audio Success Series is an outstanding toolkit for the business skills you need to earn the income you want.

Remember, you can download the Digital Audio Success Series for only $73.50, a 50% savings off the regular price, if you order by Mon., Nov. 8.

For more information, and ordering details, click here: http://fredberns.com/audio_success_series.html

Let your “gut” be your guide.

When judgement questions arise, look inside before you look outside for answers. Rely on your instincts.

Go with your gut when:

+ the contract raises more questions than answers

+ the project for which you’re hired doesn’t feel right

+ the caller seeks too much pricing information

+ the hot prospect doesn’t return your calls

+ the new client questions your every move

+ the old client falls way behind in payments

+ the vendor falls way behind in deliveries

+ the sales rep demands full payment up front

+ the social networking campaign takes too much time

+ the website designer knows nothing about interior design

+ the publication wants you to advertise before it runs your article

+ the talented job applicant doesn’t look you in the eye

+ the job with the design firm seems too good to be true

On issues like those, you’re better off following your intuition.

If you don’t like what you see, hear, or feel, make a change. Now.

When it comes to those “judgement” calls, there are lots of “experts” out there to advise you.

Business partners, for example. And spouses. And other design professionals. And allied professionals, subcontractors, vendors, lawyers, accountants, mentors, coaches and consultants.

Trouble is no one knows you like you.

No one else has walked in your shoes, and survived your bad times, and thrived in your good times like you.

Their intentions are good, but your insights are better.

Listen to yourself, and believe what you hear.

The answers that aren’t in your head may be in your gut.

Fred Berns is a sales coach and trainer for interior design professionals and design industry partners worldwide.

You may recall my recent post in which I stated that “budget questions limit their thinking — and your income.”

But Phil, who runs Norman Design Group in Torrance, CA., has a dissenting view:

i find budgets a valuable tool and use them with great success.  why speak of a 300k kitchen , waste time my time and their time and find out they had 200k to invest?

if you are an architect – do you design a 4 million dollar house when they have 2 million?

Fred- i like your posts but this one is off.  i agree with upselling options but this advice is bad, especially for young designers entering a world that already considers designers as “spending all the money”

we only have so much time so i try to get to the bottom line fast and provide solution and also provide solutions out of their budget but tell them prior so they are educated.

why try to sell a limited edition maserati when they wanted a porsche?  one word for that ……

Phil Norman ASID
Norman Design Group

What do YOU think about asking clients about their design budget?

Good idea? Bad idea? Please send your thoughts to me at Fred@FredBerns.com.

There’s no better time than now to abandon habits that hinder more than help you.

Want to be more profitable? Then STOP…

+ selling only “stuff.” Clients can get nice cabinets elsewhere, but they can’t get you elsewhere.

Promote your service and yourself.

The most important sale you’ll ever make is the personal one.

+ qualifying. Why waste time – yours and your prospect’s – asking questions that you hope will determine if they can afford you?

Inform them, instead, that they should look elsewhere if they’re seeking the cheapest fabrics or furniture.

But they should hire you if they’d like to work with, say, a home automation specialist with 20 years experience serving a variety of clients with a variety of budgets.

+ asking about “budget.” Prospects don’t have one.

They don’t have a clue what design professionals do, or how they work, so how can you expect them to have a realistic idea about what they want to spend on your service?

Focus instead on their wants, needs and priorities, then let them know your cost for fulfilling them. That will help them determine how they’ll invest their money.

+ closing deals. Your goal, instead, should be to open long term relationships.

Your best customers are your current ones. It’s easier, and more lucrative to do repeat business with a few good clients, then to close single sales with lots of individual customers.

+ resisting price objections. View them as opportunities rather than obstacles. They enable you to differentiate yourself from competitors who charge less.

And, they’re buying signals. Studies show your chances of closing a sale are substantially higher when price objections are raised.

+ apologizing for your price. You’re a unique, one-of-a-kind design professional who saves clients money, time and headaches. You should be compensated accordingly.

Fred Berns offers personal coaching services for interior designers and design industry partners worldwide.

Now you can close more sales and seal more deals and get higher fees with much less hassle.

That’s because now you can download a program on how interior design professionals can excel at selling.

Now available is a downloadable learning tool called Superstar Selling for Design Professionals.

The investment for this digital audio program will be $147 in mid-Summer.

But you can get it at the SPECIAL INTRODUCTORY RATE of $77 if you order by Friday, July 9.

Superstar Selling is a two-hour audio program focusing on what it takes to substantially boost your sales.

It spells out the top selling strategies of the world’s top interior design professionals.

This program teaches you how to dramatically increase your closing ratio, overcome price objections, present yourself and your pricing with polish, turn contacts into contracts, up-sell and cross-sell, hang tough when times are rough, and much, much more.

What we have here is the ultimate digital sales resource for design professionals.

Remember, you can invest in the Superstar Selling digital audio program for the INTRODUCTORY RATE of $77 if you order it by Friday, July 9.

After that, the regular price of $147 will apply.

For ordering and other information:
Superstar Selling Download 

Not in this economy.

Interior design may be your passion, and creativity your gift, but salesmanship is your key to success.

If you think you’re “just a designer, not a salesperson,” you’re in denial. Chances are you’re in debt. And you’re not likely to be in business much longer.

To make it to the top today, you have “star” at selling.

But how?

For starters, you have to sell yourself. You need to come across as a unique, 1-of-a-kind design professional.

 You must convince buyers that if they want what you sell, they absolutely, positively must come to YOU to get it. No matter what you charge.

Selling like a Star means asking more prospects more questions. That’s how you identify their pain, and present yourself as the remedy.

Selling like a Star means creating immediacy, selling “Now” as well as “Wow!”  And spelling out bottom line benefits, like energy savings and enhanced home value. 

And preparing for every “Question from Hell” and price objection, so you can turn  bellyachers into believers.

Selling Like a Star means up-selling and cross-selling, pedaling the window treatments as you lay out the furniture, or offering to do the corporate offices.

And discussing “Phase II” before you start Phase I.

Selling like a star means simplifying the buying process in tough times, offering flexible financing and pricing packages.

And selling like a star means selling while you sleep, offering products, floor plans and more from your on-line store to buyers worldwide

You can’t sell well unless you rid yourself of these Terrible Ten Selling Sins of Design Professionals: 

1/ Failing to Chart Your Course. A design professional without a sales plan is like a ship without a rudder.

2/ Failing to Qualify Prospects. If they can’t afford your price, you can’t afford to waste your time.
 
3/ Failing to Play Doctor. You need to find out what really hurts. Hint: It isn’t your price.

4/ Fear of Price Objections.  Welcome them!  They’re buying signals.

5/ Cutting Your Price Without Cutting Your Service.  If they want to pay less, you should provide less.

6/ Missing Signals. Questions about delivery, warranty, service, etc. mean they’re ready to buy. Are you ready to sell?

7/ Failing to Ask for Referrals. Ask, and ye shall receive. Don’t, and you won’t.

8/ Failing to Upsell.  Excuse me you left something on the table: Money.

9/  Failing to Ask for the Sale. How else can you seal the deal?

10/ Failing to Sell Yourself.  The most important sale you’ll ever make is the personal one. 

Fred Berns is the foremost business coach and trainer for interior design professionals and design industry partners worldwide.

The solution: raise the price issue before they do.

Conventional wisdom is that talking about your fees too soon will force a prospective customer to rule you out before you fully explain your services.

But, if you question their ability to pay, that can be a good thing. It can save you time now – and save them sticker shock later.

Determining the budget for your prospects can be difficult. If you can’t qualify them, try disqualifying them.

Begin by saying: “Let me tell you what I can’t offer you. I can’t offer you the lowest price for… (this floor plan, these wall coverings, etc.) If they balk, “disqualify” them. Politely explain that there’s no point continuing the conversation.

If they can’t afford your price, you can’t afford the time.

If they don’t protest, inform them what you can offer them.

Like the benefits of your 20 years experience working with, and solving problems for hospitality firms. Or the kind of personalized, customized service that’s unavailable from cheaper competitors.

 Or expertise about window treatments that are safe for children – and will increase their home’s resale value. Or access to a full array of highly-skilled subcontractors.

Disqualifying enables you to rule out those prospects seeking the lowest price for design services and products.

And it helps you connect with those who can afford to pay the kind of prices, fees and margins you need to make to reach your financial goals.

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

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.

Madeline Lester thinks not.

Madeline, ex-president of the International Federation of Interior Architects and Designers(IFI), believes that inadequate communication skills is among the biggest challenges facing design professionals today.

“Too many designers can’t articulate the process,” Madeline, an Australian designer with 35 years experience with residential, commercial and retail clients, says. “Then they submit their bill for 50 or 60 hours, and the client doesn’t understand what they’re paying for.

Madeline contends that design professionals must be far more “strategic” in how they present themselves and their projects.

“How we interpret our work is greater than the end product,” she points out. “It’s not enough to show color boards and sample boards. We need to show and explain the process we go through.”

Madeline, who is on the program with me as a speaker at the IFI conference in Dubai Nov. 9-15, also believes that designers in this challenging economy must do a better job of communicating what makes them different and unique.

She notes that one outcome of the “very tough time” facing design firms worldwide is that principals at larger firms are handling more mundane tasks.

“You see senior managers doing the work themselves–working at the drawing boards and computers and managing projects from start to finish,” she says.

IFI (http://www.ifiworld.org)  is an organization representing 70 member groups and 65,000 interior design professionals in 45 countries.

Fred Berns provides business skills training and coaching to design professionals around the world.

You have a choice, you know. As the economy slowly recovers, it will be as easy to attain one as the other.

All you’ll have to do is put your mind to it…and decide.

In the past, too many design professionals made that decision without even realizing it.

They chose to lose.

They chose to charge too little. And to give away their time and expertise. And to work with low budget clients. And to cave into price objections.

They chose to struggle, rather than succeed.

They have every right to make that choice, of course. So do you.

Just understand, that if you choose to think impoverished thoughts, you get impoverished results.

If, on the other hand, you practice prosperity thinking, abundance flows into your design business and career.

Would you choose prosperity over poverty in your future?

• порно инцест мама

If so, choose now to:

+ seek higher end clients, and charge high end fees

+ convert single sales to long term relationships

+ avoid prospects who can’t afford you

+ focus as much on making money as saving it

+ make the most valuable use of your time

+ delegate tasks that don’t generate income

+ bill for all your time, all the time

+ present your prices with pride, not apologies

 Fred Berns is the nation’s foremost trainer and coach for interior design professionals

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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.

227 things, in fact.

If you’re tired of waiting for the economy and your design business to turn around, check out the new collection of 227 strategies to generate instant income.

The Design Business Fit Kit is a set of sales and marketing materials designed to help you rev up your revenues NOW.

And now is the best time to invest in this toolkit of books and tapes.

Order the Design Business Fit Kit by 11:59 p.m. on Fri., July 10, and you’ll save $120 off the regular price.

That’s a BIG savings on a collection that will immediately give a BIG boost to your bottom line.

Here are quick-fix ideas to IMMEDIATELY increase your sales, profits and income.

You’ll learn everything from instant add-on selling techniques, to shortcuts to overcoming price objections, to fast ways to turn single sales into long term relationships.

Now, you can get 227 ways to maximize your sales and income in a hurry.

Now you can find out how to get instant commitments and quickly turn price bellyachers into believers.

And between now and July 10, you can save $120 off the regular price of the Design Business Fit Kit.

For more information on the new Design Business Fit Kit, click here:
http://fredberns.com/Products_FinancialFitKit.html 

If the right clients aren’t coming to your table, you need to serve them appetizers first.

Tremors 4: The Legend Begins dvdrip In tight times, convincing new prospects to agree to major projects is challenging. That’s where the appetizers come in.

“Whet the appetites” of  wary prospects with introductory programs that can lead to major — and multiple — projects.

Hustle & Flow movies

Introductory programs like:

+ Buy the Hour Consultations, in which individuals seeking “only advice” can get yours — for an hourly fee.

+ 45-Minute Makeovers

, where you provide a quick “capsule” of their design and remodeling needs.

+ Room Reviews, in which you focus all of your attention on a single room.

+ Interior Design Energy Audits, where you supply a checklist of energy saving tips for everything from window treatments to lighting systems.

Each of these “get to know you” programs is an easy first step to take for even the most skeptical prospect.

Once you get your foot in the door, you can upsell, cross-sell and ask questions that can lead to long term,and lucrative relationships.

Jungle 2 Jungle psp

Fred Berns is the interior industry’s leading sales and marketing trainer and coach.

Grumpier Old Men release

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

oxytrol

+ Million $$$ Marketing on a Shoestring Budget

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

ultramed

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

The Postman trailer

See No Evil, Hear No Evil full

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

hunky dory mp3 download

Miss Potter full

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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• Sleepy Hollow full

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

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

Dumb and Dumberer: When Harry Met Lloyd movie full

• Doc Hollywood

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?

Maid in Manhattan video

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.

Well, you can — and you will — if you adopt the turnabout technique.

That’s a strategy in which you explain how this economy is exactly the reason why a prospect should hire you.

The Jazz Singer video

Say, a prospect tells you that the financial crisis is why they can’t afford your design services right now.

Your response?

“This economy is exactly why you should invest in our services now.”

“Financial gurus say your home is your most important asset, your ‘safest haven’ in times like these. Well, we can help you increase your home’s value and prepare it for resale.”

The Dancer Upstairs move Other ways  to use the turnabout:

This is exactly the time to invest in our design services because we can help you…

… install more energy-efficient window treatments in your lobbies.

… make more efficient use of space in your corporate offices, now that you’re downsizing.

Pollyanna buy … update your models, so that you can move those condos more quickly.

… modify your kitchen and bathrooms so that you can save on water bills.

… finish the basement, and add a bedroom that you can rent out.

…save money now, rather than pay higher prices in the future on things like furniture and fabrics

 So, how do you determine your  turnabout phrase? Finish this sentence:

This economy is exactly why you should invest in our design services now because…

How well you complete that sentence will determine how profitable you will be in coming months.

Ever hear that phrase: ”Turnabout is fair play?”

Well, nowadays  it’s also a helluva way to increase your business.