One of  the easiest ways to introduce yourself to a classier clientele is to discuss their window treatments.

That’s because so many prospects nowadays  are so focused on reducing their energy bills. Good  window treatments can help them meet that need — and qualify customers for federal tax credits.

Take the Hunter Douglas Duette Architella collection, for example. Architella shades can save up to 50% of the energy lost through the window, and customers may qualify for a $1500 federal tax credit.

Granted, window treatments may be a very small part of your product mix, particularly if you present yourself as a “full service” design professional.

But many leading design professionals have been successful using window coverings to whet the appetite of  promising prospects, and then selling them the main course: the full service project.

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

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.

This came to mind recently when a flyer showed up on my doorstep from a local window fashion professional.

“Our window treatments qualify for the energy tax credit of up to $1500!!!,” the headline read.

So far, so good.

But the section at the bottom of the flyer raised doubts in my mind about this local professional.

“I’m NOT the pushy ‘buy now or else’ salesman,” he pointed out, adding that he avoids “arm-twisting or gimmicky sales tactics.”

Until he used those words, I hadn’t even thought of those annoying selling tactics. After he did, I did.

It was another example of  design professionals using phrases that weaken the impact of their words.

I discuss “credibility killers” in my book entitled Sell Yourself! 501 Ways to Get Them to Buy from YOU. fredberns.com/Products_SellYourself.html

Here’s a partial list of credibility-killing phrases that I’ve heard design professionals use:

+ “ It’s only my opinion…”

+ “I may be wrong, but….”

+ “You might want to think about this…”

+ “This may not be true, but…”

+ “You may not believe this…”

+ “Take this for what it’s worth….”

+ “To be honest with you…”

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

The difference is, her photos have captions. Chances are, yours don’t.

Marlene, a Glendale, CA. designer who is a coaching client of mine, has an explanation for every one of her photos at www.marleneoliphant.com.

There’s the caption for the “country French kitchen with red, toffee and cream cabinet finishes, copper sinks and hood and a bleached wood floor.”

And there’s one for the mountain home master bath featuring a “heated slate floor and a two-person shower. The window seat conceals a warming drawer for heating towels.”

And check out the photo of the dining space. The caption explains that the “ultrasuede dining chairs clean up easily from wine spills, and the Italian glass table has extendable leaves.”

Because of their captions, Marlene’s pictures have something which most interior design website photos don’t have: meaning.

If you don’t include captions, I gotta problem with the photos on your website.

The photos may be pretty, but they don’t seem to serve a purpose. They’re a waste of my time and your money.

That’s because you don’t explain what you’re showing me — and why.  What’s your point? What do these pictures prove? Why should I care?

Your website photos will have greater impact if you give me guidance. A little caption can say a lot.

Fred Berns is an interior design industry  sales and marketing coach and trainer.

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.

For years you work with a big client– a firm responsible, say, for hospitals, or banks or shopping malls. The design projects and the orders and the money keep pouring in. You couldn’t be happier.

One day, your key contact — the person who brought you in – - quits. The company never hires you again.

Whose fault is that?

It’s great to have a key contact at a corporate client. But that’s not enough.

A key contact can get reassigned.

Or get fired.

Or retire.

Or die.

If you haven’t connected with others at the firm, then see ya later.

You’re gone, too.

Your future with a corporate client depends on how many people in the company you know — and how many know you.

In this era of downsizing, outsourcing, turnover and change, it pays to “go deep” within the company.

Some tips on how to to do that:

Seek contacts from your contact – Ask the person who brought you in for names of others you should know.

Aim high — Request that all of the senior managers and vice presidents attend initial brainstorming sessions.

Gab with the Gatekeepers — Network with office managers, secretaries, executive assistants and others in tune with daily operations.

Bond with the Brass — Seek onging input throughout the project from top decisionmakers .

Play Pool – Set up your “next shot” by discussing additional projects and other services you can provide.

You can never know too many people within the company.

Fred Berns, a trainer and coach, is among the biggest names in the business of interior design.

The most financially successful doctors do the best job of finding their clients’ pain, and prescribing remedies.

Make this the year that you play doctor.

Make this the year that you spend more time identifying your clients’ needs, problems and pains when in it comes to design, and then offering solutions.

Some examples of “pain questions:”

+ What’s your biggest challenge when it comes to updating your corporate offices?

+ What’s your biggest concern when it comes to remodeling your vacation home?

+ What’s your major fear about tearing out all of that carpeting in the lobby?

+ What would it cost you if you don’t install more energy-efficient window treatments?

+ What do you see as the biggest problem in the design of the employee break room?

Questions like those will convince prospects that you care, and will get their focus off your fee.

Fact is, most prospects are more interested in coming up with solutions to their design challenges than they are in paying the very lowest price for a designer.

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

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.

Maybe more.

The ample IP turnout at my “Supersize Your Success” program for the ASID Los Angeles chapter was a familiar sight.

I’ve noticed an increased effort in recent months by showrooms and manufacturers to reach out to design pros at industry events.

What are the other ways for industry partners to connect with designers and others?

A while back, I surveyed managers of some of the nation’s most financially successful showrooms, and they shared these ideas:

+ Conduct designer focus groups

+ Build strong road rep programs

+ Turn the showroom into an event center

+ Keep showrooms looking “fresh” by updating signage, lighting, etc.

+ Smile and dial: call designers often

+ Handwritten thank you notes

+ Meet and eat: take lunch to top designers

+ Interactive showroom and manufacturer’s websites

+ Website columns on how designers can increase sales

+ Newsletters

+ Ezines

+ Blogs

+ Free publicity

+ Speaking engagements

+ Design review book (competition finalists get work published in coffee table book sold in showrooms)

+ Bring in business speakers

+ Make business coaching available

+ Offer business-building books and tapes

+ Ship out product samples

+ Quick response time

+ Flexibility of hours (weekends, etc.)

+ Simplified ordering

+ Customer niche / specialized products

+ Say “yes” when you should say “no” (cover for your customers)

+ Showroom tours

+ Voicemail

+ Think globally (One Dallas showroom sells $10,000 sofas and $70,000 kitchen sets over its website.)

+ Frequent buyer awards

+ Cross market with other showrooms.

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

That will be one of my suggestions in tomorrow’s tele-seminar entitled: “10 for ’10: The Ten VERY BEST Ways to Turbocharge Your Design Business in 2010.”
http://fredberns.com/teleseminar/.

I will  show how “playing the numbers” can help you get much bigger and better clients and projects.

The numbers game can also help you close more sales.

I came upon the following statistics in Jack Canfield’s remarkable book called The Success Principles.

44% of all salespeople quit trying to sell a prospect after the first call
24% quit after the second call
14% quit after the third call
12% quit after the fourth call.

The problem, he points out, is that 60% per cent of all sales are made after the fourth call.

The moral of the story: “No” may simply mean “not now.” So, keep on truckin’ — and callin.’

Fred Berns helps interior design professionals worldwide increase their sales and profits.

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.

If you haven’t already created a marketing plan for 2010, now’s the time to do so.

The book Architect’s Essentials of Marketing, by David Koren, spells out the following  10-step formula for a marketing plan:

1/ The Market: Whom are you trying to reach?

2/ The Mission: What do we want to accomplish?

3/ Current Position: Where are we starting from?

4/ Market Size and Trends: How big is the market? What’s changing?

5/ Competitors: Which firms are we competing against? What are their strengths and weaknesses?

6/ Positioning: How will we position our firm in this market?

7/ Objectives: How are we going to do it?

8/ Responsibilities: Who’s going to do it?

9/ Schedule: When we will check back?

10/ Budget: How much are we going to spend?

The book suggests that you keep your marketing plan to a single page, or two at the most.

Fred Berns trains interior design professionals around the world on sales and marketing skills.

Can you handle another year of declining sales and disappointing revenue, of smaller and fewer projects, of working more for less?

Even if you can, do you want to?

If not, tune into a Jan. 26 tele-seminar entitled:
“10 for ’10: The Ten VERY BEST Ways to Turbocharge Your Design Business in 2010.”

Register for The “10 for ’10” Tele-seminar, and you’ll learn ten strategies that can immediately turn your business around, and dramatically increase your sales and profits.

You’ll discover something you can do to get longer term and more lucrative projects.

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

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

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

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

And something you must STOP doing immediately in order to substantially boost your revenue.

For more information and registration details, click here:  http://fredberns.com/teleseminar/

Remember:  The “10 for ’10” Tele-seminar IS OPEN ONLY TO THE FIRST  35 WHO REGISTER.

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

Now that a challenging year is behind us, consider this: What’s it going to take to make 2010 your best year yet?

Good answers to some basic questions.

You don’t need slick advertising or a glitzy new web site or trendy new product lines to make this your “career year.”

You need answers. Answers to questions about goals, what’s working, and what needs to work better with your design business.

Many design professionals never consider the kinds of issues raised below. That’s why they’re so unfocused and unprofitable.
 

What do you want to be when you grow up?

No-Service-Just-Online-Design.com? Home Depot? Under A Buck Blinds? If not, stop trying to act like or compete with them.

Create your own unique message. Target your own market. You make a great you, but a lousy somebody else.
 

Why you?

Competition has never been tougher. It’s never been easier to buy elsewhere the design services and products that you sell.

What do you offer that your competitors — especially the lower priced ones — don’t?  Don’t say “good customer service.” Every other design professional in your area talks about the same thing.
 

Who’s Lovin’ Ya, Baby?

Kojak, the TV cop, raised a key question there. Who are your blue chip clients? How have you built rapport with them? How do you stay in touch with and generate additional business from them?
  

How Do You Find the Fatcats?

Where and when do you get your best clients? What marketing strategies work best for you? What are you MVP (Most Valuable and Productive)promotational activities?

 What’s Makin’ Ya Money?

What are they buying? What’s your most lucrative product or service? How much of your income comes from your design consultations? From product sales? What percentage of your sales comes from residential clients? From commercial clients?
 

Who’s on Your Team?

Who do you turn to for help when the going gets tough, as it did last year? 

Do you have–or can you create–an advisory board with a financial advisor, a lawyer, a business coach? Who are your mentors? Are you aligning yourself with top clients and/or allied professionals?

Fred Berns is a trainer and coach for interior design professionals around the world.

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.

The question: How can I work with better clents?

The answer: Ask your better clients.

Your best customers can and will help you build a higher caliber clientele.

They can introduce you to people they know who appreciate fine design and quality products. And can afford them. And who want to establish a long term relationship with a design professional.

All you have to do is ask.

Your best customers can be your best marketing representatives.

They can give you testimonials and referrals. They can tell you which local organizations to get involved with. And which local publications to submit articles to.

Maybe they can even introduce you to local realtors or builders or facility managers.

All you have to do is ask.

And there’s no better time to ask than now. The holiday season provides a fine opportunity to take your best clients to lunch, and  seek help from, as well as give thanks to your best clients.

What better season to express your appreciation for their business? And, what better setting in which to ask for their suggestions on how to build your business?

+ Four Magic Words

“I need your help.”

Those are the words I advise my coaching clients to use when they take a client to lunch.

What surprises these design professionals is how positive is the response.

They’re amazed how flattered their customers are to be asked, how eager they are to help, how willing they are to make personal introductions, to track down information and assist in any other way they can.

Your best customers know you, and like you and want to help you. Often, they have insights about the high end market that you don’t. They can answer the questions that you can’t.

You best customers can and will open doors for you.

All you have to do is ask. 

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