*If you live in the NYC/Tri state area and you’re challenged by selling upper end, premium goods to your clients, I am speaking at Rose Tarlow Melrose House at the D&D Building Fall Market on Thursday 10/11 from 1:30-2:30pm on “Selling Premium.” Call 212-750-7700 and reserve your seat. It’s going to be awesome and I’d love to see you there!!!
…for responding to the survey for Pricing Design 2012. We are nearing completion of collecting data and expect to have the new program sent off to ASID/IDCEC for CEU’s by mid-May. You still have time to take it, though.
And a warm thank you to those designers who accepted the offer of a 30 minute complementary coaching call in our appreciation of their participation in the survey. I learned a lot by talking to you and hearing the challenges you are facing today – with this new and ever changing client, with the shifts in the economy, and with the evolving industry that we are in.
There were some recurring questions from designers that I’d like to share with you in this and future blogs so that you can benefit from what we discussed. A common question among designers was related to the new shopping habits of end users…and how to say ‘No’ when it’s really not your client.
First, how do you know it’s not your client? Have you articulated your ‘ideal client’ so that you are targeting your marketing messages in language and in images specifically to them? If not, then it might be that you just don’t want to work with this particular end user for other reasons, and reasons that may be valid, such as:
They’ve never worked with a designer before and don’t really understand the value in using one
They have a significant gap between the quality of product/services/construction that they want and what they are willing to pay for it
How they want to use your services is not the way you work
Y0u aren’t on the same page aesthetically (design mis-fit)
You don’t get a good sense or feeling about them (emotional mis-fit).
The challenge is how to walk away with grace and gratitude for the opportunity. Try this:
“At this time, I don’t think that our objectives and styles are in synch at the level they need to be for this project. Have you considered working with a retail designer or I might suggest a couple of designers I know who do work on projects like yours?”
Then send them a thank you note for their time and engagement in seeking the skills of a professional as they renovate their home. This is a great example of the only investment on your end was TIME, since you didn’t give them any of your talent other than the questions you asked them. Let me know what you think.