Many of us in the interior design industry often wish we could focus on the art and aesthetics while letting the sales side of things fall into place. Though it might not be the most glamorous part of interior design, it's still incredibly important.
Even though a beautiful website and an interesting social media presence may go a long way toward generating interest in your services, you still have to go out and close the sale personally.
But first, before you start the pitching process, you should filter your prospects. Ensure you're pitching your services to the right clients. This means targeting clients who are likely interested in your offer and who have the budget to hire you. Once you've identified good potential clients, it's time to polish your pitch. This is where you'll need to be creative and sell your services. What makes you unique, and why are you the best interior designer for the job? Let's look at how you can answer these questions in a 4 step process that will help you pitch, sell and seal the deal.
Pitch and Close More Projects as an Interior Designer in 4 Steps
As an interior designer, you have the unique opportunity to help clients bring their vision to life. But before you can do that, you need to land the project. So let’s dive right into the 4 steps to help you pitch and close more projects.
1. Create a Stunning Portfolio That Wows Clients
During the initial meeting, your portfolio is the best way to show your skills and capabilities. A variety of design styles should be represented so potential clients can see the range of your work and get an idea of what they might be interested in. You can use photos of previous projects or 3D renderings to give them a realistic sense of your usual style. Creating a portfolio organised by style and room type is essential so you can easily access your work during the meeting.
2. Know Thy Customer
The number one rule of sales is getting to know your customer. This is where all the magic happens. They will want to know everything about your work, and you should know everything about their requirements. This way, you can tailor your presentation to their needs and wants, increasing your chances of closing the deal.
So what questions should interior designers ask clients? Content Snare has put together a comprehensive list of questions you should ask potential clients to get to know them and their requirements better.
Client briefs are essential for any project's success. Here are some important points to consider when analysing your client's needs:
1. Make sure to listen carefully and take note of their requirements in detail.
2. Understand the family size, lifestyle, hobbies, and likes and dislikes to understand their design sensibility. You can do this by exchanging images and asking questions about them.
3. Visit the site so that you can get a better understanding of the views and lighting.
4. Incorporate the basics of Vastu where possible.
5. Understand site limitations like structural elements and plumbing so you can work around them.
6. Pay attention to spatial planning and try to think on your feet while presenting the layouts during the pitch meeting.
7. Understand the client’s budget and provide a balance that works with the budget, function and aesthetics.
8. Emphasise design details of user groups like children, senior citizens etc.
9. Use empathy, and personal connection as interior design for homes are emotional journeys.
Now that you know what your client needs, show them how you can help. This is going to be your moment to shine. Debunk common myths about interior designers by showing them the value your service can provide.
3. Effective Design Is the Most Wondrous Sales Pitch!
As an interior designer, creating stunning presentations can give you the edge over your competition and help you win more projects. Even the most innovative and well-received ideas need a strong presentation to get them out of the planning stages. It's important to give your clients the big picture and put everything into context to understand how your design will come together. Consider using mockup templates and distributing design samples ahead of time, so the client understands what the final product will look like. Going the extra mile increases the chances of impressing potential clients. The closer your working prototype comes to the real-life design functionality, the closer you will be to sealing the deal.
4. Hit the Nail on the Head With This Handy Tool
As an interior designer, you will come across various clients. Some will be friendly and supportive, while others will be more specific about their requirements. Whoever you work with, it is important to remember that ideas don't sell themselves. The key is to adapt your sales strategy to suit the customer.
For example, if a client is unsure of which option to choose, it may be helpful to provide them with an estimation of the costs of different available options. In these situations, Hipcouch's Cost Estimation Tool can be extremely handy. This tool provides real-time cost estimates and rate analysis to interior designers and was designed in collaboration with experienced architects and interior designers. You can provide clients with accurate cost estimates without delay, making the process quick and easy - just how it should be.
In The End, It Does Matter
A little extra effort can go a long way. It can be the difference between gaining or losing a client.
So ensure you’re prepared with multiple design options that best suit your vision and the client's requirements. This will show them that you're flexible and have many great ideas. Also, include all the key documentation - such as 2D and 3D floor plans and several 3D visualisations - to present your work in its best light. When presenting your designs, explain your vision for the space and how each design option would achieve the overall objective.
Selling your designs can be daunting, but it's a necessary milestone if you want to see your designs come to life. Learning to present your design ideas convincingly, pitch them confidently, and "closing" the sale are important skills that will come in handy throughout your career.
For any questions, you can always reach out to us on our website.