Welcome to the Six Figure Designer Blog! It’s Pam Durkin here, and I’m the “Closing Coach” for interior design. Why the Closing Coach? Because I routinely close lucrative design opportunities quickly, and I want to share these insights with you.
Recently, I managed to close a five-figure design fee in just five days, and I think dissecting this process could be useful. Whether you’re attending my upcoming December 5th workshop, “How to Close a Five-Figure Design Fee in Five Days,” or just curious, let’s dive in.
The Secret Formula: Referral Network & Qualifying Process
Two crucial elements in fast client closures are an excellent referral network and a strong qualifying process. Creating and nurturing a good referral network pays off quickly. Moreover, having a written qualifying process is essential. It allows you to notice patterns and signs from potential clients, helping you decide who to pursue or not.
The Client Audition: Qualifying Over Several Conversations
As I always say, it’s important to qualify a project over several conversations. It’s not just one moment but a series of interactions that tell you whether this potential client is a great fit. Don’t rush to disqualify someone based on incomplete information, such as a budget number in your website form. People often don’t know what they truly need or want until they speak with you.
Consider offering introductory services around exploring budgets or needs. This could help build relationships and ensure both you and your client have skin in the game.
Real-life Success: Five Days to Closing
Recently, a referral from a past client approached me. This client had acquired a luxurious condo and needed extensive design assistance. From their first contact via my website to securing a design fee, it took just five days. Here’s what happened:
- Timely Response: I connected with the lead within an hour. Prompt responses significantly boost closure rates.
- Structured Qualifying: We progressed through a detailed four-step conversion process. Listening more than speaking and asking open-ended, natural questions fosters understanding and rapport.
- Understanding Client Needs: Discovering the couple’s backstory — recent widowhood and a new beginning — helped frame their design aspirations. Clients’ motivations often hide beneath the surface, requiring gentle probing and empathy.
- Proposal Speed: I share my design proposals within two days, maximizing client interest and momentum. Remember, money loves speed!
Creating a Perfect Client Fit: The Audition Process
Think of the initial meetings as a client audition. You are steering this audition, assessing if this project aligns with your vision. Keep an eye on multiple green checks like mutual respect, communication, budget flexibility, or location to ensure it’s the right fit.
Let Them Fall in Love With You
Remember, before clients award you their project, they should fall in love with you — your charm, your skills, and your creativity. Allow them to experience your magic firsthand before diving into the nitty-gritty details like budgets.
A thoughtful and strategic approach can accelerate client closures and foster meaningful connections. For those interested, my workshop on December 5th delves further into these tactics. To sign up send me an email at [email protected]
Let’s Connect and Grow!
If you’re keen to explore more about crafting processes that close clients quickly and efficiently, feel free to reach out. For detailed insights, especially on luxury clientele, tune into podcast episodes 66, 67, and 70 to 72, where I unpack the nuances of premium design projects.
Thank you for joining me in discussing how to close a five-figure design fee in five days. I look forward to hearing your success stories and welcoming you to my workshop. Until next time, take care!
Make sure to listen to the full podcast episode here as well as my other blog posts http://www.pamela-durkin/marketing-by-design.