You know how we've all got those "contact us"
forms on our websites?
Well, a few years ago, I got one of those by email from my website.
The potential client talked about redoing her great room and dining room and said she had a "budget" of $15K.
Now, when I started out back 20+ years ago, I'd have jumped at that. But today, I'm more experienced and selective so I
hesitated.
Maybe I could refer it out? Then I thought that if I was going to do that, I really wanted to find out more so I scheduled a Discovery Call.
(If you want to learn about what that is and how it can increase your bottom line, join us Friday, HERE.)
We had a great chat for about an hour. She answered all my questions and told me a bit about their lifestyle.
She was eager to fill out my lifestyle questionnaire and booked a Home Review (join me Friday for how to)
I don't do free consultations (do you?) so this was a $750 charge for me to provide a report of the design potential in her entire
home.
When I met with her and her husband, she walked me through each room and into the back yard.
She had some lovely landscaping and a pretty pool. I must have forgotten my filter that day because I looked her right in the eye and said...
"The scope of the project has grown a lot since we first spoke, have you considered a home equity
line?"
Then she said, the greatest line a client has ever said to any designer (drum roll, wait for it...)
"Oh, we've got money!" (It was all I could do not to do a chaching noise right out loud.)
I quickly understood she was the primary breadwinner and decision maker (you've got to know this and skip any assumptions.)
Over the next 45 days, they had right of refusal on everything, but said yes to it all and the project soared to $150k. They loved the transformation.
No selling, no pushing, and never any manipulation, just a willingness to use their "budget" as a starting point instead of an end point.
Does this happen with every project? NO. Some double or triple instead. It's rare
that there isn't some kind of increase, really.
That's a key piece of what I'm teaching you this Friday at NOON LIVE ONLINE!
Here's what you'll learn in a nutshell:
**How to Establish Trust and Build Rapport BEFORE You Meet Your Client
**What Every Client Wants to Know BEFORE They Consider Working with You
**How to Ditch Free Consultations and Get Paid for Your Brilliance Always
**What Holds You Back from Earning What You Deserve and How to Fix It
**How to Stop Leaving Money on the Table and Increase Every Project
Value
This is the first in a 6-part series, once you register, you'll get access to all 6.
And yes, if you have a conflict, there will be a replay for a limited time, you will miss the LIVE Q&A.
Worksheet will be out tomorrow that you can complete while in the training and have a detailed process map to work from.
There's also a ninja mindset trick I want to show you, is that cool?
Let's Prosper by Design, together.
Hugs,
Melissa
PS. Forward this to colleagues, friends, family, and those in design whom you want to support in their success. When we create a bigger pie there is more for everyone! Be
generous.
___