Remodeling design jobs can be highly profitable, and one of the ways to do that is to have the furniture included. Every designer wants to complete the furniture/design portion, but you struggle with this because the client often wants to wait.
Then you, the designer, end up losing out on doing the furniture.
But the client does want that interior design/furniture portion because they see it on TV. They want the big reveal, but on their side, it can be a bit too much to grab all at once. By the time the remodeling is finished, they are so over the construction “over runs” and tired of the mess and people in their house for six, eight, or twelve months that they just want you to leave.
Designers have to realize that this is the client’s mindset and be understanding about it.
Here’s a strategy to get around that:
First, you want to include your furniture budget in the overall budget for the design job. Even though the client may not be interested now, go ahead and do a Budget on the Fly for the furniture piece so that they know what that portion costs. They still may not agree to it but leave it there; now they know the cost.
Now you can plant another seed…
When you get into those finish selections, you will need to plan with your client what those spaces are going to look like and how they are going to be used. You will need this information to provide the correct background for what those ideas will look like when the rooms are finished.
When you’re having this discussion with the client, you’re building their imagination around what the space will look like and the furniture needed to make it happen. You might even show a few pieces to create a clear picture for your client. You’re building an imaginary room without being pushy. No selling allowed here.
Once the finish specifications are done, you will invite the client back in on the furniture. You can show that it’s a great time to add in the furniture as it can take many months for items for delivery these days. The sooner it’s ordered, the sooner your clients will have a finished room.
This is just a second invitation. It’s not pushy or salesy at any point during this process.
In order to do this, you have to control yourself a little bit because you may get declined the first time around. And that’s okay. You can respect it, but that doesn’t mean you can’t bring it up again in a polite, soft way.
You also have to keep your brain from deciding that the client won’t do it. If you have that mindset, it won’t work. It’s not your job to figure out what your client wants to do or manage their money. You’re just supposed to invite them in again.
Your job is to help the client get ALL of what they want.
When you do that second invitation, the client is often ready to step into it. They are excited about their new space. They love their finishes, and they know the vision for the completed room, and it’s not nearly as overwhelming as it was before.
In fact, you’ve intentionally and carefully set it up for them to know what it all will cost, look and feel like.
Doing the second invitation right after you do finish specifications is important because they shouldn’t be into construction overruns at that time. There should be plenty of money available to do it. But even if that isn’t the case, the reality is that when people decide they want something, they will find the money for it.
Watch the video above where I explain how this highly successful strategy produces clients who typically agree to purchase furniture with the remodeling job. And by the way, it also makes for really nice photography when the job is complete. It’s also the sort of thing that you would want to post to your website and show that you do bigger projects instead of just a kitchen or bathroom.
If you’d like to discover more strategies like this one, we’re taking a deep dive soon in a FREE webinar called…
Own That Remodeling Job and Get Paid What You’re Worth
Look for a sign-up email and join us!
Until next time, design something beautiful and get paid what you’re worth.