Selling Luxury Clients – Part 3
We are going to talk about selling luxury clients again today.
In part 1, we talked about the importance of an abundance mindset when it comes to attracting your ideal clients.
And in part 2, we discussed how micro-jobs are holding you back from your ideal clients.
So, once you’ve gotten your mindset right and let go of the little jobs that aren’t serving you or your business, how do you find these luxury clients?
That’s what I’ll be sharing with you today.
Here’s the thing, to find your ideal clients, you need to know who you’re looking for in the first place!
You can do this in a few different ways:
- Think about your favorite past clients
- Make up an ideal client
- Identify your ideal job, and it will lead you to your perfect client
Once you know who you’re looking for, you can start considering their demographics.
- What is their marital status?
- What is their occupation?
- Do they have children?
- Where do they hang out?
- What are they involved in?
Next, you need to think deeply about the problem you solve for them. You have to go beyond the surface of the project.
For example, the client is a busy professional who doesn’t have time for home projects but needs a beautiful space they can entertain in.
Or they have a large family and need a safe space for their children and friends to play and hang out so they know what’s happening.
When you don’t think beyond the design, you don’t connect with what your client is actually hiring you for, and your marketing misses the mark.
Why do they need you? Are they lacking time or confidence to do the project themselves? Do they need support? Maybe they have no interest in the process and just want the end result without much involvement on their part.
You have to nail down who you are talking to and what problem you solve so that your ideal client recognizes you as the person they need.
As you may already know, wealthy people use money to solve their problems. So, understanding who they are and their problem will position you as the solution and the recipient of their money.
Get creative, put yourself out there, and get to know your ideal clients.
Another piece to this process is identifying who knows the luxury clients you want to connect with. You may not be able to run in the same circles as them but think about a degree or two of separation. You can probably connect with someone who knows and has access to them.
Who does your ideal client already know, like, and trust? Their real estate agent or a popular remodeling contractor in the area are great places to start.
Developing and nurturing relationships with people in your ideal client’s network can lead to referral partners that will keep your business growing.
That’s the key to a thriving design business.
Watch the video above for even more insight on selling luxury clients.
And if you want more support landing your ideal clients, go to our website to sign up for a clarity call.
Until next time, design something beautiful and get paid what you’re worth.