{"id":475,"date":"2010-10-01T17:50:00","date_gmt":"2010-10-02T00:50:00","guid":{"rendered":"\/blog\/?p=475"},"modified":"2010-10-01T17:50:00","modified_gmt":"2010-10-02T00:50:00","slug":"tips-on-how-to-close-business","status":"publish","type":"post","link":"http:\/\/www.isearchdecor.com\/blog\/learning_center\/tips-on-how-to-close-business\/","title":{"rendered":"Tips on How to Close Business"},"content":{"rendered":"<p>As far as you can tell you&#8217;ve done everything right; you&#8217;ve networked to gain leads, you&#8217;ve followed-up at the prearranged time and place, but you still are not getting the level of business you need.\u00a0 It&#8217;s important to remember that Interior Design is a highly competitive business and unless you know how to &#8220;close,&#8221; to make the customer sign on the dotted line, all your efforts will be in vein.<\/p>\n<p>Unfortunately, the key error many interior designers make is that they focus on the &#8220;end&#8221; rather than on the process from the customer&#8217;s point-of-view.\u00a0 Research has proved that, in actuality, the sale is made within the first 30 seconds of the time the presentation is started.\u00a0 Much of this is due to the fact that the act of purchasing something is inherently an emotional process, not a logical one.\u00a0 And, people want to buy from those they believe can identify with and understand their needs.<\/p>\n<p>So, how can you increase your closing rate by creating a stronger opening?\u00a0 After arriving for your presentation, certain steps can be taken within the first 30 seconds to capture and hold the attention of your clients:<\/p>\n<ul>\n<li>Ask the client what they are looking for then listen\u2026really listen, responding to their concerns by asking questions to clarify key points.<\/li>\n<li>With experience you&#8217;ll come to identify the common desires of people based on lifestyles and careers.\u00a0 For example, those in business for themselves generally have a take-charge mentality.\u00a0 They need to know that they will be consulted and be able to give input every step of the way.<\/li>\n<li>Let the client know immediately what you would like to accomplish during the meeting.\u00a0 This may include finding out more about what they would like, or explaining the steps <strong>you&#8217;ll<\/strong> take toward achieving <strong>their<\/strong> goals.<\/li>\n<li>Any remodeling project contains some element of risk on the part of the client.\u00a0 It&#8217;s important that you acknowledge that fear is a normal part of any undertaking involving the redesign of a home.\u00a0 It&#8217;s also disruptive to lives and they need to know you will be there to provide any support they feel they need in order to realize their vision; this not only reinforces rapport, but also serves to develop a level of trust needed in a project of this nature.<\/li>\n<li>One of the most important things is to change your own mindset to match that of your client&#8217;s.\u00a0 You must uncover their wants rather than focusing on their needs.\u00a0 Of course they need a toilet, but maybe what they really want is a ToTo High Efficiency Turbo Flush toilet.\u00a0 As the interior designer it&#8217;s your responsibility to discover what they really want and be able to separate that from their needs.\u00a0 You need to focus on satisfying the want first as many times this will take care of the perceived needs.<\/li>\n<\/ul>\n<p>Without the close you have no business so this skill is extremely important to develop.\u00a0 This takes some practice, but once mastered you&#8217;ll be amazed at how your closes increase.<\/p>\n<p><em>____________________________________________________________________________________________<\/em><\/p>\n<p><em>iSearchD\u00e9cor is the nation\u2019s premier, free, online referral service for those seeking the perfect match to local home d\u00e9cor hidden gems stores and home service professionals. Exclusive savings are offered to the users of the iSearchDecor website.\u00a0Visit us for all of your home decor needs at www.isearchdecor.com. Coming soon to Tucson, Dallas and Southern California.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>As far as you can tell you&#8217;ve done everything right; you&#8217;ve networked to gain leads, you&#8217;ve followed-up at the prearranged time and place, but you still are not getting the level of business you need.\u00a0 It&#8217;s important to remember that Interior Design is a highly competitive business and unless you know how to &#8220;close,&#8221; to [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[4],"tags":[],"_links":{"self":[{"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/posts\/475"}],"collection":[{"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/comments?post=475"}],"version-history":[{"count":2,"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/posts\/475\/revisions"}],"predecessor-version":[{"id":592,"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/posts\/475\/revisions\/592"}],"wp:attachment":[{"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/media?parent=475"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/categories?post=475"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.isearchdecor.com\/blog\/wp-json\/wp\/v2\/tags?post=475"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}