Did you know that you can significantly increase your revenue as an interior designer when you create add-on sales on every project?
I see so many beautiful projects that missed thousands of dollars in additional revenue by failing to do add-on sales. (I know because the designers I’m looking at are my coaching clients who are learning the art of add-on sales to stop losing money.)
Imagine a casually elegant great room…you’ve got a sumptuous sectional in taupe chenille, a club chair and ottoman upholstered in a complimentary tapestry, and you didn’t want to push budget limits so you didn’t include a rich throw, custom toss pillows in the tapestry to go on the sofa and tie it all together. ($300-$500 create add-on sales)
Your client wanted wall to wall carpet instead of the hardwoods you recommended. A rug would have been a great idea to tie it all together, even if just a 6×9 or 8×10. ($300-$1200 create add-on sales)
You included a glass top coffee table, and a round cherry end table. There’s plenty of light in the room from recessed cans. You didn’t add lamps, they didn’t feel necessary (people are drawn to lamp light, the way moths are drawn to flames). ($400 – $800 add on sale)
You incorporated your clients existing art pieces and she said that was enough. At installation, you could have included additional pieces on approval and included some art objects for the coffee table ($300 – $3000 create add-on sales)
While you designed a simple stationary panel treatment at the windows, you didn’t add tassel holdbacks (they come in contemporary, traditional and everything in between) and significant decorative hardware. ($500 – $1500 create add-on sales)
You get the picture, when you create add-on sales you are enriching your design, pleasing your client (beyond what they thought was possible), and boosting your bottom line. It can also be a very pleasant surprise to show your client what’s possible.
The average closing rate on add-on sales, per the designers I’ve surveyed and in my own practice is well over 80%.
Do your installations at least one room at a time, never a piece at a time.
Design is about context, and your client can’t “see” what you can.
This means that if they ordered a chair, sofa and table, you are going to install with all possible ADD-ONs on approval. Don’t strand them with just what they ordered. SHOW THEM WHAT’S POSSIBLE.
Bring in lamps, pillows, artwork, throws, accessories, a rug, you get it. Yes, it is more work and you aren’t going to blindside them (never blindside your client).
You’ll let them know what when you install their furnishings, you like to provide a complete custom look (very important word choices) and the additional pieces will all be ON APPROVAL (24-72 hours.)
I’ve coached designers that have never done this and those that do this only sometimes. The issue is that they aren’t doing this every time, only sometimes. HUH?? Why would you leave money on the table? Do it every time.
And if you want me to work with you, STEP-BY-STEP, to show you how to do this in your practice effectively, you want Profit Shots.
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