Stuff You Need to Know to Succeed: Let Them See You Sweat

Don’t hide all of your magic.
I know, I know, it bucks all conventional wisdom and it is tough to change old habits (at least for me), but I’ve learned that it is vital to let your clients and customers see at least a bit of what you do so they understand your true value. Are these expressions a part of your regular client and customer conversations?

“No problem. ”

“That’s a piece of cake.”

“I’ll take care of that for you.”

“No worries.”

“I’ve got that covered.”

You aren’t alone.
Many of us were taught in business to simply take care of the challenges, the issues, the problems and never let anyone see you sweat, certainly not your client or customer. WRONG!  If they don’t know how difficult something is, how will they understand how much experience and expertise it requires to handle it, resolve it, fix it, or otherwise deal with it effectively?

Give them a birdseye view.
I’ve learned that when I let them know just enough about something to indicate the steps I’ll need to take, or that a current challenge is one I’ve tackled before and is still a challenge, it reinforces their belief that they’ve hired the right designer to get the job done, the best consultant to see the project through, the perfect speaker for their topic and audience.

Become mindful and conscious.
Retraining yourself is going to take time and conscious effort. It won’t happen over night. You are used to making a dismissive wave of your hand and giving a pat “gotcha covered.” Slow down your response to a thoughtful “sure I can take care of that and here’s the action steps I’m going to take (or here’s the course of action needed.)”

It may be simple but rarely easy.
When you make it look easy (and no matter how simple it is, it is rarely ever truly easy) your value is often going to be questioned. Your client or customer may be inclined to shop around, imagining (often falsely) that what you do can be done by any number of providers and there is no compelling reason to work specifically with you. However, when you pull back the curtain and let them in on a bit of the magic you create, they have a chance to suddenly see you and your talents in a new and more valuable light. Their desire to “shop” you will fly out the window as you’ve made it clear that whatever it is you are doing for them requires your particular experience, expertise, gifts, and talents.

Let them see you sweat.
So stop making it look so easy and show them a bit of why you are the best choice for that job, that consulting project, that coaching and more. You’ll be venting a lot less to your spouse, your friends, your colleagues, and your pet and instead you’ll know that your clients and customers genuinely appreciate what you do for them and understand clearly (because you told them) just how special your professional talents are. (Oh, and if they aren’t, you need to go make them special!)

Love to read your comments on how you have made it too easy and are ready to let your clients and customers see you sweat!

About Melissa Galt

Melissa Galt is a sought-after business coach, marketing consultant, keynote speaker and workshop leader who empowers designers to build highly profitable businesses, without the burnout. With over three decades as the principal of her namesake successful residential design firm, Melissa brings firsthand experience and proven strategies to guide creative professionals earn more in less time, with less stress.

She is the author of four transformative bestselling books, Marketing Luxury Design: Attracting Affluent Clients; The Language of Success: 35 Words to Boost Your Worth & Wealth; Design Discovery: The Proven Process to Land Ideal Clients & Grow Profit, and Proximity to Profits: 50 Strategic Locations to Meet Affluent Clients.

She is also the host of the weekly Design Business Freedom™ podcast, where she shares unfiltered advice on mindset, money, and marketing for interior design pros ready to elevate their game. When you’re ready to take your practice to the next level, book a complimentary Design Business Assessment with Melissa.

Melissa draws inspiration from her legacy of iconic creatives including her mother, the late Academy Award-winning actress Anne Baxter; her godmother, the legendary eight-time Oscar-winning costume designer Edith Head; and her great-grandfather, American architectural icon Frank Lloyd Wright.