Landing a project is about building trust, understanding your client’s needs, and guiding them through a thoughtful discovery process. Here is your proven strategy for effective design discovery consultations that guarantee you land the projects you truly want. You’ll learn how you can transform your approach to client consultations and set the stage for successful, profitable projects.
Your Website Inquiry Form
The first step in the effective design discovery consultations process is your website inquiry form—what I call your “Golden Door Qualifier.” This form isn’t just about collecting basic information; it’s your first opportunity to vet potential clients. A well-crafted inquiry form helps you gather essential details that allow you to understand the client’s project scope, budget, and expectations before you even get on a call.
Include questions that delve into specifics like project address, desired start and completion dates, and a general sense of their budget. For example, instead of asking for a “budget,” use the term “planned interior investment.” This subtle shift in language sets the tone for a conversation about value rather than cost.
By gathering this information upfront, you can better prepare for your initial consultation, ensuring it’s productive and tailored to the client’s needs.
Your Complimentary Consultation
Once you’ve received the inquiry form, the next step is a complimentary phone or Zoom consultation. Call this a “consultation” rather than a “call” because it positions you as an expert offering valuable insights. Effective design discovery consultations like this one are your opportunity to build rapport, dive deeper into the client’s vision, and begin laying the groundwork for a successful project.
During this 30 to 60-minute session, review the information provided in the inquiry form, ask about their lifestyle and how they use their space, and explore their design preferences. This conversation should be about more than just gathering facts—it’s about making the client feel heard, understood, and excited about the possibilities.
By the end of the consultation, your goal is to have the client see you as a trusted advisor who truly understands their needs and can deliver a design that enhances their life.
Unleashing Their Imagination
One of the most powerful aspects of effective design discovery consultations is helping clients visualize the transformation of their space. Ask clients to describe a “day in the life” of their home both now and after the project is complete. This exercise not only helps clients articulate their needs but also sparks their imagination, making them more invested in the project.
Ask them to share any inspiration they’ve gathered, whether it’s from Instagram, Pinterest, or magazine clippings. Understanding their aesthetic preferences and lifestyle helps you craft a design proposal that resonates with their vision.
This step is crucial for establishing a connection with the client and ensuring that your design aligns with their desires and expectations.
Setting the Stage for Success
After the consultation, it’s time to set clear expectations and guide the client through the next steps. This involves discussing timelines, investment ranges, and any potential challenges upfront. Being transparent about these details builds trust and positions you as a professional who is prepared to handle the complexities of the project.
If everything aligns, invite the client to the next stage, which would be a home review or a style and comfort assessment. This in-person meeting allows you to further assess the space, discuss the project in more detail, and provide the client with a comprehensive plan.
Be sure to charge a fee for this consultation—I recommend a minimum of $750—it can be credited towards the project if they decide to move forward. This fee not only compensates you for your time but also ensures that the client is serious about the project.
Key Takeaways
Effective design discovery consultations are about more than just securing a project; they’re about building a relationship based on trust, understanding, and mutual respect.
By following this approach—starting with a strategic inquiry form, conducting a thoughtful Zoom or phone consultation, helping clients visualize their dreams, and setting clear expectations—you can increase your chances of landing every project you truly want. Remember, the key to a successful design business isn’t just the designs you create, but the relationships you build along the way.
When you’re ready to increase your interior design business profits, work exclusively with ideal clients, and enjoy the time and resources for your extraordinary life, explore your coaching options. We’ve got your back in the business of design and the business of home.
