As a designer, one of the most critical yet often overlooked stages in your business is the design discovery process. This isn’t just a meeting to gather basic details; it’s the gateway to a successful client relationship and, more importantly, to a profitable project. By refining your approach, you can profit from design discovery in ways you may not have considered.
Episode Timestamps:
- (0:13) Introduction to profiting from design discovery.
- (3:43) Why you should charge a package fee, not hourly.
- (6:04) Handling clients who push back on fees.
- (9:13) The importance of the money conversation early in the process.
- (28:08) Positioning yourself as a ‘doctor of the home’ and increasing your client value.
What Is Design Discovery?
Design discovery is the phase where you collect essential information from your potential client, understand their needs, and start building rapport. This is your chance to demonstrate the value you bring to the table before any contracts are signed. But here’s the key: You need to profit from process. Too often, designers rush through this phase, missing the chance to set the stage for bigger projects and better relationships. In this post, I’ll break down how you can leverage design discovery to increase your profitability.
5 Steps to a Profitable Design Discovery
1. Website Inquiry Form
Most of your prospects will first connect with you via your website. A comprehensive website inquiry form is not just a tool to capture contact information—it’s an opportunity to gather all the intel you need to assess whether a potential client is the right fit for you. Consider it the first layer of filtration. This is the first step where you can start to profit from design discovery by ensuring you only work with clients whose vision aligns with your expertise.
2. Complimentary Zoom Consultation
Once you’ve reviewed their inquiry, invite them to a complimentary Zoom consultation. This isn’t just a ‘call’—language is crucial here. Label it as a consultation to emphasize its value. Whether you conduct it yourself or have a trusted team member handle it, the goal is to build trust, understand their preferences, and get a sense of their lifestyle. By positioning this consultation effectively, you further profit from design discovery by setting the tone for a productive and profitable project.
3. The In-Home Review: Charge a Package Fee
After the consultation, invite them to an in-home review or style and comfort assessment. This step should never be free. Charge a package fee—starting at $550 and potentially increasing based on the size and scope of the project. This is where you set the tone for the project’s scale and potential profit. Many designers miss out by charging hourly—don’t fall into that trap. Charging for the review ensures you immediately profit and demonstrate the value of your expertise.
4. Conduct the Home Review
During the in-home review, don’t limit yourself to the rooms they’ve mentioned. Walk through the entire space and evaluate its potential. Often, this is where clients realize they want to expand the scope of work, adding rooms or upgrades they hadn’t initially considered. This step is critical for both uncovering the home’s potential and unlocking additional profits for your business.
5. Present the Home Review & Sign the Agreement
After completing the home review, present your findings and recommendations to the client, either via Zoom or in person. Use this opportunity to further clarify their budget, timeline, and goals. At this stage, you’re positioning them to sign your letter of agreement and move forward. Ensuring all financial conversations are clear at this point will help you profit from design discovery without any surprises for your clients.
Key Takeaways
Your time is valuable. If you treat design discovery as an extension of your overall process rather than a throwaway meeting, you’ll not only gain higher-quality clients but also start each project with clear expectations and better profit margins. By following these steps, you can ensure you consistently profit from design discovery, setting a strong foundation for every project.
When you’re ready to increase your interior design practice 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 interior design.
