• Skip to main content
  • Skip to primary sidebar
  • Skip to footer

Melissa Galt

Interior Design Business Coach

  • Meet Melissa
  • Work with Me
  • PODCAST
  • Books
  • Blog
  • Contact

Stuff You Need to Know to Succeed: Are you trying to sell the way you buy?

There are lots of reasons you may lose a sale, and there are three that you can correct immediately.

#1 Failure to Be Ready to Close the Deal and Take Their Money
I was working with someone this week who, when I offered them payment, they said “no thanks, it will mess up our bookkeeping, next week is fine.” Are you kidding? I was ready to write a check right then and there, not later. How you manage your accounts and bookkeeping is of no concern to me, nor should it be. When your client is ready to buy, take their money! Don’t make it difficult.

Many years ago I was part of a Decorator’s Showhouse and we had a large collection of gears displayed on a wall. The entire display was being sold for $5K. My intern was at the house that day when a homeowner touring the place came in and wanted to buy the gears. They offered her a $1500 cash deposit. She refused because she felt unsafe holding onto that amount of cash for a few hours. (The house was in a very upscale neighborhood, no reason for concern.) Needless to say that cash in hand buyer never returned and I lost a $5K sale. OUCH! I’d have been comfortable with the deposit, my intern wasn’t. Where would you be?

#2 Being The Buyer’s Budget Conscience
This is NOT your job. If they have a specific amount to invest with you and declare that, then it is up to you to be respectful of that and show them what is in their range but also to show them what you know they want that may not be. You don’t have any idea necessarily (and please stop guessing) what they really have to invest. You only know what they told you (rarely, very rarely accurate.)

You are the cookie maker who fills the wonderful cookie jar with treats and treasures. You are not there to slap their hand when it gets caught in the cookie jar taking more than they said they wanted. Keep baking and growing the project or proposal until it fits the prospects/clients real desire and size. Most people find the resources to do exactly what they want to do when presented with it in the right way. When you impose your own limitations you are doing them a disservice.

Stop working off their perceived limitations and your own and step from the land of OR into the land of AND, it is a much more lucrative place where clients getting excited, happy, and totally satisfied because you are where they are going, not just where they have been.

#3 Selling From Your Own Limitations
Just because you wouldn’t invest $50K in a new car, doesn’t mean that if you are selling cars, you can’t sell a car worth that or a lot more. Get past your personal hurdles. Selling isn’t about you, it is about the buyer. Set aside your limiting beliefs (that’s too expensive, I’d never pay that for it, he can find it online for less, she must expect a discount . . . yada, yada, yada) and listen to and focus on the buyer. Let them tell you what they really want, not just what they need. And don’t stop them with stories about how you couldn’t afford that, they shouldn’t pay that much, they can save money if they buy it this way, and more.

Selling is providing information, education and the right resources so your buyer can make their own informed decisions. It isn’t making the decision for them (unless they ask you to and when you do it right, many will ask you to. It’s called the Know, Like, and Trust factor.) When you can establish your KLT factor at the beginning you will be called on to make decisions for your buyer. They are just waiting for you to ask for the money and they will gladly hand it over, you are proven value.

Selling isn’t something slimy or slippery to be dreaded. Actually it can be incredibly rewarding, fun, and fulfilling not just financially but also mentally and emotionally. To be of service and be compensated fairly or even outrageously is pretty darn cool and you deserve it. So step up and claim your gifts, your talents, your experience and your expertise. Ditch the self doubt, the confidence zappers, the budget word, and the discount mentality. You aren’t a WalMart special. Stop acting like one!

Okay, I confess I got carried away here, please dish your greatest either lost sale moment and what you learned, or how you blew the doors off a deal and doubled or more your client’s original investment (budget is an ugly word).

Filed Under: Marketing Strategies, Mindset, Prosperity Mindset Tagged With: Abundance, Business Development, Getting More Business, Marketing Strategies, Mindset, Prosperity, Success Habits

Previous
Next

Reader Interactions

Comments

  1. Monica Dennis says

    March 17, 2011 at 6:14 pm

    Thank you, Melissa. You are absolutely talking to me here, which is why I let my partner handle the money side of things. My own thoughts get in the way, but this is awesome because I wasn’t thinking about it that way. Now I have to reread this and think about it that way!

    Reply
    • Melissa Galt says

      March 18, 2011 at 12:35 pm

      Monica,

      Hey abdicating responsibility isn’t the answer. Do take a closer look, you need to be in the know, not in the dark.

      Hugs, Melissa

      Reply
  2. Dream Warrior Jenni P says

    March 19, 2011 at 6:16 am

    Melissa, I am guilty!!

    I have lost several sales because the price was too small.
    Someone wanted to buy and I didn’t follow through because the price didn’t excite me!! A few weeks passed. However, I was lucky she was so right for the product, she insisted and paid anyway!! I am work in progress with this because I keep feeling frustrated that I’m not helping more people through allowing them my services!!!! Then when I imagine me with big tickets, I get the inevitable…’Oh shoot, who’s going to pay that when nobody knows me??”
    Breathe Jenni…

    Reply
    • Melissa Galt says

      March 20, 2011 at 12:10 am

      Jenni,

      Mirror exercise, twice a day, look yourself in the face. No blinking, no giggling, no looking down or blushing. Stay it out loud. I am a talented, creative professional worth X per client, per project (whatever works). Say it until you can keep a straight face. Usually 10 days to 2 weeks yields powerful irreversible results.

      Hugs, M

      Reply
  3. Michelle Wood says

    March 19, 2011 at 12:17 pm

    Hi Melissa,

    Number 3 is my challenge. I price things to be “affordable” (to me!), but the price ends up being so low that the perceived value is low, too. That was an eye-opening concept to me, price = perceived value, so I’ve taken a step back and look at my products and services from the long-lasting value they offer as opposed to the one-time price being paid today.

    Thanks for all your great advice!

    Reply
    • Melissa Galt says

      March 20, 2011 at 12:12 am

      Michelle,

      Determine your life time value! For example a recent consult I did resulted in a coach raising tripling her rate. The result over her business lifetime is tens of thousands of dollars. What is my coaching worth?

      Always work with the value of your transformation, not just the momentary service or product.

      Hugs, Melissa

      Reply
  4. Laura Dickey says

    March 19, 2011 at 8:28 pm

    Great thoughts Melissa! You can get carried away anytime!

    Reply
    • Melissa Galt says

      March 20, 2011 at 12:10 am

      Thanks Laura,

      Hope you are getting carried away with profitability!

      Hugs, Melissa

      Reply
  5. Chelsea says

    March 20, 2011 at 12:50 am

    Melissa I couldn’t agree with you more. Sales is such a critical part of any deaigners success. I credit my own natural knack for sales as being the reason I’ve been a successful designer all of these years. Wonderful article!

    Reply
    • Melissa Galt says

      April 17, 2011 at 9:24 pm

      Glad to hear it Chelsea. The good news is that knack can be taught though must confess it does feel uphill at times! LOL.

      Hugs, Melissa

      Reply
  6. Kate Bacon says

    March 20, 2011 at 7:27 pm

    “You aren’t a WalMart special. Stop acting like one” – this is brilliant!

    Thanks Melissa for the reminder of the value we bring to our businesses 🙂

    Kate

    Reply
    • Melissa Galt says

      April 17, 2011 at 9:24 pm

      Kate,

      Anytime!! Think I missed this in the recent hosting change we made. I am always honored by your comments and glad we are on the same page!

      Hugs, Melissa

      Reply
  7. Melissa says

    March 21, 2011 at 12:35 pm

    Melissa,

    I love your name by the way, this article is exactly what I needed to hear. I am a designer as well and I often have a hard time charging what I am worth. I can be too quick to lower a mark-up or shave off my billable hours. I have lost thousands by doing such things. Thank you for all that you do, you are an example to us all!

    My Best,
    Melissa P.

    Reply
    • Melissa Galt says

      April 17, 2011 at 9:25 pm

      Melissa,

      Stand in your value, never doubt your worth. You deserve to work with the best because you are the best.

      Hugs, Melissa

      Reply
  8. Joy says

    April 16, 2011 at 2:09 pm

    This is article is so great to remind us of our worth. I have been a designer for years, but in a restricted market. I have in the past six months moved over to a nearby resort community where I am finding clients that appreciate what I do and are willing to pay for it. This is already a rewarding experience for me in this very short time. Sometimes you have to look at where you are and consider doing something very different to fulfill your dream.

    Reply
    • Melissa Galt says

      April 17, 2011 at 9:26 pm

      Joy,

      Congratulations on making a move that is both lucrative and fulfilling. You do deserve it.

      Hugs, Melissa

      Reply

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Primary Sidebar


I’m Melissa!

Tough-love Business Coach. Marketing Magician. Inner Imposter Buster. Cocktail Connoisseur. And Queen Of Unpopular Opinions.

TELL ME MORE

Search the blog

Crowd Faves

How to Find the Best Interior Design Business Coach for You

Outsourcing is the answer to ditching deadly distractions when you want to grow your interior design practice.

7 Deadly Distractions Stopping Your Interior Design Business Growth

6 Ways to Calculate Interior Design Fees with Transparency

Recent Posts

  • Your Clients Aren’t Qualified, Take The Lead!
  • 052: What To Do When Inquiries Aren’t Coming In
  • Where Your Focus Goes, Finances Grow
  • 051: Your Clients Aren’t Qualified, Take the Lead
  • Get Your Team to Get More Done

Recent Comments

  1. Your Clients Aren’t Qualified, Take The Lead! | Melissa Galt on 051: Your Clients Aren’t Qualified, Take the Lead
  2. Lori LaRochelle on 051: Your Clients Aren’t Qualified, Take the Lead
  3. Where Your Focus Goes, Finances Grow | Melissa Galt on 050: Where Your Focus Goes, Finances Grow
  4. Get Your Team to Get More Done | Melissa Galt on 049: Get Your Team to Get More Done
  5. Your Permission Slip to Play (for More Profit) | Melissa Galt on 048: Your Permission Slip to Play (for More Profit)

Archives

  • September 2023
  • August 2023
  • July 2023
  • June 2023
  • May 2023
  • April 2023
  • March 2023
  • February 2023
  • January 2023
  • December 2022
  • November 2022
  • October 2022
  • April 2021
  • March 2021
  • February 2021
  • December 2020
  • November 2020
  • October 2020
  • August 2020
  • July 2020
  • May 2020
  • April 2020
  • March 2020
  • February 2020
  • January 2020
  • December 2019
  • November 2019
  • October 2019
  • August 2019
  • July 2019
  • May 2019
  • April 2019
  • March 2019
  • February 2019
  • January 2019
  • December 2018
  • October 2018
  • September 2018
  • August 2018
  • June 2018
  • May 2018
  • March 2018
  • February 2018
  • January 2018
  • December 2017
  • November 2017
  • September 2017
  • August 2017
  • July 2017
  • April 2017
  • November 2016
  • September 2016
  • August 2016
  • July 2016
  • April 2016
  • February 2016
  • August 2015
  • July 2015
  • June 2015
  • March 2015
  • December 2014
  • November 2014
  • October 2014
  • September 2014
  • August 2014
  • July 2014
  • June 2014
  • May 2014
  • April 2014
  • March 2014
  • February 2014
  • January 2014
  • December 2013
  • November 2013
  • October 2013
  • September 2013
  • August 2013
  • July 2013
  • June 2013
  • May 2013
  • April 2013
  • March 2013
  • February 2013
  • January 2013
  • December 2012
  • November 2012
  • October 2012
  • September 2012
  • August 2012
  • July 2012
  • June 2012
  • May 2012
  • April 2012
  • March 2012
  • February 2012
  • January 2012
  • December 2011
  • November 2011
  • October 2011
  • September 2011
  • August 2011
  • July 2011
  • June 2011
  • May 2011
  • April 2011
  • March 2011
  • February 2011
  • January 2011
  • December 2010
  • November 2010
  • October 2010
  • September 2010
  • August 2010
  • July 2010
  • June 2010
  • May 2010
  • April 2010
  • February 2010
  • January 2010
  • December 2009
  • November 2009
  • October 2009
  • September 2009
  • August 2009
  • July 2009
  • June 2009
  • May 2009
  • April 2009
  • March 2009
  • February 2009
  • January 2009
  • December 2008
  • November 2008
  • October 2008
  • September 2008
  • August 2008
  • July 2008
  • June 2008
  • May 2008
  • April 2008
  • March 2008
  • February 2008
  • January 2008
  • December 2007
  • November 2007
  • October 2007
  • September 2007
  • August 2007
  • July 2007
  • June 2007
  • May 2007
  • April 2007
  • March 2007
  • February 2007
  • January 2007
  • December 2006
  • November 2006
  • October 2006
  • September 2006
  • August 2006
  • July 2006
  • June 2006
  • May 2006
  • April 2006
  • March 2006
  • February 2006
  • January 2006
  • December 2005
  • November 2005
  • October 2005
  • September 2005
  • July 2005
  • May 2005
  • April 2005
  • January 2005

Categories

  • Affluent Creative Articles
  • Best Business Practices
  • Business Development
  • Client Acquisition
  • Content Creation
  • Conversion Strategies
  • Customer Service
  • Developing Your Brand
  • Facebook Marketing
  • Gratitude
  • Instagram Marketing
  • Life/Work Balance
  • LinkedIn Marketing
  • Marketing Strategies
  • Melissa Galt
  • Mentoring
  • Mindset
  • Motivation
  • My Life's Adventures
  • Naked Marketing ~ Authentic Marketing
  • Podcast Episodes
  • Popular Posts
  • Prosperity Mindset
  • Public Relations Marketing
  • Referral Marketing
  • Retail Marketing Strategy
  • Social Media Marketing
  • Success Habits
  • Time Management
  • Twitter Marketing
  • Website Design & Marketing

Footer

GET MORE OF MELISSA, ON THE PODCAST!

Subscribe to the podcast, “The Affluent Creative,” and get the best in smart systems, proven processes, and the right strategies and resources to take your design practice to the next level.

START LISTENING

LET’S GET SOCIAL

  • Facebook
  • Instagram
  • LinkedIn
  • Pinterest

FREE RESOURCES TO SCALE YOUR BUSINESS

SUCCESS GUIDES, RESOURCES, TOOLS & EVENTS TO GROW YOUR DESIGN BUSINESS

DOWNLOAD >>

When client inquiries start to dry up, the kneejer When client inquiries start to dry up, the kneejerk response for many designers is to go straight to panic mode. Economic uncertainties are bound to happen, but they shouldn’t dictate the trajectory of your creative business. 

➡️ What you think about you bring about–and if you’re thinking only about the worst, that is all you’ll see! 

Tune into today’s episode of The Affluent Creative for my strategies for maintaining positivity and stability even in an economic downturn.

🎙️Listen In → Episode 52. 
Listen wherever you find podcasts!
.
.
.
.
.
#interiordesigncommunity #interiordesignpodcast #successcoaching #successbydesign #bestpodcast #podcastrecommendation #designinfluencer #kitchendesigners #bathroomdesigners #commercialdesigner #residentialdesigner #creativebusinesscoach #instapodcasts #interiordesignbusinessmentor #melissagalt #theaffluentcreative #interiordesignerlifestyle #interiordesignerlife❤️
In an ever-changing world, understanding how to th In an ever-changing world, understanding how to thrive as a creative in any economy is essential. 

➡️ This week on The Affluent Creative, I am diving into the importance of networking, knowing your numbers, and staying positive when you are faced with an inquiry dry spell. 

Tune in to learn how to navigate economic uncertainty and emerge victorious.

Listen In → Episode 53. 
Listen wherever you find podcasts!
.
.
.
.
.
#referrals #businessreferrals #interiordesignpodcast #referralsarethebestcompliment #designinfluencer #interiordesignbusinesscoach #interiordesignbusinessmentor #interiordesignpodcast #interiordesignfirm #interiordesignbusinesstips #podcastrecommendations #tothetrade #kitchendesigners #bathroomdesigners #residentialdesigner #commercialdesigner #bestpodcasts #podcastersoninstagram #melissagalt #theaffluentcreative
🗣️Word of Mouth marketing is limited and unpr 🗣️Word of Mouth marketing is limited and unpredictable particularly when economic uncertainty is happening. 

Igniting reliable marketing engines that run inside your business 24/7/365 is the key to keeping your profit pipeline filled. 

Find out how you can claim your very own marketing scorecard and take charge of your pipeline here.
.
.
.
.
.
#interiordesignpodcast #interiordesignbusinesscoach #creativebusinesspodcast #businessofcreativity #businessofdesign #podcastlife #podcaster #instapodcast #instapodcasts #theaffluentcreative #successcoaching #interiordesigncommunity #designinfluencer #melissagalt #interiordesignmarketing #interiordesignbusinesstips #interiordesignfirm #marketingfordesigners #marketingdesign #marketingdesigner
➡️ There are 20 Keys to Effective Client Commu ➡️ There are 20 Keys to Effective Client Communication. You’re likely doing over half of them already, but ARE YOU USING ALL OF THEM? 

Check and see by tuning into Episode 34 on the podcast, The Affluent Creative. #linkinbio 
.
.
.
.
.
#clientcommunication #interiordesignclients #interiordesignbusinesscoach #interiordesignerlifestyle #interiordesignprofessional #interiordesignhelp #kitchendesigners #bathroomdesigners #residentialdesigners #designquotes #designentrepreneur #interiordesigncompany #atlantainteriordesigner #newyorkinteriordesigner #cincinnatiinteriordesigner
#theaffluentcreative #melissagalt #interiordesignpodcast
Do you know how to navigate the challenging world Do you know how to navigate the challenging world of client interactions? 

🎙️Join me on today’s episode of The Affluent Creative where I’m sharing my experiences and tips on standing your ground during fee negotiations, redlining of agreements, and more. 

Learn how to lead the project rather than following the cues from your clients. 

Tune in and elevate your design journey today!

Listen In → Episode 51.
Listen wherever you find podcasts!
.
.
.
.
.
#interiordesigncommunity #interiordesignpodcast #successcoaching #successbydesign #bestpodcast #podcastrecommendation #designinfluencer #kitchendesigners #bathroomdesigners #commercialdesigner #residentialdesigner #interiordesignfee #clientinteraction #creativebusinesscoach #instapodcasts #interiordesignbusinessmentor #melissagalt #theaffluentcreative #elevateyourdesignbusiness #chicagointeriordesigner #interiordesignarizona #interiordesignphiladelphia
➡️ Streamlining your design process doesn't me ➡️ Streamlining your design process doesn't mean cutting corners. Instead, it’s often just a matter of taking back the reigns from your client during the design process. 

In the latest episode of The Affluent Creative, I share my insights on how to help combat decision-making fatigue and frustration in the design process and make you once again feel like the expert you are. 

🎙️Listen In → Episode 51. 
Listen wherever you find podcasts!
.
.
.
.
.
.
#designprocess #interiordesignprocess #interiordesignpro #interiordesignbusinesstips #interiordesignexpert #interiordesignprofessionals #interiordesignbusinessmentor #theaffluentcreative #melissagalt #recommendedpodcast #interiordesigncommunity #interiordesigncompany #newyorkinteriordesign #louisvilleinteriordesigner #interiordesignaustin #texasinteriordesigner #interiordesignersandiego #philadelphiainteriordesigner
Follow on Instagram
  • Home
  • Work with Me
  • About
  • PODCAST
  • Terms
  • Blog
  • Contact

Copyright © 2023 · Melissa Galt · Site Design by FGD