How to Make Sales Calls Easier For Interior Designers
Updated September 2023
If sales calls feel hard for you or bring on tons of anxiety, you’re definitely not alone. I’m sharing some simple tips for how to make sales calls easier and some insights I’ve had into the process after doing sales calls and in-person sales meetings over the last 10+ years.
While it can be tempting to over-prepare and plan out the exact things you’re going to say to any objections someone might have, I like to do all that screening ahead of time so I can spend the call having a genuine conversation rather than selling. All this pre-screening comes in the form of your online marketing, your website, and your inquiry process.
I’ve gotten to a point in my business where I spend just a few minutes preparing for my calls (like 2-3 minutes tops). I read their inquiry notes, google the business, and look at their website and Instagram. Then I simply show up, ask questions, and listen. I’ve seen some other big names in the online space who say to spend all sorts of time researching the prospect, creating resources to wow them, and meticulously preparing for the call. Eeek.
After 14+ years of doing sales calls, I’ve found that none of that is necessary for the interior design or wedding planning industry.
I have some business friends who always ask me about my lack of fear around sales calls and networking calls/coffee chats, and I think there are a few reasons for this:
My first job was a paper route when I was 12. I’d have to wake up before the sun came up and ride my bike around town delivering papers. Then, I’d have to go door to door to my houses and collect their weekly newspaper subscription money. At 12 years old, I would knock on strangers’ doors, show them their receipts for the week, and ask them for money. Now, as an adult, I don’t think I could ever do that!
Both of my parents owned their own businesses, and talking with clients, vendors, and prospects was what they had to do to be successful. A big part of my marketing plan is having coffee chats and networking calls with people in the industry, including designers and wedding planners. (Side note: don’t do this with competitors!! They’ll just steal your stuff.)
When I had my wedding planning business, I would meet couples in person to talk through my services and make sure we were a good fit. In-person sales?!? Talk about nerve-wracking!
I am obsessed with the work I do and know I can help people - I look at my sales calls as opportunities to serve my audience and learn about ways I can help them.
Because of these experiences, I’ve let go of fears around sales calls, talking about pricing, or even telling someone they’re not a good fit for working together. My experience has trained me to be comfortable with the (necessary) sales side of running a business.
But, what if you’ve never had to go door to door asking for money or never had to have in person sales meeting with a bride and groom (and sometimes their parents)?
IF YOU STRUGGLE WITH FEAR AND LACK CONFIDENCE IN YOUR INTERIOR DESIGN SALES PROCESS, HERE ARE SOME TIPS:
Create a simple streamlined process for screening out leads. This post walks through exactly how to do that.
Make sure you are collecting the right information on your contact form so you know exactly how to lead the call.
Send out clear pricing and design process information before getting on a sales call. These will save you SO much time.
Cap your sales calls at 15-20 minutes. If you’ve done everything from step one, you shouldn’t need more time than that to know if a client is a good fit and what service would be best for them. I have clients who now skip the in-person consultation altogether and create proposals from the discovery call. (Seriously, this is such a big win in my book!)
Have someone on your team start handling inquiries to create a “layer of protection” around you and selling. This way, when someone inquires about working together, your team member can handle the price and budget conversation and won't be in a position to negotiate on price or timing.
I know systems and processes may not sound very fun or exciting, but when you set them up in a way that formalizes how you show up with prospects, you’ll feel confident and firm with your boundaries around price, budget, and expectations.
It’s important to keep in mind that sales processes are very industry-specific, and the method for our line of business may not fit the mold of other industries. The best thing you can do to build your confidence in sales is to spend time researching and implementing resources that are designed for your business.
If you need help creating your own sales process, check out my Designed to Scale® Business Blueprint for Interior Designers or my customizable client experience templates for interior designers to guide you from initial inquiry all the way to offboarding.
As you implement these tips for your company, I know you’ll feel increasingly comfortable with each sales experience. And if you’re getting stuck at a certain point in the process, I’d love for you to join my email list so I can share additional resources that might help.
