Managing the alligators closest to the boat.
Exclusive App with course highlights
Accountability assessments and communication for questions via app
Guest speakers that will make you money not just be influencers to meet and greet
“Let’s face it- your best advocate in life is you. asking the right questions to get the right answers. Critically processing what you hear but stepping out of your comfort zone to actually listen. making it happen is directly related to your efforts, energy and enthusiasm to find a way to connect all the dots.”
Cheryl Kees Clendenon
What end result are you aiming for as you wrap up the initial discovery call with a prospect in relation to the conversion of the call to a booked consult appointment?
We are not giving them all of our ideas or handling this as a working meeting though. If you struggle with this, or want to elevate the potential opportunity for landing big jobs from the minute you open your mouth at a consult – this is a great focus for you
Consider whether your questionnaire gets to the heart of the psychology of your clients needs, or is it just a wishlist for their perusal? Challenge them to think bigger and dig deeper
From the first Scope of Work presentation we share with a prospect right on through to the finishing touches on an install day, there is logic to presenting your overall vision and the interrelationship in the elements that make up your design ideas with specific clarity
There’s no need to have a system here that’s strict, but, it is important to consider how your process impacts and incorporates your team, subs, and personal level of excitement about any project that comes across your desk.
Focus on the show stopping presentation and not the myriad of details so important to us but less to the client. Wow them with solving their problems and bringing a vision to life and you will never have a single issue with a client again.
How? From the ground up, just like any good design! Work with us in determining the best way to structure your processes into an organized outline that brings a project from A to Z. And as a bonus we’ll work in the details of tracking time, budgeting a job, organizing project details and specs, capturing your project management.
Differentiating what you offer as a designer to your client carries a lot of weight when product knowledge and access to resources is concerned. Fostering vendor relationships, developing excitement about the “hunt” for new finds at market, and genuinely knowing your stuff backwards, sideways and upside down all cater to this.
Certainly the heavier side of procurement and a facet of interiors where procedures and organized documentation are KING – here we’ll talk about freight, receiving, claims & RGAs and knowing where the line is between your responsibility and everyone else’s.
Window treatments and custom bedding and pillows are big product categories for us (we are fabric whores, after all!) so learning how to (1) get great fabrics incorporated on every job (2) economizing the budget to ensure you can do window treatments no matter what and (3) developing a process with your workroom that is detailed and efficient so that this can be a lucrative revenue source for you is so important!
Part of our job in this industry (especially in a firm where there’s weight put on the expenditure your client will invest with your company) is to offer a wealth of product knowledge and here we’ll deep dive into how to say what should be said when you need to excite, reassure, and impress your clients with what you know and how you know it!
What many do not consider is how quickly a trip to market can pay for itself with the right mentality and attention to your workload. Learn to lay the groundwork with clients to excite them about the scavenger hunt you are about to embark in on their behalf.
For anyone who knows Cheryl well, it’s no secret that her world view of business has evolved from a long study of behavioral psychology and a deep passion and understanding of how the decision making process is influenced by consumer behavior. In her own business she works tirelessly engaging her team on how to harness this understanding in the business of design–a high touch and emotional business– cultivating good habits for critical thinking and technical brilliance when it comes to solving problems and winning over clients.
This outlook influences the way she teaches anything and everything about business and marketing.
Along with this unique vantage point, there’s no avoiding the wealth of experience her career affords having running a successful firm for 22+ years (20 of which has been with a team!) These insights will shape everything you learn from The Design Paradigm. She and the In Detail team are working actively in the trenches along side you, dealing with the same daily learning opportunities, shifts in market activity, and struggles with all facets if the business in an effort to do their best work and leave a trail of happy clients in their path. There is NO OTHER opportunity like this and is why it has taken a year to put together.