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Upselling can often double your profits. And it doesn't take much effort. Once you've created a relationship with a prospect, you simply need to show them other things that will add to the design you have provided.
Upselling is simply offering something else to your client - in addition to what they have already chosen to purchase - that would make their design even better.
REMEMBER: With add-on sales, what you are ultimately offering your clients is:
added convenience increased safety complete personalized service
Here are 10 ideas for add-on sales. Some may seem obvious (but are you offering them at every appointment??), and others may not. You might want to print out this list and keep it in your briefcase near the contracts, so that you remember to recommend something else before you write up the final agreement.
1. Custom Pillows
I remember when it seemed standard to offer pillows to match the draperies. Most designs are not so "matchy matchy" now, but custom pillows can almost always add to the look of a room. The options are limitless - you can create spectacular designs (and your profits are often high!).
2. Passimenterie
Yes, just a fancy word for trimmings. Bedding, pillows, window treatments, etc. always look more unique with the addition of beautiful tassels, fringe, and trim.
3. Coordinating Accessories
What will complete the room you are designing? A mirror? Artwork? Candles? Your clients will appreciate the convenience of getting the whole finished look.
4. Lighting
You don't have to be a lighting expert to recommend lighting. Connect with a local lighting specialist and create a joint venture.
5. Florals
Work with a talented florist, or provide elegant silk florals to add the finishing touch to a room.
6. Another Room
"While you're waiting for the samples to arrive, do you want to get started on your next project?"
7. Hardware
Changing the hardware on cabinets or furniture can literally transform the look of a room.
8. Motorization
If you are designing window treatments, offer the motorization upgrade for increased safety and convenience.
9. Area Rugs
Many homeowners have a hard time choosing rugs, and they will appreciate you taking away their struggle.
10. Fabric Accessories
Use the fabric from your client's upholstery or window treatment, or choose a coordinating pattern, and you can create anything. I've done chandelier cord sleeves, placemats, room dividers, ottomans, table runners, and even a flower vase cover. How about trunks, toilet seat covers, sink skirts, towels, napkin rings, drapery tiebacks, ... the ideas are endless!
While you are at the appointment establishing a relationship, and the client is ready to purchase, you know she already likes and trusts you. So why not suggest the perfect finishing touch to go with her _____? You'll be creating a better design, and putting more in your pocket.
Got some inspiring add-on tips of your own? Click to share them here.
I struggle with getting everything done, just like everyone else. All my life I've tried to cram too much into each day. Then I had a baby, and - well, those of you who have kids know that's like adding 3 more full-times jobs to your schedule.
So when people ask me how I get so much done, I try to think about what I'm doing that many others aren't.
One thing I've learned to do is delegate. I'm not perfect at this - I'm still learning to give things away. But each week that goes by, I let a little more go. If a task doesn't require me personally to get it done, it should be done by someone else.
But delegating isn't my biggest secret. Of course, that really isn't even a secret. Most of us know that we should delegate more. We just have to start doing it.
My best secret for getting more done is a quote from marketing guru, Dan Kennedy:
"Good enough is good enough"
This phrase usually horrifies perfectionists (which I know most of you are). But being absolutely perfect about everything is also something we need to let go.
Just think about this weekly newsletter. When I first started doing newsletters, I spent days putting each one together. I'd take a few hours to write an article. Then I'd edit it, re-write it, and edit it again. Then I would send it to a few friends to get their opinion. "Make sure you find any typos and grammar mistakes," I'd say. After correcting it a few more times, I had to send it to myself to proof it yet again. It was a miracle that I got even one newsletter out each month.
I did the same with all my promotional materials - which meant I never had anything done! I was afraid to put up a website or send out flyers because they weren't perfect yet. What if there was a mistake? What if some people didn't like it? What a waste of my time!
As you probably see now - I am not so worried about being perfect. There are often mistakes in my articles, and my grammar isn't perfect. I just try to write from my heart, and then I SEND IT OUT.
And I get so much more done! Can you do the same? While there are certainly things that should still require your perfectionist attitude, there are many things that do not. For these tasks, you must remember:
Good enough is good enough.
Wow - I wrote this article in less than an hour.
I'd invite you to find all my goofs, but that would be a waste of your time.
Go do something constructive!
We had our first party in the new house, and although we aren't decorated or furnished, it was a blast to have friends and family over. Now the house really feels like a home. It's amazing how the energy of a home changes when friends come to visit.
Here are some photos from the weekend:
 Me and Hubby Rob My friend - and genius webmaster, Michael
Best friend Karen - revealing that her gift to me is a playmate for Ellie (she's pregnant - yippee!) 
Everyone's reaction to Karen's news
Rob performing a game show skit in my honor
Karen and Kelly - my two preggie friends
A special report for Interior Designers, Decorators, and other Home Fashion Specialists
Are you feeling like your clients and prospects are getting more wary about spending money? Are they taking longer to make decisions? Are you struggling to convince homeowners to purchase from you?
If not, great! You are one of the lucky few. Although "official" statistics do not yet show that consumer spending has dropped, many designers have seen a slow-down in spending on home furnishings.
So what do we do? Many small business owners stick their heads in the sand and ignore it, hoping that what they've done in the past will start working again... soon. But studies show that if you keep doing the same type of marketing and selling while the economy changes around you, you very well could be out of business before things pick up. If you want to be a design professional who thrives despite the challenging economy, there are many proven methods you can use.
Here are a few ideas:
- Spend more time and energy on short-term marketing
Long-term strategies, like branding and website optimization, are extremely important for creating a strong, profitable business, so you can't give that up. BUT - in a slower economy, you need to apply strategies that create immediate revenue. Hold a promotion, offer a limited-time special, try pay-per-click advertising. - Highlight your less expensive products
Okay, don't get me wrong. I'm not saying to sell cheap things, or to sacrifice your high-end image. But there are homeowners who want to spend right now - if they can get something less expensive. If you can offer a fabric line, for example, with lower cost fabrics that are still of a quality you are proud to sell, everyone wins. - Go virtual
Is there a way you can offer any of your services online or over the phone? Businesses that are working this way are seeing overhead costs go WAY down, and profits go way UP. - Increase online product sales
Most designers have a hard time imagining selling online. We are artists, for goodness sake! And our services are personal and customized. How can we sell over the Internet? Well - with rising gas prices, homeowners are shopping online more than ever. These homeowners, who once only wanted customized service (and who will want this again in the next few years), will more likely purchase something now because it is quick, easy, and inexpensive. Make sure you have products for this market. - Ramp up your client retention
It is always harder and more expensive to acquire a new client than it is to get business from a past one. But during a slow economy, the cost of acquiring new customers is even higher. Remember to exceed your existing clients' expectations, and keep in touch with past customers through your email newsletter and by calling them on the phone.
When the market seems tough, you just need to be smarter with your marketing. Fortunately, you now have some effective tactics to use so that you can not only get through the tough times, but actually flourish!
And make a lot more money, while working less
My next program designed to help you skyrocket your income - while working LESS hours - will be starting in June. It is an intensive course that includes lots of one-on-one time. I am going to show you specifically how to use the Internet to leverage your business - and create extra money every month. (This program requires a substantial investment, and if you think it is for you, email my assistant Scott for more information)
I'm thinking up ways to help you work less. I got lots of emails asking for more information after I sent my article on creating sources of passive income (see below). So I'm creating a program to help you design your own passive income product. But I need your help! If you are interested in creating an e-book or doing teleseminars from home, would you take a moment to answer a few questions for me? Your answers will help me design a program that meets your needs.
Take the survey here.
(Create Passive Income)
Once again, I'm actually writing this article from my bath. You have to try this! It's so much fun to get work done while soaking in the tub.
This is a perfect example of what you can do if you learn how to leverage your time and create passive sources of income for yourself (I explain all this in the article below).
How Designers Can Make More Money in Less Time
How did I turn my struggling 7-day workweek into a thriving, successful design business (where I work only 4 days a week, make lots more money, and enjoy my life more than ever)?
Well, of course it wasn't from applying one single technique. But I want to share one of the best things I did to create more income AND more free time.
I created a source of passive income.
What is passive income? Basically it is something that brings in money even after you are done doing the work. The traditional business model for interior designers is working with clients one-on-one. Well, even if you had a completely full practice, you still have a ceiling on how much you can make. You can't work more hours than there are in a day (although many designers often try!).
But what if you finished doing work for a client, and then other people kept paying you for the job you did? Sound like a fantasy? Well, when I created my first e-book and saw sales come in while I was sleeping (literally!), it did feel like a fantasy.
Yes, an e-book is a source of passive income (and designers and decorators are finally joining in on this incredible source of profit). Here are some other ideas for generating income when you are not actively working:
- Customer Care Membership Programs
Be creative and offer a service that your clients pay for monthly or annually - Recorded Seminars
These can be delivered digitally or on CDs - Live Seminars or Teleseminars
Not exactly "passive," but a great way to leverage your time, by presenting to many people at once - Rentals
If you have an office or showroom, you can rent a part of your space to a complementary (but not competitive) business - Advertising
Yes, YOU can make money on other people advertising - on your website, your newsletter, etc.
I'm not saying that it doesn't take work to create these passive income sources. Good products take a lot of care, energy, and commitment (and sometimes quite a bit of time) to create. But once the work is done, it's done. Yet the money keeps coming in!
Instead of the traditional model of:
Work for a client, get paid.... Work for a client, get paid.... Work for a client, get paid
You can transform your business into:
Work... get paid, get paid, get paid, get paid, get paid, get paid, get paid, get paid...
So come join me (there's room in my bathtub for everyone)!
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