Last Wednesday I was the featured speaker at an event presented by Sherwin-Williams at the Boston Design Center.  My topic was “Social Media for Designers” – how to use it to increase visibility and revenue with Facebook, Twitter and Pinterest.  I was able to use designer/tastemaker Mark Sunderland of Sunderland Interiors /Antiques as an example of how you can really capitalize on the benefits for FB and Pinterest for connection, style direction, selling product and sharing your (in his case, hilarious) self.  And I was happy to recommend Monica Rodgers / Revelation Media as a company that can manage the social media needs of busy designers.

And if that wasn’t enough, I got to reconnect with friends like Sydney Marshall Turner, who’s returned to Boston and is re-establishing her One Day Decorating business and with Christine Fuchs of Tassels, who writes the most incredible e-newsletter to her clients and prospects.

Our host, Sherwin-Williams, introduced “Chip It!” a very cool download program that allows you to identify their paint colors in any image you select.  And they also took the time to introduce a new no VOC, high durability paint called Emerald.

What I loved most about the event was how Heather and Christy of S-W created a simple environment (with lots of green!!), engagement between the corporate people (who were in Boston for dealer meetings and attended the event) and designers, and packed a lot into a very short time without shortcutting anyone or anything.

And for those who signed up and were unable to attend and other designers around the US who would like to learn more, we are creating a webinar of the event so that you can get what you missed or couldn’t fly in to attend.  I will post that on FB and here on the blog, so watch for it!

Love,
Jody

The morning after the replacement was in place I found snapped tops again…which could only mean one thing – The Lovely Mina the Cat had jumped up and bitten off the tops of the plant. My loud banging, yelling NO!!! (cats hate noise) to create as much unpleasantness as I could did nothing to keep her from jumping up again and snapping the one remaining stem, killing the plant.

Not to be outdone by a creature with a walnut-sized brain, I created a different interference…paper with tape, sticky side up so that when she jumped up again (as I knew she would) she would land on what would creep her out.  It took 2 jumps to do the trick – one was a surprise, and the other a confirmation.

And I had to look at where else in my life and work I am using strategies that aren’t working.  Where else do I have to move further ahead in the process to shift the method or action that will produce the result I want?  Where am I being stubborn and unwilling to give up what I am doing, even when it’s not working, and try it another way?

Until next time….

Jody

Next Thursday, May 24 at 3:00 Eastern, noon Pacific time, I will be the featured speaker for Interior Design Pros webinar….and the topic “How to Price Yourself Competitively and Profitably” is a peek into the data I am compiling from my recent survey of designers across the U.S.  Please join us using the link below to register.  Thanks!

https://www4.gotomeeting.com/register/600561087

Jody

Last Thursday, I was honored to be the speaker at an event at the M-Geough showroom in the Boston Design Center.  It was an intimate gathering of designers, showroom salespeople and owners, sharing challenges and best practices – especially in response to the rapidly changing marketplace and end user habits.   Some of the topics discussed were asking great questions (try this one – whenever you contact a client and begin a conversation, start it with “What’s changed since we last spoke?”),  creating and sticking to design agreements, and innovative marketing strategies to build new business.  The listening and ideas were generous and thought provoking, and there was no shortage of conversation!

This event is one of the monthly business development events that M-Geough is offering their designers this year… and a great example of walking the talk of partnership and commitment.  Thank you to Jim, Susan, Jim T, Holly, Judy, Wendy and Gary for putting together such a meaningful meeting.

Love,
Jody

Here’s the scenario –

Designer creates an agreement with a new client, and by new I mean new to this designer, new to the design process, and new as in the ‘new client’.  There are some aspects of the project that the client wants to source on their own and others that the designer will source.  All of this is specifically outlined in the agreement as is the compensation process.  And then something happens….the client, while they were sourcing what was on their list, found something that was on the designer’s source list and went and purchased it, and didn’t tell the designer until after the fact.  The designer, miffed but silent, continues the process.  And, of course, it happens again.  Now the designer is more than miffed and says something.  How do you think this is going to go…and end up?

See if you can find the first STOP sign.  Yes, when the first aberration occurs is when to STOP and address the issue.  Address the agreement, address the breach of agreement, address what the compensation is, and address it when it first happens.  There are no goodies in getting penalty payments, you want your clients to pay for the products and services they want and receive.  As I’ve said before (and someone much smarter said before me) silence implies consent.  When you let something go, it’ll happen again….but when it does, there’s more heat in the situation and the ability to have a rational, cool, ‘let’s talk about this’ conversation gets harder to have.

So here is it: when agreements get broken, STOP and talk about it.  The first time.

With love,
Jody

1. Do I have a phone screen checklist so that I can ask every prospect the same questions to find out if this is a good fit for both of us?  The objective of these questions is to get to the next meeting or to graciously exit now.
2. Is my website reflective of my projects, such that I can use it as a step in the decision making process for my prospective clients?  Does it have testimonials from clients that are descriptive of the challenges and successes of the projects we did together?  Are there images that show before and after or progress of the projects? Are there finished photos that are professionally shot that show my work in the best way?  Have I asked the prospect to go to my site before I meet with them to see if my projects and work aligns with them?
3. Do I have an objective for this first meeting?  Have I created an intake form to use for my first meeting with clients so that I will ASK questions of them and their wants, needs and expectations instead of talking and telling too much?  Am I using this meeting to further explore this project to determine if it is a profitable venture for me and my company?  Have I asked them to use images so that I can visually understand what it is they want to accomplish with me?

If you don’t already know this, please understand that I want you to be wildly successful and to invest your time and talent where it will be appreciated, valued and paid for.  To get that to happen, invest your time in asking questions to determine objectively as well as intuitively who’s right for you…and to do it in the least amount of time.  Don’t give your talent away in order to try to get their business…it doesn’t work and it makes you resentful and crabby.  Just ask more questions.

Love,
Jody

…for responding to the survey for Pricing Design 2012.  We are nearing completion of collecting data and expect to have the new program sent off to ASID/IDCEC for CEU’s by mid-May.  You still have time to take it, though.

And a warm thank you to those designers who accepted the offer of a 30 minute complementary coaching call in our appreciation of their participation in the survey.  I learned a lot by talking to you and hearing the challenges you are facing today – with this new and ever changing client, with the shifts in the economy, and with the evolving industry that we are in.

There were some recurring questions from designers that I’d like to share with you in this and future blogs so that you can benefit from what we discussed.  A common question among designers was related to the new shopping habits of end users…and how to say ‘No’ when it’s really not your client.

First, how do you know it’s not your client?  Have you articulated your ‘ideal client’ so that you are targeting your marketing messages in language and in images specifically to them?  If not, then it might be that you just don’t want to work with this particular end user for other reasons, and reasons that may be valid, such as:

• They’ve never worked with a designer before and don’t really understand the value in using one
• They have a significant gap between the quality of product/services/construction that they want and what they are willing to pay for it
• How they want to use your services is not the way you work
• Y0u aren’t on the same page aesthetically (design mis-fit)
• You don’t get a good sense or feeling about them (emotional mis-fit).

The challenge is how to walk away with grace and gratitude for the opportunity.  Try this:

“At this time, I don’t think that our objectives and styles are in synch at the level they need to be for this project.  Have you considered working with a retail designer or I might suggest a couple of designers I know who do work on projects like yours?”

Then send them a thank you note for their time and engagement in seeking the skills of a professional as they renovate their home.  This is a great example of the only investment on your end was TIME, since you didn’t give them any of your talent other than the questions you asked them.  Let me know what you think.

Thanks again

Love,
Jody

I had the good fortune to spend the afternoon with Brent Refsland, Nick Siemaska, and Eric Portnoy – the proprietors and curators of a new showroom in Jamaica Plain that honors new and emerging artists.  The innovative furniture, art and accessories that they offer span the price point and aesthetic landscape and there is ‘something for everyone’ who values cutting edge design. I LOVE the ‘concrete idea’ gift they gave me for the work we did together and encourage you to pay them a visit – on their website or store front. You’ll be glad you did.

http://www.room68online.com/

Love,
Jody

While visiting Nashville last month for an ASID event, I had the pleasure of talking with Martine Resnick and Lee Ann Culpepper on their “Design Tips” online radio show about the business of design. It was fun. Thank you, ladies.
Listen here!

http://www.martinelouise.com/p/my-radio-show.html

Happy Spring!

I hope this finds you well and business in 2012 on the upswing.  It’s that time again to update “Pricing Design” to see how designers continue to change their pricing structures, their client agreements, and their processes of doing business….and to collate that data to present back to you through a presentation at your nearest Design Center.  This year we are using Survey Monkey to collect and collate the information to ensure its accuracy.  Thank you in advance for your quick responses.  I will be applying for CEU’s for this program, and intend to schedule presentations in the third quarter of this year.