Your Decor Studio – Increase Upgrade Sales with Your Homebuyers
Second in a series of six
Point blank, your design studio exists to drive sales and increase profitability. You may have all the tools you need to succeed, but still aren’t seeing the results you want. This is likely because of one simple factor: the strength of your design consulting team. Having the best products in the industry doesn’t mean anything if you don’t know how to sell them. Influencing your homebuyers by creating desire around the decor sales program and helping them to follow through on their design choices is critical to your success.
Establish amazing customer service
One of the best ways to increase your sales with your homebuyers is to ensure that they will be receiving concierge-level customer service with every interaction. By treating each of your homebuyers with personalized care and attention, it will become clear that you are dedicated to their satisfaction. Consider the following steps to create a culture of top-notch customer service:
- Authorize trust. By creating a purposeful program (well documented), this clearly identifies the available choices for their home. Provide transparency and always deliver on your promises.
- Be an excellent listener. A large part of being a good communicator is knowing when to listen. If you aren’t properly listening to your homebuyer, you might miss out on a sales opportunity.
- Ask the right questions. The best way to guarantee a great customer service experience is to ask specific questions catered to each individual homebuyer. Since every project is different, they should be treated as such.
- Know your products. By having strong product knowledge, you will be able to explain the benefits behind them and how they will impact the lifestyle of a homebuyer.
Increase your decor sales
Establishing an understanding of top-notch customer service comes with knowing how the human brain works and processes its buying decisions. In a design studio setting, the consumer makes purchase decisions initially through emotional desire, and secondly through logical reasoning. Meaning, your design studio consultants should cultivate an education of turning features into desires and encouraging your client to complete that purchase. Smart strategies such as gaining trust and asking thorough questions are a great way to positively influence your clients.
A thorough knowledge of the products you are selling is equally as important. By knowing the options, you are offering inside and out, you are creating an airtight process of turning curious consumers into sales upgrades. Buyers want to know that you care about what you are selling. Your design consultants should create a healthy blend between product knowledge and driving homebuyers to a position of commitment.
Understanding how your homebuyers are influenced is crucial to seeing increased sales and better profitability – it doesn’t have to take years of intense training to achieve success. By giving each homebuyer the attention they deserve, being an expert on your products, and developing methods to drive their desires into commitment, you’ll gain increased profitability through your design studio.
Yasmine Goodwin is President of My Design Studio