Does this sound like you?

"I offer free consultations and I’ve been successful at getting a lot of appointments this way. My problem is that very few of them turn in to work."

Are you having problems converting consultations into new business? If so, you’re not alone. 

After working with clients – and having them describe for me what happens during their typical consultation – I’ve found that two main problems get in the way of converting a consultation into business: lack of confidence and uneasiness or awkwardness when the issue of money arises. Let me explain.

First, I find that too many design professionals display a lack of confidence. Notice I said “display” a lack of confidence. You may feel that you ARE confident and, in fact, you very well may be. However, you may not realize how your body language, facial expression, the tone of your voice, etc. is “coming off” to prospective clients. Remember: a person’s perception is that person’s reality. Put another way, if someone perceives your actions, speech and mannerisms as lacking confidence, that is what they will think of you – regardless of whether their perception of you is true or not. Their perception of you IS true for THEM. 

Before you get out of your car to go into your next consultation, take a moment to reflect on ALL your past successes. Recall that big project you completed on time and within budget. Recall your client’s reaction of joy upon seeing the new space you created. Revel in a job well done and EXPECT that the same will happen for you again!

Earlier this week, I happened to come upon a saying. I don’t know who said it, but it makes my point perfectly: 

Winners expect to win in advance. Life is a self-fulfilling prophecy.

Take this advice to heart. Expect to WIN! Expressing confidence is a HUGE part of converting a consultation into new business.

Second, when the issue of budget or fees comes up, many design professionals look like a deer caught in a headlight. Your eyes may start to glaze over as your mind races, thinking “What should I say? How can I answer that? I don’t want to scare them (the prospective clients) away.” Does that sound familiar?

Before you go into a consultation, you should have a clear understanding of your pricing strategies, your fee structure, etc. I often recommend that my clients charge on an hourly basis. That way, if the scope of the project changes or the client needs to go on several unexpected shopping trips, you are being properly compensated for your time. The point here is: know in your mind what you charge and be confident that your fee offers good value to the prospective client.