How To Hold a Great Interior Design Discovery Call
Call it a discovery call, introduction call, or client information call, but essentially the initial call you hold with your client is a sales call. Yes, you are an interior designer, not a salesperson, but you need sales skills to sell your interior design services. This post will show you how.
The initial discovery call has three goals:
To find out if the client is a good fit for you i.e. has elements of an ideal client
To sell the client on your services
To get the client to book a paid interior design consultation
Now I know this can seem super salesy, but ‘sales’ is not always a bad word! You can make this call a great experience for you and your prospective client.
Holding a successful interior design sales call can be a challenging but rewarding step in your client experience. By following a few key steps, you can effectively showcase your design skills, convince potential clients to hire you for their interior design project and determine if they are a good fit for you. Then you can book them for a design consultation.
From the moment of initial contact, whether by email, contact via your website or a call to the office, start the project by sending them a link to your automatic scheduler. This is by far the most professional and respectful way to organise appointments and can be accompanied by reminder emails set up in a CRM like Dubsado or Honeybook.
You can send them a link in the email to a short questionnaire that you have also set up in your CRM so that they can give you a few details so you can prepare for the call. This questionnaire should include the address ( or area), project size, timeline, budget range and a brief project description. Make it as short as possible- you are just preparing yourself for the call. \
You will have to decide how long the call will last and how you will hold the call. I think an optimum time is 20 minutes for this type of call, and it is best to keep it on a platform like Zoom, where you can share images and the homework you have gathered.
Prepare for the call:
Before the call, ensure you clearly understand the client's design preferences and budget. You will have found the address in the booking questionnaire, so use this information to research the typical work completed in this area. Gather relevant materials, such as design inspiration boards, images of mood boards, product samples, and pricing information. This will help you tailor your pitch to the client's specific needs and budget. You can include these images in your pitch deck.
After gathering all this information, tailor your pitch deck presentation to suit your prospective client. You can complete this deck in Google Slides, Canva or Keynote, whatever works best for you. In the deck, address the following:
2. Set a clear agenda:
Begin the call by outlining the key points you will cover during the conversation. This will help you stay on track and address the client's questions and concerns.
3. Present your pitch deck:
Use the call to showcase your past work and design style. Share before-and-after photos of completed projects that are similar to the clients’, and highlight any unique features or design elements you are particularly proud of.
4. Discuss the design process:
Explain the steps you take when working on a design project, from initial consultations to final installation. This will help the client understand what to expect when working with you and will give them a sense of your professionalism and expertise.
This part of the presentation should be around 7 to 10 minutes long, giving the client plenty of time to ask questions.
5. Address any concerns:
Be prepared to address any concerns or questions the client may have about your services or design approach. This is an excellent opportunity to demonstrate your knowledge and expertise and build client trust.
6. Close the sale:
End the call by outlining the next steps in the design process and discussing any relevant pricing or contact details. You will have decided whether you think their project is suitable for you. Be confident and optimistic. Follow up with the client after the call to confirm their interest by having your CRM send them an email a few hours later or the next day. In this email, you might like to send them an investment guide (you can download instructions on how to write one here) and links to Pinterest boards or other information that might be relevant. You will also include a link for them to schedule a design consultation with you via your CRM.
You can also ask the prospective client if they would like you to record the meeting so that any other partners in the project can watch the presentation. This is not essential but may give your prospective client something to consider.
With these six steps, you can confidently run an initial design call. Need some help? Contact me to find out how I can help you set up your initial call.
Want to learn how to use GoodNotes to write amazing consult notes? Video coming soon….
Hi 👋🏽 I’m Joanne!
I’m an interior designer, educator and business coach. After studying Economics and Education at uni, the design world beckoned, drawing me to Christie’s in London, where I completed post-grad studies in art & design and then to Hong Kong, where I founded Eclectic Cool, a design firm and design store. . Eclectic Cool represented international brands such as Gubi, &tradition, HAY, Armadillo Rugs & Dinosaur Designs to name a few. My work and store have been featured in Monocle, Conde Nast Traveller, Elle Decor, Expat Living, Cathay Pacific inflight magazines, South China Morning Post and the ABC (Australia) network and more. I live on the south coast of Australia on a country property between the beautiful Australian bush and the Pacific Ocean with my husband and cavoodle. I’m the mum of three adult children.
