Interior Design Sales – Getting Your Share of Projected Design Industry Growth

According to the independent wire service GlobalNewswire.com, the good news about interior design sales is: “The Global Interior Design Services Market is expected to grow by $ 24.13 bn during 2021-2025 progressing at a CAGR [compound annual growth rate] of about 4% during the forecast period.”

And remember, while a 4% growth rate may not seem like much at first glance when you take into consideration the industry-wide shortages and worldwide shipping problems, any growth in our industry is something to celebrate.

The bad news is, if you're an independent designer, getting your share of that growth in sales is 100% up to you! (OK, that’s not necessarily bad news – unless you’d rather get a couple of teeth pulled than have to sell your design services!)

It may shock some folks to discover this but, very few interior designers got into the business, or started their own design firm, because they love selling stuff. No, designers are creative souls and their priority is sharing that creativity with prospects and clients. But, as we’ve shared many times over the past few years, when you own a design business, selling is part of the job. And selling yourself must be your priority!

So, what are the keys to getting past the wish that you didn’t have to sell anything, ever?

3 Tips to Overcome Your Aversion to Selling

We’ve been doing this for a while now, if you call more than a quarter-century a while, and there are a few things we’ve learned that can help.

1. Mindset is key – The power of thinking positively is a massive asset when selling anything; from kibble to cars to, well, interior design services. Clients and prospects can sense when you're uncomfortable and they will inevitably wonder why. Since they don’t know you’re struggling with the sales process, they’ll assume something else is wrong and will try to fill in the blanks for themselves. Is she telling us the truth about that furniture? Is the quality of the rugs she’s recommending poor, so not worth the investment? Is she just not very good at reimagining our space for us?

Once a client or prospect begins to doubt you – for whatever reason – you’ve lost them. And, you have a less than 1% chance of getting them back! So, be positive and force yourself to learn the steps required to sell your services and furnishings more effectively.

2. Be upfront about potential problems – As mentioned above, our industry is currently coping with a number of challenges with product availability. The reasons vary by manufacturer, often based on their size and influence, so it behooves the sharp designer to be open about the issues you may encounter on their behalf. Stress that many wallcoverings, fabrics, and accent pieces are available immediately (or almost so) and that you can deliver their beautiful new furnishings in stages, if they prefer. (BTW… That’s a great way to show optimism during your presentation!)

Not to toot our own horn here but, because we represent the largest manufacturer in the world, industry-leading Kravet and their family of brands, we suggest you consider their offerings first. Much of what they offer will have shorter lead times than other brands, making your job far easier.

3. Know your stuff – Knowledge truly is powerful and the more you know about your chosen profession the more confident and optimistic you’ll appear to clients and prospects. You literally can’t “know too much”. (You can, however, share too much so keep yourself in check and don’t go overboard or “show off” your expertise.)

One of the most common reasons novice salespeople struggle is a lack of knowledge. They simply don’t know enough to answer all of their prospect's questions and, fearing they’ll look unprofessional by admitting it, they fake it. But, again, insincerity is a dead giveaway to clients and is truly unprofessional. Never be afraid to admit you don’t have an answer for them at the moment. Just tell them you're unsure and you'll get them an answer as quickly as humanly possible. If you’ve been upfront and honest to that point, it won't be an issue.

Finally, preparation is critical to a successful sales pitch. Never try to “wing it”. Don’t ever think you can “fake it to make it”. Instead, bring all you have to every sales encounter, your talents, your knowledge, your creativity, and your commitment to giving them the best interior design experience you can provide.

With a bit of training and experience, along with a commitment to yourself to get better, your ability to sell your services and the furnishings to make your vision a reality in your client’s homes will be realized – with less lost sleep the night before a presentation!

If you struggle with interior design sales for your own business, consider working with a consultant and/or sales trainer. Ted is available for such business consulting to the trade. Just… Get in touch with TD Fall today.