Today I’d like to talk about a common predicament many designers experience. This question was raised by a fabulous designer by the name of Catherine…
Question: “Where I am stuck is that in order to create an accurate proposal for a client I have to see their space. I’m trying to figure out if having a get acquainted telephone call PRE-visit will weed out the less serious potential clients. Also, I’m considering charging a fee for doing the proposal that would be refundable if they sign the contract. What do you think?”
Great question Catherine! Many designers face this. First, let me say that I get it and completely understand. I was equally as frustrated when it came to the amount of time I would spend with a client, and then NOT get the project! I found myself feeling resentful and almost to the point that I was ready to walk away from my business if things didn’t change!
Here’s what I learned and still implement today in regards to my sales process. As a result, I have an exceptionally high closing ratio on sales calls.Then I heard about, and invested in myself, by signing up for a course that taught me how to use systems, and pre-qualify my clients. It was like a light bulb going on over my head! I felt so relieved and excited at having a strategy and system in place that would help insure that I only worked with clients who were serious and ready to invest. I’ve since refined the process a bit and now I have a rock-solid system in place that works wonders!
1. Pre-qualifying Tactic #1 – When on the phone, I ask questions of the client and ‘steer’ our phone conversation in such a way that I am able to gather valuable information and set appropriate expectations, before ever going out to their location.
2. Pre-qualifying Tactic #2 – While I’m on the phone with them, I’m able to provide them with a ‘ballpark price range’, so they can decide right then and there if they want to go ahead and schedule an appointment with me.
3. Pre-qualifying Tactic #3 – I charge a fee for going out to their location that IS applied to their order.
4. Pre-qualifying Tactic #4 – I do not charge for providing a proposal. However, when I am at their house, I encourage going in phases, and keeping things to just one or two areas for their initial quote.
“Many years ago, I’d have clients ask me to quote their entire house for window treatments. I’d take the time to measure, calculate price and yardage, and then generate the quote (hours upon hours). Then they’d get blown away at the price (because it was for an entire house). Oftentimes they would not go forward with the order and I’d spent way too much time NOT getting the order and giving them sticker shock!
When I work in ‘phases’ it keeps things much more manageable and less overwhelming for the client. It also does the same for me – my ‘proposal preparation’ time is much more reasonable and quicker. It only makes sense that if my prices for one room are too high, they most certainly will be for an entire house! So why not find that out based on one room instead of ten?!”
5. Proposal Generation System – I have developed a system for generating proposals. I use it every time and it makes things go so much quicker! My time investment is much shorter.
So you can see how it may not be ‘the economy’ that’s keeping your client load light. It just might be something as easy as you needing to invest in yourself and learn a better way of doing things. Could it be sales? How about marketing? What about lead generation?
I cover all these aspects and more in my proprietary system – “7 Steps to Attracting Big Budget Clients”. If you’d like to hear more about that, feel free to call 949.342.4564 or send me an email. I would love to help you land more clients, better clients and bigger budget clients!

Have had high clients. Want to know how to attract more. Is it just the economy or me. I have very satisfied clients who stay with me forever, but the big jobs are done and they do not have more houses. A lot are retired now. Ugh!! I do great work and am very professional with an outstanding staff.
I hear ya Gail! However, I will say that there are definitely enough high end clients out there! I’m guessing you just may have to do things differently to attract them today, more than ever before. Which is not necessarily a bad thing.. it’s just ‘different’, which promotes growth, btw. Let me know how I can help. I’d luv to help you attract more high end, luxury clients for your business. Just shoot me an email.. Barbara@HighDollarDesigner.com
I also charge “an initial consultation fee”. After viewing their space and reviewing their requirements, I draw up a proposal personalized to their needs. If I get the job, then the fee is applied to purchases made through my company. If I don’t get the job then I don’t feel like I have wasted my time.
Linda
Great comprehensive approach to an all too common issue! We must be strategic in identifying serious clients that are a good fit and we must do it efficiently. Lastly, beware of information overload.
Agreed… Efficiency is key when it comes to pre-qualifying clients! 🙂
Great response to a common dilemma. I would underscore; time is money so be strategic. Finally, beware of information overload.
Linda, you are so right! So many designers (and business owners) aren’t able to make that connection clearly enough… Time = Money! Be strategic! Thanks for the reminder! 🙂
I certainly agree with Linda. Efficiency in flushing out viable clients is everything. The initial phone interview can already save you tons of time. It is important to be professional at all times and especially be candid up front. You’ll quickly avoid the ones who are shopping around for ideas and the ones who are not seriously intent on making a commitment. Further starting off with one area always makes sense especially you can plan seeds of ideas that they have not thought of before. They may or may not materialize however they often do. It is also about gaining trust before anyone is willing to commit to a major event. This experience is as important to you as it is to the client. After all it is about a collaborative relationship and if you do it right you not only have gained a loyal client but also a fabulous resource for referrals and references. It comes to a win/win strategy.