The old saying goes "Time is Money". As a Home Stager you need to take a cue from that and value your time and specialized knowledge. You're worth it! Learn some tips on how to prequalify clients and understand the difference between an interview and a consultation. This pre-qualification process will help you AVOID running around town, from property to property, giving away free advice and estimates.
Copyright (c) 2009 Alice Chan
Prequalify and Understand the Difference between an Interview and a Consultation
When the phone rings with a potential client, it is imperative that you use this opportunity to screen the caller for their appropriateness for your business. During the phone conversation, you will find out whether the caller is a viable prospect for your services or if their budget is not in line with your pricing schedule.
A few questions that you should always ask are:
* How did you hear about our business?
* Tell me about your project.
* Do you have a budget in mind?
If they say "no", give them a price range that is typical of a property of their square footage as a benchmark to further qualify them. Everyone has a budget, but is not always willing to disclose it...just in case, by some miracle, what they had in mind is lower than what you will quote them.
* Who else are you interviewing?
This pre-qualification process will help you AVOID running around town, from property to property, giving away free advice and estimates. This is an easy trap to fall into, especially when you're new to the business. It's understandable that you get excited when a prospective customer calls, but it's even more important for you to value your time and avoid giving away your knowledge.
An interview should be just that, an interview. It is an opportunity for the client to meet you and for you to meet the client. It is not the time to start designing. This is the most important time to establish your value as a professional as well as the value of your time.
Depending upon the nature of the project, i.e. model home merchandising or remodel for resale, you may need to go to their project for a site visit. Accompanying Realtors to their Listing Presentations to discuss the value add that your services provide is not uncommon once you have established strong business relationships.
* Schedule a day and time that is mutually convenient.
* An interview does not need to be more than one hour.
* Explain to them what will happen during the interview including a brief walkthrough, a review of your portfolio, and some Q&A on both sides.
* Keep in mind an interview and a consultation are two different things.
While an interview is meant to get acquainted, a consultation is a paid visit in which you should give them ideas for their project.
* Schedule one to two hours, as required, and confirm the fee.
* Explain that you will be answering any questions they might have.
* This is a chance to discuss options for space planning, value of different types of projects for real estate value, including renovations, and general decluttering.
If you've ever called upon an attorney for help, you know they don't just give away their expert advice at no charge (unless you're a close friend or relative). The same goes for doctors, accountants, and other professional service providers.
Take a cue from them and value your time and specialized knowledge. You're worth it!
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