Thrive In Design

S3, E2: How Interior Product Companies Can Build a Loyal Client Base

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There are so many great ways to approach business development and sales as an interior product company. No matter the strategy, the foundation of it all should always be building a loyal client base. In this episode, Nicole shares three types of specifiers; once you understand that, you can create a strategy that converts them to your loyal clients.

 

The first category is your product advocates: the group of people that you have served well and have spec’d lots of your products. These enthusiasts become your product ambassadors, making your brand grow organically with a committed, loyal base. You can leverage these superfans to bring in 80% of your sales.

 

Join the conversation, learn more about the other categories, and learn which strategies help continuously grow your customer base. You will also learn practical ways to build your brand awareness, dominate a specification, and strategically stand out.

 

Let’s jump in!

 

Key Highlights from the Episode:

[00:01] Episode intro

[00:35] Today’s focus: Building a loyal client base

[03:07] Vague advice Nicole has heard over the years

[06:33] A better way to approach business development and sales

[07:02] The 80/20 rule explained

[08:28] How to effectively apply the 80/20 rule in interior product sales

[09:46] Three categories of your designer clientele in building a loyal customer base 

[11:53] Leveraging your product advocates to bring in 80% of your sales 

[12:24] A quote from Pat Flynn

[13:06] Practical ways to start creating your superfans

[14:26] A quick recap of what we have discussed

[15:01] Episode wrap-up and calls to action

Notable Quotes 
  • Scheduling the next appointment with a client before you leave is fantastic, but knowing the objective and strategy behind each appointment is more important.
  • If you can focus on providing excellent products and experiences to your clients, you will create enthusiasts who will become your product ambassadors. Your brand will grow organically, and you will exceed your revenue goals. 
  • Your product advocates category is the 20% that should bring 80% of your revenue.
  • “People don't become superfans the moment they find you. They become superfans because of the magical moments you create for them over time.” - Pat Flynn.
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