Many interior designers are uncomfortable with the idea of selling their services to a client. For them, the word “selling” carries a connotation of persuading someone to buy something that maybe they don’t want or can’t afford. There are other ways to approach a sale, however. Keep in mind that prospective clients are looking for help from you, the expert. Explain to them what you have to offer and explore whether you are a good fit for each other.

In this episode, Gail talks with Shannyn Lee, managing director of Win Without Pitching, based in Kaslo, British Columbia, Canada. Shannyn stated the firm seeks to help people in the interior design industry and others to learn to sell more professionally.

Shannyn stressed that designers need to accept that “it’s okay to sell and price like the experts they are.” She said a professional sales approach is a combination of understanding the client’s mindset and then giving them a framework for the different conversations that happen during the sales process. Let them know they have choices and options.

From the designer’s perspective, said Shannyn, think of the discussion with the prospective client not as an opportunity to pitch a sale but as a qualifying conversation. Leave room for the client to open up and talk about what they want, what’s motivating them to make a change. You’re looking to see if you’re a good fit for each other. You may find that you have reservations about taking on this project or working with this client.

“It’s okay to have power in the sale,” said Shannon. She advises that before meeting with the prospective client that designers repeat a helpful mantra: “I am the expert. I am the price to be won. I am on a mission to help. I will only be able to help you if you let me lead. All will not follow, and that is okay.”

For many designers, Shannyn said, it’s a matter of getting “comfortably uncomfortable” with selling. They just need to shift their mindset that it’s okay. “When you have the right mindset, typically the correct behaviors follow.” Keep in mind it takes a lot of practice to build up your confidence. Work on your skills and give it time.

Shannyn noted some common mistakes designers make when selling or pitching a project. She also discussed why the better option for some designers might be not to sell but rather to hire a business development person to handle that side of the business.

For all that and more, listen to the entire podcast.

If you're listening on your favorite podcast platform, view the full shownotes here: https://thepearlcollective.com/s12e2-shownotes

Mentioned in This Podcast

For more information about Win Without Pitching, including the many resources they have available, go to the firm’s website at www.winwithoutpitching.com.

https://www.youtube.com/watch?v=LJv3Ji76LhY

Episode Transcript

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Welcome to the podcast, Shannon. I am so excited to have you on here. Thank you, Gail. I am too. I've been looking forward to this, so thanks for having me on. it's my pleasure. Well, we met in a mastermind, and it has been a lot of fun. And I have found out what great expertise you have in an area that I think will be great for our listeners today, which is sales, especially for people in the services business. Yes.

I can't wait to talk about that. But first, I have to ask you a few questions that are a little bit personal, and I would love to hear about these. And we asked this question about what your biggest life lesson was. Why don't you share with us what you shared? So I have to remember honestly what I shared, but I'll tell you what I think I shared. Okay.

There's a lot of life lessons, but I know one that made a big impact on me was when I was fired from a job. And it definitely was humbling, but also lit a fire. And what I mean by that was it caused me to take a hard look at who I was and what I w...