Attention To Details
September 10, 2018
Who Counts All of the Fabric?
October 1, 2019
Susan Pfingst
National Training CoordinatorWith over 35 years in the Home Design Industry, Susan now brings her extensive experience in design and sales. Training is her passion and she looks forward to sharing her insight!
Do’s and Dont’s of Selling Drapery in the Home
I love designing rooms for clients and seeing them become happier in their homes. My customers have become friends and lifelong clients because they trust that I will help them make good decisions. This leads to great referrals, more clients and more sales!
1. DO prepare ahead of time.
•Know enough about measuring drapery so you can prepare an estimate. Carole offers webinars on Measuring Guidelines if you need help.
•Use Carolenet, or any smart ordering system to create a timely, accurate estimate. DON’T lose the sale because it took too long to get your client a price.
•You can always have an installer re-measure later but get that estimate done quickly!
2. DO ask questions to determine your client’s needs for their room.
• Who and how does your client use their room from morning until night? Listen carefully and use this information to assess their needs.
• Show pictures since most people cannot verbalize what they like. Ask them to tell you what they DO and DON’T like.
Click here to view our inspiration gallery!
3. DO tie your design to your clients’ needs to show you care how they live in their home
• Verbalize the needs you have identified for your client.
• Provide solutions for light control, privacy, ease of operation, maintenance, climate control, child and pet safety.
• Establishing trust ensures your client will only want to buy from you!
4. DO set expectations because clients DON'T like surprises.
• If your client will need to hand dress a drapery, tell them!
• If they are ordering Blackout lining for their drapery, explain that will darken the room but there will be light leakage so the room will not be completely blacked out.
• Leave behind swatches of fabric your client ordered. You can order extra swatches from Carole Fabrics!
5. DO discuss budget but DON’T let what your client says completely drive your design. DON’T assume what they can afford!
• Have you ever spent more than you planned on something because you became educated about that product and then wanted to buy it? Most Clients have no idea what draperies cost. Educate them, provide solutions and money becomes less of an issue.
• It’s easier to start high and then reduce the cost if needed. Change a fabric, delete an option, break the order into multiple sales but many times clients will find the budget to purchase more than originally planned.
• Your client deserves the chance to buy the best…then let them tell you if the budget needs to come down.
6. DO create a client for life! DON’T let this first sale be your last from this client!
• Providing a complete design with all the options might lead to more than one sale.
- Design for an extra room.
- Design in layers, shades first then drapery.
• Always leave your client with their next design so you will have a reason to call them again!