If you think that selling a high-end client or job means that you need to sell harder, you are wrong.
The truth is, I find that it is actually easier to sell high-end clients than lower-end ones. Why would that be? High-end clients already know that they can’t solve the problem on their own, yet they have the financial resources to hire someone to do it and they are accustomed to searching for the solution.
Now, high-end clients are not going to just come running saying “help me, help me!” They need to know that their investment is going to pay off as a great experience, as well as a beautiful design solution.
Remember you must ask thoughtful questions to uncover important and telling information that will let you know if this potential high-end client is a good “fit” with you and your individual style of working. While you are listening you must decide is whether or not you want to work with them.
I enjoy taking my time to get to know this type of client, working on setting up a sense of connection, understanding and intimacy in the developing of our relationship. I let my prospective client know that I am interested in them, and that I value them and their opinions. After all, I am interested in a long-term relationship
So, knowing WHAT to say and WHEN to say it is not hard. Once you know these tips you can apply them to any conversation where you want to have a positive outcome.
So to help you succeed at putting high-end design jobs in your portfolio, here are 3 simple tips that can easily increase your creative opportunities and add big dollars to your bank account. When you follow these steps you will be able to charge higher fees, honestly and comfortably, just like I do.
1) Do not jump into selling immediately.
Your potential client is sophisticated. They suspect that you do need to sell this job and they are going to be wary. So, don’t do it! Stop and take a big breath, and relax. Put your focus on developing the relationship with this client, find out who they are and how to connect with them. After all, you want this to be a long-term relationship not a one shot deal. Take your time and ask concerned and focused questions about what they have been struggling with and are unable to solve on their own. Do not jump into “I can fix this mode,” keep listening.
2) Don’t jump into explaining the cost of your services too soon.
Your client will undoubtedly ask about the cost of services early on in your conversation. This is where you need to, again, curb your desire to immediately leap in and help. Say instead, ” I would be happy to talk about the cost of design services. May I ask you a few questions first?” You need to discover, in depth, what the design problem is and what difficulties it is causing, before talking about how much a solution costs.
3) Don’t skimp on uncovering the source of frustration.
Now you know, that if your potential client could solve the design problem on their own they would have done so. I am personally an “up” sort of person and I don’t like to focus on negative things, but think about this; if you don’t find out why they aren’t getting what they want and how that impacts their life at all sorts of levels, you probably won’t get this job. And that means that you won’t be able to help them. When you take the time to find the source of all that unhappiness, you set yourself up as the solution to their problems. You have set the stage for them to choose to feel better now, by hiring you.
High-end clients are the best to work with…
Approach your next big opportunity with confidence, grace and ease, remembering that it is a long- term relationship that you are creating, one that could last for years, and one that can bring you tens of thousands of dollars or more. You will find that you will love the fascinating people that you get to work with, the money that you make, as well as the wealth creative opportunities that come your way.