•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!
• 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.
• 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!
• 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!
• 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.
• 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!