4 AREAS OF EXPLORATION
AREA OF EXPLORAT ION
POT ENT I AL QUEST IONS
ST Y L E When exploring your customer’s style it is very helpful to see photos from blogs, websites, magazines or social media sites like Pinterest. When learning about style, a picture is worth a thousand words! S I TUAT ION OR L I F EST Y L E You need to learn specifics about the room they are designing, who will use the space/how often, or the party they are hosting or the gifts they are purchasing in order to make the right suggestions. T IME FRAME Knowing the time frame will guide you in the product selection, you must suggest only items that will confidently arrive in time for their deadline.
• How would you describe your style? • How do you want the room to feel? • What are your favorite colors? What colors do you already have in your home? • What are your favorite types of fabrics? Why? • Do you have an inspiration piece? • Do you like to use pattern? • How will you use the space? • What is the size (sq ft) of the space? • Do you have pets? (If so) Are you looking for easy care fabrics? • What is your style of entertaining — formal or casual dinners, weekend guests? How often? • If gift shopping: Show me your list. Do you want to have a theme with your gifts? • ASAP or no time limitations? • Is there a certain deadline like a move-in date? • When will construction be complete? Or at what stage of the construction are you in? • Any special events coming up like a holiday, wedding, party or guests for which the client would want his/her home looking extra special?
When working with a guest, you must be sensitive to the subject of budget. While knowing how much a customer is willing to spend can be very helpful, it is not always something the customer is willing to discuss. With experience, you will be able to read customer cues and confidently ask budget related questions as needed. When the time comes, the following are some ways to politely broach the subject.
BUDGE T Knowing a customer’s budget can be very helpful but this question is more appropriate in some circumstances than others. Always remember not to make assumptions about how much your customer is willing to spend; make suggestions based on your understanding of their needs and priorities!
• How much were you looking to spend on this? • I’d like to keep my suggestions within your budget — what are you hoping to spend? • Tell me about your budget. • Give me a sense of your range. • How important is budget in your decision making process? • Where else are you shopping? (This can give you an idea of their budget)
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