Selling Luxury Clients – Part 5
As designers, we all want to move up. That’s part of what being a designer is all about. We want bigger budgets that allow for more creativity and more significant publishing. For the past several weeks, I’ve been breaking down the steps necessary to start selling to your dream clients.
In part 1, we talked about the importance of an abundance mindset when it comes to attracting your ideal clients.
Part 2 was all about micro-jobs holding you back from your ideal clients.
Then, in part 3, I shared strategies for identifying and finding luxury clients.
Last week, I covered how to get your messaging and marketing suitable for your target audience in part 4 of this series.
Today, I want to discuss the experience of being in your business.
Once you’ve landed a high-end client with a big budget and have a fantastic project to work on, how do you make that experience special? And I mean so unique that you’re essentially untouchable because no one else does what you do.
All high-end work is about the experience and bragging rights. And to succeed in this market, you have to create both.
It’s time to start brainstorming. What are you already doing that is memorable, and what could you do to really up the “wow factor” and get people talking?
Think about any high-end brand you love and how they treat their clients and customers. The customer service, the products, the added touches, all of those details elevate the client experience. That’s the feeling you want to create for your high-end clients.
You’re expected to be a great designer, take care of everything, and deliver exceptional results. But the client experience is your opportunity to set yourself apart.
IDBA is an excellent example of this concept. We work on mindset first to ensure your head is in the right place and you feel confident about the possibilities in front of you. Then diving into technical stuff is easy.
We also do special things for our members when they reach specific financial milestones. We love celebrating your success and reminding you that you can do this!
Those are just a few of the things that make us unique.
You need to identify what you can do for luxury clients. There are so many options. Things like sending gifts at specific points in the project, sending them out to a special dinner, or doing a full reveal like they are used to seeing on TV. The goal is to get them talking about you.
That is my challenge for you today. Figure out how to create that experience your clients can’t stop talking about.
Now, let’s talk about bragging rights. This part is about being seen and being the designer in town that everyone knows. You can accomplish this through publishing (both print and online), design awards, show houses, home tours, and other opportunities to be visible in your community.
That sense of celebrity is what will sustain your high-end business.
Watch the video above for more on this subject.
Until next time, design something beautiful and get paid what you’re worth.