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Vol. 2.7
50 Ways to Market Your Interior Design Business
1. Hire a public relations agency to help plan and carry out a CUSTOM
ADVERTISING PROGRAM. Work closely with PR specialists and maintain final
approval of all materials.
3. Have a clearly defined GAME PLAN. Know where you want to go and plan how
to get there.
6. Discuss with your STAFF the firm's marketing plan. Every employee within your
firm helps you sell your services and unless you ask, you may never know who
has an important connection with a potential client, perhaps making the
difference in securing a project.
13. Issue PRESS RELEASES telling prospects about personnel changes, new
contracts, design awards, senior personnel, and special events on a regular basis.
15. Develop an introductory BROCHURE stating your mission and providing contact
information.
16. Create SALES PACKETS with Scope of Services and Client References.
17. Seek SPEAKING opportunities to reach decision-makers.
18. Maintain HIGH VISIBILITY within the community.
19. Enter DESIGN COMPETITIONS whenever possible.
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22. Remain VISIBLE in your field and make sure clients and prospects are aware of
your services.
23. A LETTER is one of the most important and effective ways to communicate to
customers one's capabilities, knowledge and professionalism. Be sure
correspondence conveys an appropriate, error-free response, while highlighting
the benefits of your services to the customer.
24. Create a NEWSLETTER to send out periodically. Announce new projects, firms'
background, trends within the industry, upcoming events, organizational
involvement, completed projects, projects in progress or other pertinent facts
clients might be interested in learning.
33. DIG UP LEADS from Construction Reports, Cold Calling, Personal Contacts,
Business Contacts, City Planning Offices, Architectural Firms. Seek to be
considered when others accept multi-disciplined assignments.
34. Contact large "OUT OF STATE" FIRMS for small jobs in the area.
35. Never pre-judge a lead. Make it known all LEADS ARE WELCOME.
36. Tackle COLD CALLS with a goal of obtaining an appointment with the decision
maker. Know your purpose, research telephone techniques, project an attitude of
enthusiasm, talk about solving problems, ask open-ended questions, make
observations, listen, and use positive statements. Prepare a checklist with
answers to possible questions and objections.
37. Ask permission to place INSERTS on letterhead in trade magazines and books at
your local bookstore or within local news venues.
38. COMMUNICATE with clients and future prospects on an ongoing basis, perhaps
every three to six months.
40. VOLUNTEER when possible for community activities and promote good will
within the community.
41. Keep a MASTER LIST OF 250 CLIENTS, which you contact or call on a regular
basis. Send thank-you letters for client support and patronage.
42. Develop RELATIONSHIPS with clients. As your clients needs change, be there
to help them implement the changes necessary.
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47. Visit local design schools to discuss and SHARE KNOWLEDGE of the industry
with up and coming designers.
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