Business by Design this month focuses on working less -- and earning more.

THIS MONTH:

+ "Got a Life?"
+ Big Effort, Small Results
+ Price Objection Protection
+ A Dissenting View

"Got a Life?"
That's the question I pose to design professionals around the country who tell me about their "around the clock" working schedule.

They're the one's whose "workday" never ends. They're still going at it late into the night -- and into the weekend.

How can you find time for family, friends and fun when you spend all your time working?

There's no reason why design professionals should have to put in those kind of hours. I know lots of designers, decorators, window fashion pros, kitchen and bath specialists, retailers and others who earn big, big money working normal hours.

Or less.

You can, too, if you manage your time more effectively.

That means focusing on the 3-5 tasks each day that are most likely to increase your profits. It means determining which of your design services will generate the most income in the least amount of time.

And it means reaching out to those clients who can most easily afford those services.

Big Effort, Small Results
Working too hard for too little? That could mean you...

Waste your time. You're "busy," but you're not profitable.
Give away your time.You don't bill for all of your time, all of the time.
Charge too little. You don't attach enough value to what you do.
Look for love in all the wrong places. You work with clients who can't afford to pay what you need to earn.
Don't know your business. You're unaware of what brings in the most money.
Don't control your business. You're more apt to play "Let's Make a Deal" than say: "This is how I charge."
Don't delegate. You don't call on others to do what's too menial -- or too difficult -- for you.
Don't "maximize" appointments. You're sacrificing income by not asking enough upselling questions.

Price Objection Protection
Price objections was the number one issue raised by those who responded to my call last month for key concerns facing design professionals.

Want some quick tips on what to say when they say you're "too expensive?" Listen to this:


A Dissenting View
Remember my remark last month that it's often easier to teach design skills to people with a sales background than it is to teach selling skills to designers?

Illinois designer Mary Lou Klamus had this response:

"I attended your seminar at the (Chicago) Merchandise Mart recently and just received your newsletter. I really have to take issue with one of your comments.

The implication that it is easier to hire someone with sales training and no design experience & teach them design is offensive to those designers who are professionally trained in interior design.

This is not something anyone can learn. We take pride in our professionalism and talent in our field. ASID is working very hard at having States license or at the very least register interior designers to weed our the "Suzie decorator" types who have a "flair".

This licensing reflects education, work experience, and testing. I suggest you look into NCIDQ (National Council for Interior Design Qualification) at NCIDQ.com.

I have mentioned your comments to other designers who were not in attendance at your seminar and they, too, were appalled that you were stating this to a group of professional interior designers.

Thought you might be interested in hearing this side of the picture.

Sincerely,
Mary Lou Kalmus ASID