“Convince the client that the project is flawless? I don’t need that! My work will speak for itself,” – you might think. If you do – you are in for a surprise! For as much as we’d like to agree, experience says otherwise. Presenting the project and being a good negotiator is a matter of survival for a designer. How come? Let’s see.
Convince the client that he’s wrong: a question of responsibility
In general, the work of interior designer consists of two main tasks: creation of a professional design and ensuring that the client is happy with the result.
One might think that these tasks are interdependent and that the first criteria automatically leads to the second one. Most of the time, that’s not how things happen. In real life, you might have to stay awake at nights, eyes bloodshot, figuring out how to incorporate all wishes of the client. As a result, the latter is unhappy with the outcome, since he wasn’t really sure what he wanted.
Most often, the client interferes into the design process insisting on ideas that might not fit into overall concept. Another option – you realise that the idea he wants to incorporate will prevent you from achieving the desired effect. You might object that since that’s his house and he will live there, even the idea of a designer trying to convince the client to change his mind is out of place.
Obviously, your main objective is to deliver the project to client’s satisfaction. Which is why you may make a mistake and agree to implement all his ideas, even the most unreasonable ones. However, this way, you will be unable to achieve the interior design concept you seek. All you will get as a result is a client lost. Or even worse – a lot of negative feedback among potential cutomers. After all, you are a professional designer, not the client who cannot even formulate what he wants. Your reputation is at stake here, for you will be the one to take all the blame and assume consequences. This is why it is in designer’s best interest to know how to convince the client.
How can designer explain the client that his option will work best for him without hurting his feelings? And what if he doesn’t want to listen to your arguments and the atmosphere gets heated? And, most importantly- how to deal with the situation?
Without any doubt, complying with the client’s requirements is crucial. To do that, a designer needs to:
- Get into his head
- Understand what he really wants
- Manage to convey this concept
Psychology? Magic? A little bit of both. Take a look at these 7 recommendations on how to convince the client, develop and realise a high quality design, and keep the client happy.
Convince the client and nail the project: 7 tips
#1. Individual approach
To convince a person, seek to understand. Every designer should be a good psychologist. He must be able to understand people, listen carefully to what they say and even read minds. Only then will he be able to create a one-of-a-kind interior design, meeting all the client’s needs. Which is why it is so useful to learn about his personality as much as possible – his habits, rythm of life and so on. It will help you to convince the client way more than learning what wall color he wants or where he would like to put the bed.
#2. Convince the client by presenting with confidence
Having developed a design project, be sure that this is the best option possible. Your task now is to transmit this confidence to the customer. In order to achieve that, inspire him by being enthusiastic about the concept. Following phrases, pronounced calmly and confidently, will help you to make an impact and be persuasive:
- Designer can see a few steps ahead …
- Having combined all your wishes …
- Please try to be patient till you see the result
- Have faith in me and my experience – I know it will work out.
#3. Use the same language the client does
When you get to know him, formulate your ideas using his own words and concepts; avoid talking shop and going into things like design theory and coloristics.
However, if the client likes going into detail, then by all means do explain. That is, talk not only about the emotional part, but about the theoretical foundations for a decision being discussed. With some type of people, this is the only way designer can convince the client.
#4. Let the customer know that his opinion matters
Ask your customer for advice as often as possible on small things like “how to make it better”. Make him feel involved, for he will live in the interior developed.
This little trick will help you to get on the right side of him and win his trust. If the client trusts the designer, then he will trust his vision. Moreover, when a person pays for a sevice, he or she either wants to get the result straight away, or feel in control of the project. By doing this, you will make him comfortable.
#5. Choose materials and decor in real life and together with client
The best option would be to take the customer to the store and pick all you need for renovations.This way, he can feel the fabrics, sit on the armchair and see the tiles for the bathroom for himself. There is no better way to convince the client in designer’s trustworthiness at picking materials!
#6. Make your presentation visually powerful
To agree on the developed project, you need to make the concept perfectly clear. Of course, you can do it by using moodboards, collages, sketches. They sure can inspire the customer, but will not allow him to form a crystal clear picture of the outcome he will get (which might lead to unpleasant consequences in the future). But 3D design tools, such as a quality photorealistic architectural visualization, can do just that! It is more persuasive than a thousand of words and promises. Consider getting interior and exterior visualisations, 3D models or an animation. As experience shows, even the most stubborn client can be persuaded with a 360 view of your interior design or even a virtual tour!
#7. You are convincing when you are calm
If the client keeps insisting on his decision and ignores all your arguments, the main thing in this case is to listen to him and keep things positive. Otherwise, you will most likely aggravate the situation and achieve nothing. It’s impossible to make a point and convince when you see only your side and don’t try to understand. How can you prove the client he’s wrong? Remember the previous paragraph! Just show him a photorealistic 3D model with all his crazy interior design ideas. Seeing the outcome usually makes things clear. Very often, this 3D design tool saves designer from his worst fears – “bad” design and customer’s dissatisfaction.
That is why we strongly recommend you not to underestimate the benefits of 3D modeling for presentation of an interior design concept. Use it to convince the client in all controversial situations. Don’t have enough time for doing a 3D? That’s not a problem – hire professionals to do a 3D model render for you. Seventy visualizers of ArchicGI company will gladly help! You will be able to control the process of 3D modeling at every stage you wish.
Just like a designer, 3D visualizer is an artist with a style of his own. Working with ArchiCGI company, you get the opportunity to choose your personal visualizer. Have a look at the visualization and modeling projects of our 3D artists in our portfolio!
But there is always a possibilty that there will still be some controversial moments which cannot be conveyed using 3D design tools. What to do then? How to convince the client to trust your expert opinion?
Here are two ways a designer can deal with the unpleasant situation.
“Convince the client”: mission failed? Not yet!
Here are a few strategies you can use to cope with a difficult situation.
First strategy: find a compromise with the customer
Take into consideration the client’s opinion. If his idea doesn’t violate norms for building construction and does not contradict the interior concept developed, try to use it. It’s good to keep an open mind, as clients can actually propose some pretty interesting ideas. Better still, you can incorporate this idea after improving it and adjusting to design rules.
Second strategy: make it crystal clear that the customer will have himself to blame
One of you takes full responsibilty for the outcome. If the client insists on the wrong decision which will spoil the interior project and ignores your arguments, try the method of “threats”. Explain him one more time why his idea is erroneous. After that, warn the client that if he persists, he will take full responsibility for the outcome!
After that, designer still needs to try and convince the client. Of course, you won’t be the one responsible, but you must explain as clear as possible all the consequences of his idea. Following phrase works like a charm: “Now that you are aware of all the implications, you must make a decision. But after that, you will not have any right to complain that I didn’t warn you”. Then, give him some time to think things over. At this stage, the clients tend to calm down and settle with designer’s opinion.
Third strategy: to convince the client, challenge him
Indeed, in order to make things right, designer can do even more. Take full responsibility for the outcome of your idea. If you are 100% sure in your interior design, promise the client that if he doesn’t like the result of your project, you will realise the implementation of his idea at your own expense. Clients are usually happy with the arrangement. And having seen the concept realised, people don’t want to change a thing. Risky? Sure! But so rewarding at the same time! From my own experience, the customer’s joy is totally worth it.
What conclusions can we draw from that?
The main thing is that at the stage of the development of a design concept, the customer may not fully realise what exactly he wants. So the task of a designer is not only to understand his wishes and develop an ideal interior design. As well as that, he must be able to convince the client that this idea is perfect for him. For that, I highly recommend using 3D design tools, as they will make your life way easier. Then comes the best part: realisation and customer’s happiness with the amazing result he gets.
To sum up, we hope that our advice will help you to master the art of persuasion and make a convincing pitch. When working with particularly stubborn clients, however, use the power of 3D tools -interior and exterior visualisation, 3D model or animation, 360 view of your design concept or a virtual tour. It can make a huge difference and win the presentation for you!
Our team will be happy to help you. Contact ArchiCGI to order 3D rendering services – start using 3D design as a tool to make your presentation breathtaking and visually powerful.
We wish you most interesting projects and easy negotiations!