Learned It From Experience: L.I.F.E. Lesson #5
I was about a year out of college when the possibility of designing a large custom home came across my desk. I was working for an architect at the time and the architect was designing a 12,000sq ft home. Since I worked for the architect, he asked me to put together a proposal for interior design services for the home.
Talk about a deer in headlights! I was a newbie designer and I was going to take on a 12,000 sq ft custom home? Nothing like jumping in with both feet!
The clients were such nice people. They were approachable and open. But, their best friend was also a designer and I was sure they’d go with her.
We had a meeting one afternoon at the long conference room table in the architect’s office. I wasn’t quite sure why I was a part of this meeting since I had already assumed they had gone with the other designer.
I don’t remember much after they told me “we have decided we’d like you to do the interior design…” not because I have a bad memory, but because everything went foggy after that.
This would be the biggest project I had ever taken on in my young design career. I was intimidated by this. Not only the clients (they were about 2’ taller than I so I was physically intimidated) but I wasn’t totally confident in my abilities. HUGE imposter syndrome which at the time I didn’t even know existed.
I was also intimidated by the cost of a project of this magnitude. They would need everything from custom furniture to custom-designed window treatments and bedding.
One afternoon, I had made selections on many of the furniture pieces and window treatments. We were again seated at the large intimidating conference table and I had to ask for a deposit of $17,000.
To me, a 20 something just out on my own, that was a HUGE amount of money. How could I ask someone to give me a deposit for more money than I had ever seen at one time?
With 20 years of perspective, let’s figure this out.
Design is not an inexpensive industry. Now 20 years later, I have all sorts of procedures and processes in place so that both myself and the client know their budget long before I ask for money, but still one of the most important lessons I have learned is that the depth of my own pockets has nothing to do with the depth of my client’s pockets. As I became more successful and started making my own money, this did get easier to understand.
It does take practice.
When you are quoting materials for clients, you have to leave your preconceived notions about costs at the door. You CANNOT sell a fabric that is $200 a yard if you are appalled that it costs that much. Or if you can’t fathom paying that much for it. You have to practice saying the cost out loud before you tell the client.
Instead of “well, it is $200 a yard do you want it or should I look for something else?”
You say “I cannot believe I found this amazing fabric and it’s only $200 a yard” Or “ I know it’s $200 a yard, but it is going to really complete the design” Practice does make progress.
The biggest hurdle to overcome is to remind yourself constantly that your pockets are not their pockets.
When you are asking for money for your services- the same applies that you have to practice the ask. You also need to believe that you are worth it. Then ask for it! You are worth it.
When you join MYDB, you will get my guide to overcoming imposter syndrome, along with a personal mentor (me!) to help you thrive in your interior design service.
