Whether your client is buying an entire room of furniture or simply a sofa and coffee table, it’s important to introduce the concept of buying to a plan. When you focus on helping your customer truly create and execute a vision of a home that is beautiful, creating a buying plan will help them accomplish their dreams.
What is a Buying Plan?
A buying plan is simple. It’s designing the entire room, with logical, progressive steps, that will help your client achieve their goals. These steps start with understanding your customer’s style, their personal lifestyle, and their budget. Let’s face it, not everyone that enters your store can purchase every single item they need to complete their home in a single purchase. (We wish, right?) But with a carefully thought-out plan, over time, the same outcome can be achieved.
When Do I Introduce the Buying Plan?
The sketching stage is a great time to speak to the concept of buying to a plan. It’s at this point that bonding has begun and we are establishing ourselves as the expert. Their design expert. As you’re learning more about their space, lifestyle and budget, we are also reinforcing the idea of creating an overall viewpoint that will result in a stunning home.
Reinforce the Outcome
Listen to their ideas and don’t resort to being a “pushy salesperson.” Letting them know you would like to work with the existing pieces that they already own and love, will immediately put them at ease. Remind them that you’re able to suggest pieces that will blend naturally with their current pieces and buying to a plan reduces the fear of how it’s all going to turn out. Share with your customer that designing the room, down to the art and lamps, will ensure that they will be completely satisfied with the end result. No matter what the budget, buying what you can, when you can, will make sure you will be working towards your goal…a beautiful room. We are home furnishings experts and can help you in all areas of your business. Contact us today to learn more!
