Kitchen & Bath Business July/August 2022 - 12

L UXUR Y
DE SIGN
Opulence Defi ned
Educate yourself to ensure you can provide the true experience for your clients
IN THE LATEST HOUZZ PRO RESEARCH, luxury is
defi ned as custom, which leaves a nice wide range
from which we may designate luxury items. I also
believe luxury is largely about the client experience.
What tiny, courteous acts do you weave into
your process to make every interaction feel more
than the everyday? For the purposes of this article,
let's assume we are speaking about selling a luxury
project experience to our prospective client.
COMMUNICATING LUXURY TO THE CLIENT
To speak about luxury with authority, your work
and your brand need to align with a luxury experience.
People believe what they see more than
what they hear. When you place a project on
your website or on Instagram, be sure it is a clean,
well-photographed image. Describe it in careful
language that conveys an elegance about your
process and a respect for the client as the inspiration
for the luxury space.
LEARN ABOUT NEW LUXURIES
If you would like to learn more about a luxury
experience, try studying the best practices of
retail brands, hotels and restaurants universally
acknowledged as luxury: Tiff any & Co., Th e RitzCarlton,
Louis Vuitton, etc. When you enter their
places of business, how are you treated? Is there a
smile on each associate's face? Are you off ered a
place to sit and rest if you are asked to wait? It's all
nuanced but very intentional.
As a kitchen and bath designer, I like to learn
about new luxuries from events like KBIS. I saw
so many new, exciting things while I was there in
February - from new water-dispensing products
to solid surfaces, metal fi nishes and bidet toilets.
Th ere was so much to bring back to clients that
piqued my interest and grabbed their attention.
Seeing and experiencing things in person is unmatched.
I think that's a truth almost all of us
came to realize through the pandemic.
SHARE KEY LUXURIES YOU PERSONALLY
APPRECIATE
I fi nd it is easy to sell things I believe in or that I
believe would meet a client's particular needs. In
today's world, I see greater value placed on quality
12
/ JULY-AUGUST 2022
sleep, ease of use, a connection to social values and a healthier lifestyle. Once
you understand the specifi c priorities of your client, you may recommend
particular luxuries to suit them.
LUXURY IS A VALUE PROPOSITION: KNOW HOW TO SELL IT
It's about how you make the client feel ... in both a tactile and emotional
way. For example, if your client mentions how much they value sleep, a
fantastic luxury recommendation would be a steam shower. Not only is
steam excellent for improving sleep, it also lowers blood pressure and helps
reduce allergy symptoms. Th e science is real, and it's a luxury that pays an
incredible ROI.
If they are interested in a steam shower, you could tell them about an
interesting class you may have taken on steam showers. Or perhaps you
are working on a primary bathroom for a client with an interest in makeup
or glam, so you ask if they'd like a custom-designed vanity station with a
styling tool pullout, makeup organization and lighting tailored just to them.
" To speak about luxury with authority,
your work and your brand need to
align with a luxury experience. "
ENSURE YOU CAN PROVIDE A LUXURY EXPERIENCE
You might be surprised how much your devoted time and attention to a
client can pay off . Examples of these little touch moments include:
š I send a thank you note before I ever start a design project. I thank them
for their business and trust in advance and share that I am looking forward
to creating the perfect space just for them.
š I communicate regularly about where I am in the design process and how
things are going once we have entered the construction phase.
š Make the eff ort to speak with your client to meet challenges head on
and with grace, accepting responsibility for whatever part you may have
played and without throwing anyone else under the bus.
š Invite the client to lunch " just because, " or provide a delicious little spread
at presentation time to make the moment more special.
š Provide a gift at the conclusion of the project that really fi ts the personality
of the client and the purpose of the space.
Everyone's idea of luxury is personal, so study your clients and their
preferences. Making someone feel comfortable and special is the key to a
luxury experience. It's " that feeling " that will elevate your projects, the client's
interactions with you and your reputation to the epitome of luxury.
By Wendy Glaister, ASID, NKBA, IDS, owner of Modesto, Calif.-based
Wendy Glaister Interiors, wendyglaisterinteriors.com
˜
http://www.wendyglaisterinteriors.com

Kitchen & Bath Business July/August 2022

Table of Contents for the Digital Edition of Kitchen & Bath Business July/August 2022

Editor's Note
Industry Challeges
Luxury Design
Wellness Movement
Better Business
Technology & Design
Learning Corner
KBIS Coverage
Readers' Choice Awards
Trends
Favorites
Outdoor Living
Balanced Budget
Color Find
Small Spaces
Before & After
Solutions
What's Hot
Clients
NKBA's Kitchen Technology & Millennials
Last Word
Kitchen & Bath Business July/August 2022 - Cover1
Kitchen & Bath Business July/August 2022 - Cover2
Kitchen & Bath Business July/August 2022 - 1
Kitchen & Bath Business July/August 2022 - 2
Kitchen & Bath Business July/August 2022 - 3
Kitchen & Bath Business July/August 2022 - 4
Kitchen & Bath Business July/August 2022 - 5
Kitchen & Bath Business July/August 2022 - 6
Kitchen & Bath Business July/August 2022 - 7
Kitchen & Bath Business July/August 2022 - Editor's Note
Kitchen & Bath Business July/August 2022 - 9
Kitchen & Bath Business July/August 2022 - Industry Challeges
Kitchen & Bath Business July/August 2022 - 11
Kitchen & Bath Business July/August 2022 - Luxury Design
Kitchen & Bath Business July/August 2022 - 13
Kitchen & Bath Business July/August 2022 - Wellness Movement
Kitchen & Bath Business July/August 2022 - 15
Kitchen & Bath Business July/August 2022 - Better Business
Kitchen & Bath Business July/August 2022 - 17
Kitchen & Bath Business July/August 2022 - Technology & Design
Kitchen & Bath Business July/August 2022 - 19
Kitchen & Bath Business July/August 2022 - Learning Corner
Kitchen & Bath Business July/August 2022 - 21
Kitchen & Bath Business July/August 2022 - KBIS Coverage
Kitchen & Bath Business July/August 2022 - 23
Kitchen & Bath Business July/August 2022 - Readers' Choice Awards
Kitchen & Bath Business July/August 2022 - 25
Kitchen & Bath Business July/August 2022 - 26
Kitchen & Bath Business July/August 2022 - 27
Kitchen & Bath Business July/August 2022 - 28
Kitchen & Bath Business July/August 2022 - 29
Kitchen & Bath Business July/August 2022 - 30
Kitchen & Bath Business July/August 2022 - 31
Kitchen & Bath Business July/August 2022 - 32
Kitchen & Bath Business July/August 2022 - 33
Kitchen & Bath Business July/August 2022 - 34
Kitchen & Bath Business July/August 2022 - 35
Kitchen & Bath Business July/August 2022 - 36
Kitchen & Bath Business July/August 2022 - 37
Kitchen & Bath Business July/August 2022 - 38
Kitchen & Bath Business July/August 2022 - 39
Kitchen & Bath Business July/August 2022 - 40
Kitchen & Bath Business July/August 2022 - 41
Kitchen & Bath Business July/August 2022 - Trends
Kitchen & Bath Business July/August 2022 - 43
Kitchen & Bath Business July/August 2022 - 44
Kitchen & Bath Business July/August 2022 - 45
Kitchen & Bath Business July/August 2022 - Favorites
Kitchen & Bath Business July/August 2022 - 47
Kitchen & Bath Business July/August 2022 - Outdoor Living
Kitchen & Bath Business July/August 2022 - 49
Kitchen & Bath Business July/August 2022 - Balanced Budget
Kitchen & Bath Business July/August 2022 - 51
Kitchen & Bath Business July/August 2022 - Color Find
Kitchen & Bath Business July/August 2022 - 53
Kitchen & Bath Business July/August 2022 - Small Spaces
Kitchen & Bath Business July/August 2022 - 55
Kitchen & Bath Business July/August 2022 - Before & After
Kitchen & Bath Business July/August 2022 - 57
Kitchen & Bath Business July/August 2022 - 58
Kitchen & Bath Business July/August 2022 - 59
Kitchen & Bath Business July/August 2022 - Solutions
Kitchen & Bath Business July/August 2022 - 61
Kitchen & Bath Business July/August 2022 - 62
Kitchen & Bath Business July/August 2022 - 63
Kitchen & Bath Business July/August 2022 - What's Hot
Kitchen & Bath Business July/August 2022 - 65
Kitchen & Bath Business July/August 2022 - 66
Kitchen & Bath Business July/August 2022 - 67
Kitchen & Bath Business July/August 2022 - 68
Kitchen & Bath Business July/August 2022 - 69
Kitchen & Bath Business July/August 2022 - 70
Kitchen & Bath Business July/August 2022 - 71
Kitchen & Bath Business July/August 2022 - Clients
Kitchen & Bath Business July/August 2022 - 73
Kitchen & Bath Business July/August 2022 - 74
Kitchen & Bath Business July/August 2022 - 75
Kitchen & Bath Business July/August 2022 - 76
Kitchen & Bath Business July/August 2022 - 77
Kitchen & Bath Business July/August 2022 - NKBA's Kitchen Technology & Millennials
Kitchen & Bath Business July/August 2022 - 79
Kitchen & Bath Business July/August 2022 - 80
Kitchen & Bath Business July/August 2022 - 81
Kitchen & Bath Business July/August 2022 - 82
Kitchen & Bath Business July/August 2022 - 83
Kitchen & Bath Business July/August 2022 - 84
Kitchen & Bath Business July/August 2022 - 85
Kitchen & Bath Business July/August 2022 - 86
Kitchen & Bath Business July/August 2022 - 87
Kitchen & Bath Business July/August 2022 - Last Word
Kitchen & Bath Business July/August 2022 - Cover3
Kitchen & Bath Business July/August 2022 - Cover4
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