Kitchen & Bath Business November/December 2022 - 22

BET TER
BUSINE S S
Raise Your Game
How to make offers clients can't turn down
POTENTIAL CLIENTS SEE OFFERS all the time. With so much noise, how
do we get through to them? For years, I've been plagued with the question
of why some designers have incredibly high conversion rates, while others
- with just as many credentials - barely scrape by. It turns out the answer is
not as elusive as I thought. Th ere's a formula to making off ers that can be
duplicated for a successful outcome almost every time.
Th e winning formula that transformed the top line in my business focuses on
learning how to " build a better mouse trap. " Th e concept is entirely based on the
prospect's perception of the value your service provides by way of four categories.
To consider your off er as something that provides adequate value, prospects
must be convinced that the top two variables of the equation are high and the
second two are low. Th e formula below comes from Alex Hormozi's book,
" $100M Off ers: How to Make Off ers So Good People Feel Stupid Saying No. "
Value =
Dream Outcome x Perceived Likelihood of Achievement
Time Delay x Effort and Sacrifice
If there's one key takeaway from this, it's understanding that people
buy goods and services to get more in value than what they pay in price.
Naturally, when an item's perceived value dips lower than the asking price,
an off er gets turned down. Th at's not to say the goal is to lower the price to
meet your products' value point; instead, it's to provide greater value. Create
an irresistible off er that can't be compared to that of any other on the market
and charge a premium for it. Th is eliminates clients looking for a " deal "
and those who see your creativity as a commodity rather than an art form.
DREAM OUTCOME
Every potential client has a vision in mind for their home. Th e more we can
describe what the dream outcome would feel like, the more valuable the
client will deem your off er. An added layer to that is making the client feel
understood by identifying all the pain points for the niche in your market
and fi nding a solution for every problem a prospect may have.
Th ose may revolve around regretting certain big-ticket purchases, the
process taking too long and having to chase you if you're unresponsive. Use
all the potential problems as a guiding post to structure your services in a
way the prospect would fi nd as the solve for every apprehension they have.
PERCEIVED LIKELIHOOD OF ACHIEVEMENT
Increasing certainty and reducing perceived risk is probably one of the
biggest factors in determining the success of any off er. How likely is the
client to reach their goal of a beautiful and functional home by going with
your service rather than that of your competitor? Target your eff orts on
building credibility as an authority in your fi eld. Grow your social proof,
make case studies of past challenging projects and push for opportunities
to earn media coverage. Th is does take time and eff ort on your part, but it
will yield immeasurable benefi ts to your conversion rate.
22
/ NOVEMBER-DECEMBER 2022
TIME DELAY, EFFORT & SACRIFICE
Deliver fast results without sacrifi cing a client's
time and energy. Th ey will not only choose you
over the competition, but they will also pay a
lot more for it. We're in a creative fi eld, and it
requires time to curate designs and implement
them. Nonetheless, people have come to love
and expect instant gratifi cation on all levels.
While it's not possible to deliver a remodeled
home overnight (despite what HGTV claims),
you can reduce the perceived time between a
project start date and when the client receives
their beautiful home. An appealing off er should
include significant milestones that will be
reached at specifi c intervals and provide incremental
and measurable results. Th e goal here is
to get the prospect feeling like they would be
one big step closer to their dream outcome at
each interval.
An appealing offer should include
significant milestones that will
be reached at specific intervals
and provide incremental and
measurable results.
Set up a process for clients to follow along on
your journey - whether that's a weekly update
with a visual of where you stand on the project
completion scale or an update with sneak peeks
of your headway on the job. Not only does this
provide a more appealing service to the client, but
it yields invaluable results for your bottom line.
When in place, the elements in the formula
provide a distinct off er that is not bound by commoditization.
With it, your prospects no doubt
make a value-based rather than a price-based
decision when it comes to your services. Your
unbeatable off er will not require you to sell hard,
as you're solving all the problems with which
your prospect is faced.
By Isfira Jensen, CEO & principal designer,
Nufacet Interiors, nufacet.com

http://www.nufacet.com

Kitchen & Bath Business November/December 2022

Table of Contents for the Digital Edition of Kitchen & Bath Business November/December 2022

Kitchen & Bath Business November/December 2022 - Cover1
Kitchen & Bath Business November/December 2022 - Cover2
Kitchen & Bath Business November/December 2022 - 1
Kitchen & Bath Business November/December 2022 - 2
Kitchen & Bath Business November/December 2022 - 3
Kitchen & Bath Business November/December 2022 - 4
Kitchen & Bath Business November/December 2022 - 5
Kitchen & Bath Business November/December 2022 - 6
Kitchen & Bath Business November/December 2022 - 7
Kitchen & Bath Business November/December 2022 - 8
Kitchen & Bath Business November/December 2022 - 9
Kitchen & Bath Business November/December 2022 - 10
Kitchen & Bath Business November/December 2022 - 11
Kitchen & Bath Business November/December 2022 - 12
Kitchen & Bath Business November/December 2022 - 13
Kitchen & Bath Business November/December 2022 - 14
Kitchen & Bath Business November/December 2022 - 15
Kitchen & Bath Business November/December 2022 - 16
Kitchen & Bath Business November/December 2022 - 17
Kitchen & Bath Business November/December 2022 - 18
Kitchen & Bath Business November/December 2022 - 19
Kitchen & Bath Business November/December 2022 - 20
Kitchen & Bath Business November/December 2022 - 21
Kitchen & Bath Business November/December 2022 - 22
Kitchen & Bath Business November/December 2022 - 23
Kitchen & Bath Business November/December 2022 - 24
Kitchen & Bath Business November/December 2022 - 25
Kitchen & Bath Business November/December 2022 - 26
Kitchen & Bath Business November/December 2022 - 27
Kitchen & Bath Business November/December 2022 - 28
Kitchen & Bath Business November/December 2022 - 29
Kitchen & Bath Business November/December 2022 - 30
Kitchen & Bath Business November/December 2022 - 31
Kitchen & Bath Business November/December 2022 - 32
Kitchen & Bath Business November/December 2022 - 33
Kitchen & Bath Business November/December 2022 - 34
Kitchen & Bath Business November/December 2022 - 35
Kitchen & Bath Business November/December 2022 - 36
Kitchen & Bath Business November/December 2022 - 37
Kitchen & Bath Business November/December 2022 - 38
Kitchen & Bath Business November/December 2022 - 39
Kitchen & Bath Business November/December 2022 - 40
Kitchen & Bath Business November/December 2022 - 41
Kitchen & Bath Business November/December 2022 - 42
Kitchen & Bath Business November/December 2022 - 43
Kitchen & Bath Business November/December 2022 - 44
Kitchen & Bath Business November/December 2022 - 45
Kitchen & Bath Business November/December 2022 - 46
Kitchen & Bath Business November/December 2022 - 47
Kitchen & Bath Business November/December 2022 - 48
Kitchen & Bath Business November/December 2022 - 49
Kitchen & Bath Business November/December 2022 - 50
Kitchen & Bath Business November/December 2022 - 51
Kitchen & Bath Business November/December 2022 - 52
Kitchen & Bath Business November/December 2022 - 53
Kitchen & Bath Business November/December 2022 - 54
Kitchen & Bath Business November/December 2022 - 55
Kitchen & Bath Business November/December 2022 - 56
Kitchen & Bath Business November/December 2022 - 57
Kitchen & Bath Business November/December 2022 - 58
Kitchen & Bath Business November/December 2022 - 59
Kitchen & Bath Business November/December 2022 - 60
Kitchen & Bath Business November/December 2022 - 61
Kitchen & Bath Business November/December 2022 - 62
Kitchen & Bath Business November/December 2022 - 63
Kitchen & Bath Business November/December 2022 - 64
Kitchen & Bath Business November/December 2022 - 65
Kitchen & Bath Business November/December 2022 - 66
Kitchen & Bath Business November/December 2022 - 67
Kitchen & Bath Business November/December 2022 - 68
Kitchen & Bath Business November/December 2022 - 69
Kitchen & Bath Business November/December 2022 - 70
Kitchen & Bath Business November/December 2022 - 71
Kitchen & Bath Business November/December 2022 - 72
Kitchen & Bath Business November/December 2022 - 73
Kitchen & Bath Business November/December 2022 - 74
Kitchen & Bath Business November/December 2022 - 75
Kitchen & Bath Business November/December 2022 - 76
Kitchen & Bath Business November/December 2022 - 77
Kitchen & Bath Business November/December 2022 - 78
Kitchen & Bath Business November/December 2022 - 79
Kitchen & Bath Business November/December 2022 - 80
Kitchen & Bath Business November/December 2022 - Cover3
Kitchen & Bath Business November/December 2022 - Cover4
https://www.nxtbook.com/emerald/kbb/marapr_2024
https://www.nxtbook.com/emerald/kbb/janfeb_2024_KBISDirectory
https://www.nxtbook.com/emerald/kbb/janfeb_2024
https://www.nxtbook.com/emerald/kbb/novdec_2023
https://www.nxtbook.com/emerald/kbb/septoct_2023
https://www.nxtbook.com/emerald/kbb/julyaugust_2023
https://www.nxtbook.com/emerald/kbb/mayjune_2023
https://www.nxtbook.com/emerald/kbb/kitchen-bath-business-march-april-2023
https://www.nxtbook.com/emerald/kbb/202301v2
https://www.nxtbook.com/emerald/kbb/202301
https://www.nxtbook.com/emerald/kbb/202211
https://www.nxtbook.com/emerald/kbb/202209
https://www.nxtbook.com/emerald/kbb/202207
https://www.nxtbook.com/emerald/kbb/202205
https://www.nxtbook.com/emerald/kbb/202203
https://www.nxtbook.com/emerald/kbb/202201
https://www.nxtbook.com/emerald/kbb/202201_v2
https://www.nxtbook.com/emerald/kbb/202111
https://www.nxtbook.com/emerald/kbb/202110
https://www.nxtbook.com/emerald/kbb/202109
https://www.nxtbook.com/emerald/kbb/202107
https://www.nxtbook.com/emerald/kbb/202105
https://www.nxtbook.com/emerald/kbb/202104
https://www.nxtbook.com/nxtbooks/kbb/202102
https://www.nxtbook.com/nxtbooks/kbb/202102_v2
https://www.nxtbook.com/nxtbooks/kbb/202101
https://www.nxtbook.com/nxtbooks/kbb/20201112
https://www.nxtbook.com/nxtbooks/kbb/202010
https://www.nxtbook.com/nxtbooks/kbb/202009
https://www.nxtbook.com/nxtbooks/kbb/20200708
https://www.nxtbook.com/nxtbooks/kbb/20200506
https://www.nxtbook.com/nxtbooks/kbb/202004
https://www.nxtbook.com/nxtbooks/kbb/20200203
https://www.nxtbook.com/nxtbooks/kbb/202001
https://www.nxtbook.com/nxtbooks/kbb/20191112
https://www.nxtbook.com/nxtbooks/kbb/201910
https://www.nxtbook.com/nxtbooks/kbb/201909
https://www.nxtbook.com/nxtbooks/kbb/20190708
https://www.nxtbook.com/nxtbooks/kbb/20190506
https://www.nxtbook.com/nxtbooks/kbb/201904
https://www.nxtbook.com/nxtbooks/kbb/20190203
https://www.nxtbook.com/nxtbooks/kbb/201901
https://www.nxtbook.com/nxtbooks/kbb/201811
https://www.nxtbook.com/nxtbooks/kbb/201810
https://www.nxtbook.com/nxtbooks/kbb/20180910
https://www.nxtbook.com/nxtbooks/kbb/20180708
https://www.nxtbook.com/nxtbooks/kbb/20180506
https://www.nxtbook.com/nxtbooks/kbb/201804
https://www.nxtbook.com/nxtbooks/kbb/20180203
https://www.nxtbook.com/nxtbooks/kbb/201801
https://www.nxtbook.com/nxtbooks/kbb/201711
https://www.nxtbook.com/nxtbooks/kbb/201710
https://www.nxtbook.com/nxtbooks/kbb/201709
https://www.nxtbook.com/nxtbooks/kbb/20170708
https://www.nxtbook.com/nxtbooks/kbb/20170506
https://www.nxtbook.com/nxtbooks/kbb/201704
https://www.nxtbook.com/nxtbooks/kbb/20170203
https://www.nxtbook.com/nxtbooks/kbb/201701
https://www.nxtbook.com/nxtbooks/kbb/20161112
https://www.nxtbook.com/nxtbooks/kbb/201610
https://www.nxtbook.com/nxtbooks/kbb/201609
https://www.nxtbook.com/nxtbooks/kbb/20160708
https://www.nxtbook.com/nxtbooks/kbb/20160506
https://www.nxtbook.com/nxtbooks/kbb/201604
https://www.nxtbook.com/nxtbooks/kbb/20160203
https://www.nxtbook.com/nxtbooks/kbb/201601
https://www.nxtbook.com/nxtbooks/kbb/20151112
https://www.nxtbook.com/nxtbooks/kbb/201510
https://www.nxtbook.com/nxtbooks/kbb/201509
https://www.nxtbook.com/nxtbooks/kbb/20150708
https://www.nxtbook.com/nxtbooks/kbb/20150506
https://www.nxtbook.com/nxtbooks/kbb/201504
https://www.nxtbook.com/nxtbooks/kbb/20150203
https://www.nxtbook.com/nxtbooks/kbb/201501
https://www.nxtbook.com/nxtbooks/kbb/20141112
https://www.nxtbook.com/nxtbooks/kbb/201410
https://www.nxtbook.com/nxtbooks/kbb/201409
https://www.nxtbook.com/nxtbooks/kbb/20140506
https://www.nxtbook.com/nxtbooks/kbb/201404
https://www.nxtbook.com/nxtbooks/kbb/201403
https://www.nxtbook.com/nxtbooks/kbb/201402
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201401
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20131112
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201310
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201309
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20130506
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201304
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201303
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20130102
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20121112
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201209
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20120506
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201204
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201203
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20120102
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201112
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201109
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20110506
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201104
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201103
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20110102
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201011
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201009
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201006
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201004
https://www.nxtbook.com/nxtbooks/nielsen/kbb_201003
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20100102
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20091112
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200909
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200910
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200908
https://www.nxtbook.com/nxtbooks/nielsen/kbb_20090607
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200905
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200904
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200903
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200902
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200901
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200812
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200811
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200810
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200809
https://www.nxtbook.com/nxtbooks/nielsen/kbb_200808
https://www.nxtbookmedia.com