Kitchen & Bath Business - July/August 2017 - 36

Hot Topic

Show Me the Money

Design professionals
share how they
seal the deals and
boost success

David Stimmel, Principal Designer,

Stimmel Consulting Group
The Sale. Typically closing the sale represents a 50 percent deposit, and it is usually
presented after three to four design meetings.We charge $100-150/hour, and at our
initial visit it is explained we will work on a
retainer, which varies from $2,500-7,500
depending on the scope of our work and
the style or type of project.

Laura Eagan, CKD, Owner,

Estrella Cabinetry and Design Center

Success. We opened Estrella in November of

2015, and year two has been exciting and challenging. We selected the right location, built
a showroom where we host industry events,
marketed in our area along with other professional organizations and treat our clients
and sub-contractors right.The challenges have
been how to grow yet maintain the attention
to detail.There is a balance of hiring the right
people and making sure they have the same work ethics as the rest of the team.
The Sale. I inform the client from beginning to end what we are doing next
throughout the whole process. If the next step is to approve drawings, I will
let the client know we will be signing off on the project, paying a deposit and
ordering cabinetry. No client wants or likes surprises.
Toni Sabatino, Owner of Toni Sabatino Style
Marketing Efforts. Referrals and social media

are all very important to my business. Social
media is extremely valuable as far as being "in
the know" with new products and thought
processes.This also makes me more valuable
to the clients and makes it easier to "sell" my
services.I find that if you listen well and show
you can satisfy the clients' needs in a timely
fashion that works with their budget, they
are eager to sign on.

36

HOW DO YOU GO ABOUT CLOSING A SALE? Isn't that
the million-dollar question in our industry? KBB
recently asked some of its Editorial Advisory
Board members that question and discussed such
topics as to how they charge for their time, how
they bring awareness to their business and to what
do they owe their success.

Rose Dostal, AIA, ASID, Owner of RMD Designs
The Sale. If I give away my design from day one,

I will never see that client again. What I do give
away is my design process. I explain to clients
that anyone can sell them cabinetry,countertops,
lighting, etc., but if none of it produces a final
product they will love in the end,they just bought
a boatload of things they may love by themselves
but will have a hot mess with in the end.
After I close the design aspect of my business:
"I give clients the ability to see the product via
3D sketches so they will have a certain level of comfort before writing
that check.
"I always go through the great warranty that is also included with all the products
I have in the showroom.
"I add that I really want my clients to be certain that the products I have in
mind for them are a good match.
Reva Kussmaul, CEO, Eye for Detail
The Sale. I educate the client on why a

project costs what it does outside of just
giving them costs, i.e., the quality of my
communication, attention to detail and
simply calling for inspections. If something does go wrong, we'll be there to take
care of it, no question.
Charging for Time. I get together all my labor
costs of vendors and add on 30-45 percent
plus any design time. It really depends on
the project and how much time will be
spent shopping, waiting for inspections,
phone calls, meetings with the client, etc.
Gloria Graham Sollecito, AKBD, Owner/Designer,

Artful Kitchens

Marketing Efforts. I take full advantage of social

media to generate interest in my business. I
utilize Twitter, Facebook, Instagram, Houzz
and Pinterest. I also write a blog that contains
useful, interesting info to lead consumers in
the right direction, preferably to me!

Kitchen & Bath Business / JULY-AUGUST 2017 / KBBONLINE.COM / The official publication of KBIS (KBIS.com)
http://www.KBBONLINE.COM http://www.KBIS.com
Kitchen & Bath Business - July/August 2017

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