Kitchen & Bath Business - February/March 2021 - 28

SPECIAL SECTION

Turning Prospects
into Clients

ABOVE Photo by Pormezz/

Adobe Stock

While you can't win them all, these
helpful tips finesse the process

MOST OF THE PROFESSIONALS in the kitchen and bath industry obtain their
clients from myriad ways. A lot of these are organic and are the result of a
referral from a contractor with whom they have worked or former clients for
whom they have completed a successful project.
Other methods take a little more effort: a great website with photos that
illustrate your work, engaging social media accounts, captivating blogs and
online advertising. No matter how your potential client finds you, there are
a few things you must do to ensure a successful relationship, as well as a successful project.

DETERMINE IF YOU ARE A GOOD MATCH

If you want to garner more business, this may not seem important to you
up front. But it is important to make sure not only that you and your client
have a good rapport but also that the project is a match for your bandwidth.
Designer Morgan Molitor of Elk River, Minn.-based Construction2Style asks three questions with any new lead before she determines if they
are a match: How did you hear about us? What is your timeline? What is
your budget?
" Our best clients are those who follow us on social media and/or read our
blog, " she explained. " They know who we are as people, a team and a family.
This tells us that the trust has already been established and we're already off
to a great start. From there, we determine if the scope of the project reaches
our project minimum, if their timeline works with ours and if we're a good fit. "
Designer Sandra Funk of New York City-based House of Funk and her
team have created what she calls the ideal client avatar.They direct their brand

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By CHELSIE BUTLER

and portfolio to that person, which helps the firm
attract exactly the kind of client with whom they
want to work.
" You have to start with understanding who that
ideal client is to begin with, " said LuAnne Nigara,
the host of the podcast, " A Well-Designed Business. " " And then you have to cater to that kind of
client with your marketing efforts. "
There may also be an occasion where you have
nailed down what seems like a great project,but the
client isn't willing to work within the parameters
you have set.For designer Scott Koehler of Pinehurst,N.C.-based Dream Kitchen Builders,he begins
all his projects with a design agreement, and if the
client doesn't want to engage in one, he moves on.
" My ideas and experience are the most valuable
assets in the business, and I let clients know that so
they don't expect them for free, " he added.
Paul McAlary of Bala Cynwyd, Pa.-based
Main Line Kitchen Design, requires a deposit
before starting a project, which covers a designer's
measurements, an initial meeting with the client
and pricing estimates. If the client doesn't want to
comply, the firm passes on the project.
" We don't alter what we do, which is why we
get good reviews and our projects run smoothly, "
he added.
According to designer Tish Mills of Atlantabased Harmonious Living, it is also important
for you as the professional to ask a lot of questions
about the design style, timetable and budget - and
really get to know a prospect.
" It starts with us really understanding what 
we excel at and if we can fulfill their needs, as

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Kitchen & Bath Business - February/March 2021

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