Jessica Harling
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jessicaharlingParticipantHi Peggy! I hope to see you in September.
I just looked over your brochure and have the following comments:
1. Looks fabulous: clean, professional, great images
2. I recommend adding under the contact information in the center fold on the 1st page ways they can follow you (perhaps icons of FB, Instagram, etc. that you have company pages for)
3. Assuming that this is going to be a tri-fold brochure the second page won’t fold correct on the right side, you may already be aware of that however. It’s certainly not a dealbreaker but if you want it to be symmetrical each page, shift the copy over to the right and reduce your font, the make the images larger to fill the middle center fold.Great work, hope to see you soon!
JessicajessicaharlingParticipantHi Oana,
Yes, to simplify drapery pricing, I recommend:
1. Use the linear charts to get in the ballpark for the labor, lining, and average fabric price $60/yard – estimate $350-$450 a linear foot
2. For hardware, I’ve seen inexpensive hardware at $50 a linear foot (Kirsch for example) or $100 a linear foot (Finial Co or Brimar for example)
3. For install, that should be pretty easy as most installers provide aIf you combine all three of these things, an out the door price for drapery could be $425-$650
In regards to specific drapery quoting, I recommend:
1. Choosing 1 COM vendor price chart for labor and lining (use the highest option out there – Horizons, Graber, etc.) and use it for all of your pricing (regardless of where you send the work), then figure yardage and add fabric separate
2. Go to Solatech (has Horizons, Graber, and can customize) or My Blind Co (has Horizons) that has drapery pricing programmed into their softwareThe key to all of it is the “disclaimer”, “Susie, I don’t want to disappoint you and provide a wrong number so keep in mind there are a lot of factors that go into pricing, with that said I have looked at your windows and narrowed down an AVERAGE price that we can start with to narrow down our selections.”
jessicaharlingParticipantHere you go!
1. Who will row the boat – “Have you narrowed down your selection and know exactly what you want, or looking for design direction?”
2a. Have they shopped around – “Have you had a chance to do some research
2b. Do they have a budget – “Would it be helpful to give you an idea of what to expect in terms of price?” (Share ABC) Then ask “What do you think” if they don’t have a reaction and are silent for three beats.
3. Who’s part of the decision – “I find a lot of my clients love to get input from their family or friends…are there anyone’s opinions that are important on this project that we want to be involved in?” Follow up with (if the client doesn’t offer the information) “Would they be able to join us at the appointment? If not I’d be happy to accommodate a time we’d all be able to connect.”
4. Why did they decide they need window treatments – “What prompted you to do this project now?”
5. Why custom – “There are so many choices on the market, how did you decide that custom window treatments were the way to go”
6. When do they need it by – “Is there a special event or date we need to accomplish this project by?”jessicaharlingParticipantHi Oana,
Thank you for sharing the presentation with me, I will review it. I apologize for the delay in responding to you, yes this thread is working and is the best way to communicate with trainees. We will go into great depth with this concept regarding the company portfolio step of the process (step 5). We also will address some of the ways to be different in today’s session.I’m thrilled that you have started to take the time to talk a little bit about your value with the clients, this is a critical step in them understanding why it’s best to do business with you. I agree, clients will definitely take the time to listen if you take the time to share. I also agree to keep it simple. You want 3-5 bullet points ready to share and have some images that will support your words.
I will review the presentation slides this week and provide additional feedback.
Kind regards,
Jessica HarlingjessicaharlingParticipantThank you everyone for working through Webex’s technical difficulties to have an outstanding first session! As we discussed, please utilize this forum for your questions, concerns, celebrations, and all! I would love to hear how you are implementing from week to week. LuAnn University also already posted to each week’s forum with the dropbox link for you all to use if you want to share material with me for review.
I look forward to sharing more of the 7 steps with you! Have a great weekend.jessicaharlingParticipantHi Peggy, Try not to think about it as soft vs. hard – instead, think of your brand and service. Also, there is always “one person” that can “one up you” but don’t worry about them. Talk about what makes YOU strong.
Example: Years in business, # of generations in business, the fact that you’re a workroom is unique to most competitors (if you’re competing against other workrooms – think what’s different… do you specialize in certain styles of treatments? Do you have a shop vs. in-home? How many staff do you have compared to a soloprenuer?) You also belong to Exciting Windows and perhaps other organizations – does your competitors also belong to the same organizations? Can you deliver it in a faster lead time? Do you have people that are experience on your team with over 10 years expertise in sewing construction?
Another tip… ask your team and clients – how do they feel you’re different as a boss/organization, ask clients why they bought with you over a competitor.
You don’t have to be so solely unique that NO ONE does what you do (that can be an element if you can find that gem in your business), but likely it’s going to be a small handful of companies that are your EXACT makeup. But even by saying you’re a workroom – knocks out a certain number of competitors that just don’t craft their own product. Use multiple bullet points to further funnel into your niche.
I hope that helps!
jessicaharlingParticipantWelcome Georgi, we are excited to see you next week then. Thanks for sharing a little about your business, and I am happy to answer any of your questions through this forum after you’ve had a chance to watch the sessions or we’ll discuss them during our third session recap.
jessicaharlingParticipantHi Denise,
Great question! I love that you’re reviewing the material. There are a few things I mean by proceed with caution:
1. Don’t get so granular in the product review to start designing their product (like discussing what side the control is on or what type of control they want, or what fabric they want to choose for their furniture item.) This is still a big picture conversation. Talk product categories and services offered, like blinds, shades, shutters, drapery, furniture, accessories, rugs, lighting, etc. Services like complimentary design consultation, color consultation, renderings, repairs/service calls, etc.
2. Don’t get into a pricing conversation or quoting (which doesn’t happen until after the 7 steps) until you’ve narrowed down their preferences, eye ball estimating comes next after you’ve narrowed down the product category.
3. Your goal is to narrow it down to a maximum of 3 products/options before proceeding to next step.Once you’ve narrowed down the selection and you have a great understanding of the need (refer to the “why’s”) they are trying to solve then you are ready to start eyeball estimating their project.
Thank you,
Jessica HarlingjessicaharlingParticipantThose are two different stages. You present the 3 different packages in the Discovery Call – after you’ve ask if they have had a chance to shop around (1 of the 2 critical questions). Here’s how that would go if you were watching me do it:
Me: Have you had a chance to shop around and find pricing or products that you’ve loved?
Them: Ummm… yes/no/maybe
Me: That’s great! Would it be helpful to share what to expect from your options with us?
Them: Definitely, show me the money!
Me: We like to break it down into a “Silver” “Gold” “Platinum” scenario for you based on an average sized 3×5 window. Can you imagine a yardstick customer 3 feet wide?
Them: Sure
Me: Great! So if we just take that one window size about the width of a yard stick and 5′ high, our Silver package will provide you basic function which includes things like shades, blinds, and shutters. This ranges from $200-$800 depending on the type of product or features you get. With our Gold package, you get function plus a little bit of beauty. That would be something like a cute shade with a beautiful valance, or a blind with stationary side panels. That can range anywhere from $1,000-$2,000 as an average for that same 3×5 window. Then in our platinum option we have all of the bells and whistles with that 3×5 window with multiple layers like shades, drapery, and top treatments, or automated layered solutions. This ranges from $2,000-$3,000 and skies the limit with how creative we get!PAUSE
Me: Does any one of those options resonate for you?
Them: [Gives their opinion]
Me: Excellent, we can work with that and we’ll make it beautifully unique to you. And I’m curious, is there anyone else we want to take into consideration for this project?
(Then move on to Important Questions)
Two answer the second part of the question, when do you conduct the ballpark measure? That is in STEP 6, we will be covering how to do this in our next week’s session on 8/4.
jessicaharlingParticipantNo worries, the video will be live today to watch the end part of it.
All other tools have been uploaded for the rest of the sessions as well if you want to print in advance to follow along.jessicaharlingParticipantHi Denise, Sorry for the delay. We had technical difficulties in the loading, it is now available. See you this afternoon!
jessicaharlingParticipantSorry the delayed response. Session 2 is ready to download, session 3 starts today
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