After 10+ years of helping interior design firms scale their businesses across the US, we’ve noticed a pattern…
Business owners—across all industries—seek growth, yet one of our recommendations often comes as a surprise: carve out a niche for your business.
The idea of choosing a niche seems to be a challenging concept to grasp for business owners in general, including interior design firms. The resistance to niching may stem from conventional business teachings that emphasize finding a hot market and selling to as many people as possible. But in reality, having more clients is the problem, not the solution. It leads to overwork, inefficiency, and lower profitability.
So unless you focus on finding the right clients by choosing a niche —you won’t be able to get out of this vicious cycle and build a sustainable interior design business.
This is why you don’t want to work with the wrong clients
Millions of Americans regularly tune in to interior design shows.
Shows like Trading Spaces in the 2000s and today’s Fixer Upper with Joanna Gaines popularized home renovations, educating viewers on design principles and trends.
While the education and entertainment benefits of these shows are tremendous, they unintentionally contributed to a surge in DIY home renovations, amplified by COVID-19, leading people to believe they could undertake design themselves. This has set unrealistic expectations regarding project timelines and prices, diminishing the value of work interior designers provide.
With that said, it’s important to ask yourself: What kind of clients do I want to attract? Do I prefer to work with those who value what I bring to the table, or does it not matter?
If you want to find the right clients who value your expertise, here’s how to decide on a niche:
Tip #1: Learn to articulate your distinctive value
Effectively communicating value to clients is a skill that takes time to master.
Clearly conveying the benefits you bring to a project not only justifies your pricing but also demonstrates your professionalism and expertise.
Importantly, articulating your value proposition helps you stand out in a competitive market, attract the right clients, and cultivate lasting relationships built on mutual respect and satisfaction. This skill strengthens the designer-client bond, ensuring clients fully appreciate both the tangible and intangible benefits of collaborating with a skilled professional.
Now, it’s important to distinguish knowing your worth from being selective about clients. Remember, our main goal is solving problems for our customers while providing value.
Moving on to the next tip.
Tip #2: Prioritize clients who appreciate your expertise
Interior designers benefit greatly from focusing on clients who value their expertise.
With the right clients, firms can build mutually respectful relationships, deliver high-quality results, and secure long-term business success.
You see, appreciation fosters a positive working relationship, where mutual respect and trust enable designers to execute their creative vision effectively. Clients who recognize the designer’s expertise are more likely to trust their recommendations and decisions, leading to smoother project workflows and superior outcomes. Moreover, working with the right clients enhances job satisfaction and morale, as designers feel validated and valued for their skills and insights.
This mutual appreciation ultimately results in a more rewarding and productive partnership, where both parties contribute to achieving spaces that exceed expectations.
Finally, last but not the least tip.
Tip #3: Say no to clients who don’t meet your criteria
Fear of missing out often leads interior designers to take on all clients coming their way.
We get it—the temptation to say yes is real. That’s why it’s crucial to get specific and crystal clear on your values and target audience.
Once you can freely articulate your value and prioritize clients who recognize your expertise, start practicing the skill of turning down those who don’t align. This approach not only preserves your professional reputation but also allows you to deliver exceptional results that match your design philosophy and standards. Saying no empowers you to foster more rewarding collaborations, ensuring your work is appreciated and respected.
So don’t fall into the trap of believing that the more customers the better. Growing your interior design business isn’t about accumulating as many clients as possible.
It’s about strategically choosing those who align with your values and appreciate your expertise.
Imagine how satisfying it is to work with those who trust your vision and share your values.
As your interior design business expands, AccountSolve is here to grow alongside you. Contact us today for tailored bookkeeping services.
