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Little Things = Big Difference

By Sandy Dixon

Education & Training with Interior Arrangements, Inc.

April 11, 2009 03:24 PM

Did you know that learning how to be a good "people observer" can do great things for your business?

Much has been written about what makes a person successful in their business. Knowledge, experience and training are the primary elements most frequently mentioned.However in my opinion and from my years of experience the most successful business owners are the ones who are the best at paying attention to details.

To meet the needs of your clients, you have to be able to understand who they are, what they need, and what is important and meaningful to them. So how do you discover these things about your clients? By researching, observing, being prepared AND by making yourself memorable!

You become memorable by creating a vivid image in the minds of your clients that distinguishes you from your competition. You distinguish yourself by what you do and how you do it and what you say and how you say it. When you leave an appointment or a networking event, will anyone remember you were there? They will if you do something that says "I took the time to get to know you".

Researching and getting to know your prospective clients will help you be more confident AND show that you are prepared. When interacting with potential clients, observe their clothing, car, jewelry, imprinted items and business cards to gain clues as to their interests, hobbies and affiliations. For instance, if you notice someone wearing a sweater with cats embroidered on it or a tie with a golf theme, it's the perfect opportunity to start a conversation about cats or golf.

When you are in a client's home or office, be on the look-out for plaques or awards, photos of children, pets, events or hobbies, unique items on bookcases, diplomas or unique desk items.Take notice of magazines, books or anything else that reveals personal interests or leisure pursuits. Ask them about these things---clients will be happy to talk about what they have accomplished or what they enjoy doing.

NOTE: If they have a website, spend time reading about their business, bio and other information shared on their site.

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Lisa Collymore

Highstylebydesign - Montreal, QC

Hello Sandy,

I would like to thank you for your words of wisdom on time management with AR. Also, I enjoyed your post on little things=big difference. it is very true and helpful. I believe that not only goes for staging but, for marketing and all aspects of this business. Have a great day.

Apr 11, 2009 03:36 PM

Sandy Dixon

Interior Arrangements, Inc. - Denver, CO

Thanks for your reply Lisa. Happy Easter!

Apr 11, 2009 03:54 PM

Sharon Tara

Sharon Tara Transformations - Portsmouth, NH

Retired New Hampshire Home Stager

Great advice, the more we know about them the more we can help them. Know your client, know your client's competition and know your client's buyer.

Apr 12, 2009 02:44 AM

Pam Faulkner

Faulkner House Interior Redesign - Herndon, VA

Room Transformations Fairfax & Loudoun Counties VA

Great advice Sandy. Using your peripheral vision when taking in the home and not relying only on first impressions helps too. Never assume and always verify. Communication is one of our best tools and really does make a big difference. Happy Easter to you!

Apr 12, 2009 05:42 AM

...and who doesn't like to be paid attention to, noticed or applauded for something? Whether it is an accomplishment, a persoanl trait or their house, everyone appreciates being noticed and feeling significant. Happy Easter to you from cool, damp and foggy Evergreen, Colorado!

Apr 12, 2009 06:15 AM

Cindy Bryant

Redesign Etc. Home Staging - Houston, TX

"Houston Home Staging Pros"

I always try to take everything in, and yes it's nice when somebody notices something about you or what you've said.

Apr 15, 2009 04:59 PM

Carmela Abella

Abella Home Staging & Redesign - Port Jefferson Station, NY

People like to feel special. Nothing says your special then being noticed. They are pleasantly surprise when they see that you've notice something unique about them. It doesn't matter what it is. They instantly feel a connection to you. Works wonder. I try very hard to make that connection every time. Not alway easy to do but if you pay attention, you can usually find something. Great advice.

Apr 24, 2009 12:45 AM

Peg Prather

Vancouver, WA

This is such a good reminder. This very same thing actually helped my get a staging job! I was at a home for my initial consultation, and noticed 2 small framed pictures of places in Europe that I had been to. I commented on them, and the homeowners told me that they had just been to those locations on their honeymoon. Boy, did we bond!

I really enjoyed that job because I felt like I got to know them, and they also got to know me.

Apr 24, 2009 02:25 AM

Jess Graves

JessGravesDesigns.Com - Bristol, PA

Bucks County Decordiva of Home Staging

Knowlege is power, ......arm yourself with what's available! Great tips for finding clues about new customers.

Thanks, Jess Graves

Apr 27, 2009 11:42 PM

Janice Ankrett

Burlington, ON

Staging Professional

Great advice. If you can connect with a client you can find out how to motivate them.

Apr 28, 2009 06:29 AM

Ashley Whittenberger

Ashley Whittenberger Fine Art - Austin, TX

Well put. As Stephen Covey says, "First seek to understand, then to be understood."

Apr 28, 2009 01:15 PM

Linda D. Pufford

Stage with Divine Style - Home Staging - Novato, CA

ASPM, Marin/Sonoma Home Stager

Sandy,

Yes, we all like to be remembered, or hear that someone else is interested in us or what we like or do. Great advice about being more observent in more detail. It was things I hadn't thought of looking for or observing. Thanks

Apr 28, 2009 05:51 PM

c m

Colorado Springs, CO

It seems like you are really talking about two things, notice, and be noticed. For some it is easy to do one and not the other, and the reverse is true for others. My son, a teacher, told me that what makes a teacher successful is to "make it about them", the students. He won teacher of the year at his school, so I think he gets it! =o) I know that this is something I did not need to tell you, Sandy, as every class, seminar, webinar and encounter is about "them", your students! from a former student

Jun 07, 2009 04:49 PM

Anonymous

The key to all relationships, business or personal is being authentic, genuine and attentive. Another vital piece of advice from a former perfectionist, is to pitch the perfectionism and be perfectly human instead...it's much more relateable AND so much easier to do!

Jun 14, 2009 12:02 PM

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