Team Builder with LuAnn Nigara – 2025-08-28

Meeting Notes:

Topic: Mastering the 1A & 1B Calls: Setting the Stage for a Closed Sale

• Register for the CEO Conference here!
• Register for the 7 Steps Course at LuAnn University here!
• AWDB #760: Jessica Harling: The 7 Step Sales Process for Interior Designers and Window Treatment Professionals
• This process is made to set you apart from others and lead the conversation
• Having a process helps your potential client to have a sense of guidance, to know they’re talking to a professional
• The first call helps you know if a potential client fits what you’re looking for
• Have a call with your potential client before going to their home. If they reached out to you but you talked to an assistant or somebody who is not your client, try to get at least a quick call with your ideal client, so you don’t arrive to their home as a complete stranger
• Investigate, and always let them finish answering your questions. Do not answer for them
• Guide them through the process. Let them know what’s happening next
• You’re the expert, so share why you agree or disagree with the decisions being made
• You must be so clear on the 7 Steps, so you can take control of the conversation even if something goes off script
• No answers…. Do you still show up?
  • Yes, you still have an appointment set up – LuAnn
  • We do this.  We are owner operated,  so we gather all information on the first call.  We sent a text message confirmation with links to our social media, website and Google reviews. We do a text confirmation the day before or the morning of the appointment.  No more calls – Alex
  • Keep in mind you still want your client to connect to you directly, to the human side of you – LuAnn
  • My goal with these calls before the appointment is for them to hear my voice and to get to know me – LuAnn
• Clients want to communicate these days by text messages and emails though. Most leads state they want to be contacted via  email/text – Patricia
  • Yes particularly younger clients but statistics tell us that the great majority of customers that can afford window treatments are 50 and older. Your voice gives you a better chance of connecting. I only paid attention when I was told ONLY contact me by text – Vin
• With certain cultures that are very deep in negotiating we always add money in to turn around and take it back off. We add in 10% and then take 7 percent off the first time and they usually come back around for a second time and we release the other 3 at that point. It doesn’t matter how much many they have they will negotiate EVERY TIME – Vanessa
  • Do you give it up the moment they ask or do they expect you to fight back some? – Seamus
  • Wait. Fight back some but they have to win so ultimately let them even though you still make your margin – Vanessa