I came across this article I wrote back in 2010. When I reread it, there wasn’t a thing I thought to change. This is how I work each and every week with my clients. It’s what’s made my business so successful. I share them with you as a reminder of what’s possible if you’re new to the business or if are thinking about changing the way you do business. I’m always excited to see image consultants thrive. My best wishes for your great success!
“My Top 5 Moneymaking Tips” by Brenda Kinsel, AICI CIP
If money were of no importance, we’d probably do what we do even if we didn’t get paid for it. Wouldn’t you agree? But getting paid for our services creates more value for the client. She’s proud of her investment and we feel pride in our work when someone hands over cash, a check or a credit card and rewards us for the results we just created. There’s a win/win!
So let me share with you five of my strongest beliefs about how to make money with clients you already have and ones who are just waiting in the wings ready to meet you and work with you.
One. You’ve got a great client, you enjoy working with her, and you just had a wonderful successful appointment. Don’t say goodbye until you’ve both had a look at your calendars and come up with the next date to work together—even if it’s six months out. Walk away from every face-to-face (or Skype-to-Skype) appointment being able to say to yourself, “I let her know what’s possible.” She doesn’t know about all the ways you could help her with her wardrobe, but you do. Don’t be shy about informing her. You’re not being pushy. You’re just watching out for your client and giving her the best service you can. My clients appreciate that I care enough to be sure they will fit into my schedule.
Two. Don’t expect yourself to accomplish everything in any one closet or shopping appointment. It’s impossible! And if you try, you may never hear from the client again because she’s just too overwhelmed. Small things, accomplished well, in bite-sized appointments, are plenty! Wardrobing is a project that goes on for as long as we’re alive. Pace yourself. Be willing to solve the next layer of problems next time. It took me a while to trust this organic process, but it totally works!
Three. Take a look at your current client list. Is there something coming up for each of them that you could help them with? Maybe they like shopping the pre-fall sales, need a new bathing suit, or need to upgrade their workout clothes. If you’ve been listening to their needs and have those needs in your notes, just review your notes and pick up the phone. Be specific. When you introduce your ideas, can they picture what you’re talking about in their mind? “How would you like me to come and make you 10 new outfits for work?” “Are you ready to get into that new bathing suit? Don’t worry, we’ll put the whole ensemble together so you won’t even notice you’re in a bathing suit!” “You were interested in getting new glasses. I have an open afternoon next Thursday. Would that work for you?”
Four. We’re happy when our clients get amazing results. We want our potential clients to get these results as well. It’s great to have key stories ready to share about things that happened when we were in the dressing room or in the closet with one of our clients. We don’t share the names, but we can share the successes. Everyone wants great results. It’s up to us to share those possibilities in our verbal or written conversations online and offline.
Five. Be sure everyone knows you’re in business! If you want more business, put it out there – in your newsletter copy, to your existing clients, add it to your email tagline. Tell your client, “I’d love to have more clients just like you. Do you know anyone who might be interested in my services?” Talk about yourself at cocktail parties. Hand your business cards out everywhere. And when you do get names and addresses, ask them if it’s okay to follow up with a Tip Sheet, a Trend Report, or your email newsletter. Make those connections stick by giving them ways to remember you.