Inspiration

Commercial spaces are always brimming with potential. Sometimes a client will have a clear idea in mind, sometimes they’re open to suggestions. Perhaps they’ve seen architectural film used in a certain way and want to emulate it within their own space. But what about other films that they’re completely unaware of? Just because a client is unaware of the greater design potential you have to offer, it doesn’t mean they aren’t interested in hearing about it.

Pitching shouldn’t just be about meeting a client’s expectations. It should be about exceeding them.

“Your meeting rooms are quite open and exposed to the rest of the office, have you considered using glass finishes to increase privacy and reduce distractions?”

“You’ve decided to use architectural film because of its reduced environmental impact on the planet. Do you know that window films can be used to reduce heat loss, improve the comfort of your employees, and lower energy costs too?”

These are just some examples of the conversations you should be having with your clients every time you head into a pitch.

Highlight the potential issue and demonstrate the solution.

Always consider the purpose of a space

It might sound silly to ask yourself a question like, “What is the purpose of a shop?” But it’s probably the most important consideration you can make before heading into any pitch. A retail space's main purpose is to convince customers to buy from them. The products or services on offer are always going to be at the forefront of this decision-making process, but you can help influence things too. Short-term promotional graphics, applied to walls and windows, are a fantastic way to signify new products or brand messaging that will help convert sales.

What about the healthcare sector? Well, hygiene and cleanliness are likely to be a high priority. 3M DI-NOC Architectural Finishes PS Series, featuring antibacterial preservatives that protect surfaces from contamination, is the perfect solution for exactly this environment.

Reframing your pitches to reflect this problem-resolve way of thinking is a sure way to impress. How can a client disagree when your argument is so well thought out and the benefit so clear?

Pay close attention to what is being said

Pitching is probably the single most important stage when it comes to securing any sale. Deals can be made or broken at a moment’s notice. Say the right things and maximise your sales. Say the wrong thing and it’s back to square one.

You should always have a clear plan of action. If you know your stuff, great. Head in with confidence and pitch away. But remember to listen, and if necessary, adjust your pitch based on what you’re being told. Listen to what the client actually wants. And listen closely.

As already mentioned, they may be completely unaware of many of the possible solutions you have to offer. If they mention how hot or cold it is, you have a solution. If they mention how dark and gloomy the room feels, you have a solution. Sometimes it’s as simple as just paying closer attention to what they say. However, sometimes you need to ask.

Ask questions, lots of questions

Clients can be tricky. They might know what they want. They might not. Either way, you can use this to your advantage. As mentioned, try to always frame your questions in terms of the problem-solution model. It’s a sure way to create engaging conversations that could potentially lead to additional sales.

Try pointing out things you’ve noticed about the space and pose it as a question. If your intuition is correct and the client confirms it, then follow it up with a suggested solution. Keep asking and make sure you cover all bases.

Create a list of questions before you head in but remember to make sure they’re always relevant to the business type. Chances are that there will be something extra to maximise your sales, but if not, at the very least, you will have demonstrated a keen interest in the project and your ability to pay close attention to detail. This will always reflect well on you as a business and as an individual. Demonstrating high levels of competency by asking considerate, relevant questions is a sure way to ease any of your client’s concerns and build trust in the relationship from the earliest possible stage.

Show them examples of how films can be combined

Case studies are a brilliant way to demonstrate your previous work. Showing your client case studies where you utilised multiple film types and how they worked together to improve a space, well that’s even better. Demonstrating how others have trusted you with similar projects in the past, and the fantastic results you achieved is the perfect way to demonstrate the full potential you have to offer.

If you’re not sure how to put together a case study, don’t worry! We can help.

Check out our blog on How to Create Case Studies that Drive More Sales to Your Business for everything you need to know. Submit your recently completed projects using our submission form and we’ll handle the rest.

Make sure you’re speaking to the decision maker

I cannot stress this point enough. When you go in to meet with a client, make sure you’re speaking with the decision-maker. Doing so ensures you have the best chance of maximising your sales.

If you aren’t able to meet with a decision-maker, at the very least make sure you come prepared with all of the information they will require and leave it for them to look through after you’re gone. Speaking face-to-face is always best, but if that isn’t possible, leaving behind a pack of samples, case studies, brochures and any other relevant information will go a long way to help. Keep your proposals brief and concise. You don’t want to confuse your client by overloading them with information. Proposal packs tailored to your individual client’s needs and suitability are the best way to convey the diversity of your product offerings without causing any unnecessary stress.

So, there you have it. Those are our 5 proven tactics to help you to spot additional design opportunities that will convert more sales for your business.

Making your clients aware of the range of products you have on offer isn’t the easiest of tasks. More often than not, clients will be totally unaware of the versatility of your product portfolio, so focusing on this as a sales tactic can lead to a far greater reward, both for yourself and for your customers too.
 

Our new Internal Film Solutions Brochure is an excellent source of inspiration and includes visuals for you to use when pitching to potential clients. You can download it here.

Or check out the Maximise Spaces with Inside Knowledge webpage for more information.