3. 1. The three-step process of designer negotiation. During the negotiation process with customers, designers not only talk about concepts, but also talk about details. Here is an example: I just negotiated an order for a villa in Vanke City at noon today. There are many peer decoration companies next to my company, and the time for customers to compare is very short. So how can I impress customers in a short period of time? There are some tricks to talking about with clients. Here are a few introductions: 1. The customer does not bring a floor plan, how to negotiate the order? When a customer does not bring a floor plan, many of our designers will have a hostile attitude towards the customer and think that the customer is not sincere. In fact, I think that when the client does not have a floor plan, it is the time when the designer's skill is most tested. In this case, the designer can discuss some conceptual things with the client. I feel that I am more able to open my mind when there is no floor plan. For example: you can talk about some ideals for life, materials, and decorative styles. Think of it as a way to guide customers into your design space. When you describe the decoration very vividly, if the customer does not bring a floor plan, then he will have a daydream. When he has reverie, he will enter an illusory space. At this time, the designer took him into an ideal world. What is home decoration? It is to make customers’ homes better and more comfortable. There are several categories of designers in our company. There is a designer named Yuan in our Caitian branch. I think his way of negotiating orders is called the mine formation method. Every time he negotiates an order, he will show ten or eight renderings, which makes the customer feel very serious, dedicated and enthusiastic. His success rate in order negotiation is also very high. There are also combination styles, which means one designer is the main designer, and one or more designers are the supplementary ones. The combination is used to negotiate the order. Because each designer may not be able to answer a question sometimes, so they need to fill in the gaps for each other. As for me, I am a storyteller. Storytelling is to generate plots through language and let customers enter your plot. And when we were talking, we also came from the entrance, to the living room, to the kitchen in this order. It's just that in the process of negotiating the order, some life plots will be added to it to enrich the content and interest of the order. For example: when it comes to the kitchen, we can talk to customers about cooking; when it comes to children's rooms, we can also talk about how children can enjoy the warmth of life through design; when it comes to the master bedroom, we can talk about Feng Shui knowledge, etc. wait. During the conversation, if you notice that the client is a little tired, your voice should become louder immediately. If he is interested, then we need to find some pictures to stimulate his interest and generate what we call the desire to buy. At this time, you naturally say: What I talked about today may attract you, but it is still vague without drawings. If you have an email or send me the drawings by fax, I will make one for you. design? In short, I use the concept method to attract customers first and make them willing to go deeper. 2. The customer brings the floor plan, how to negotiate the order? What I just talked about is the conceptual method of negotiating orders. If there are drawings, this concept will work better. I have three steps when talking to customers: 1. Step one: first establish a good first impression and attract him with concepts. The work to be done in this step is not only to talk about the concept, but also to record his needs during the discussion. Good design is a composite product that understands the customer's intentions and combines his own ideas. I usually prepare five or six pieces of paper, a sketchbook, and colored pens when negotiating an order. During the order negotiation process, while talking to the customer, draw his ideas. It is best to make a simple layout based on his ideas immediately during the discussion. And this step is your first step of running-in experience. Some designers are not like this. They take paper to record the client's thoughts first, or even do not record them, so that the client has no impression of them. I usually try to leave a deep impression on the customer during the first negotiation. In fact, this means that when discussing concepts and designs, you must talk about emotions. In this way, if it were not for the price, customers would come to you and make them very dependent on you. But if you have no details or concepts when negotiating an order, the customer may not sign it no matter what. I think it was just a matter of negotiation. A designer in my original company would draw eight plans after taking a picture back. The customer asked, boy, which solution is the best? He said: What do you think? When you are designing, you must remember that there is a main plan, and the others are secondary plans. When discussing, talk about what you think is the best and the highlights of the other options. 2. Step 2: Enter an in-depth stage to make the customer interested in your plan and want to see your budget.
This step requires preparing some floor plans. Generally, I will prepare two sets: one is a real floor plan, which is the most reasonable layout; and the other is called a fantasy layout plan, which may not be achieved or applied. , maybe more romantic. The purpose of this layout plan is to set off the very useful layout plan you just made. A good layout plan cannot be changed unless the customer has very specific requirements. As we just mentioned, because you talked about the concept last time, this set of practical layout plans will be convincing. The fantasy style can make customers feel that your design is bold and thoughtful. Although this fantasy floor plan may not be usable, it will serve as a great aid to your first set. There are also some perspective drawings. Perspective drawing is to draw some perspective drawings based on some highlights of your design. Or you can draw some computer renderings. Drawing by hand can save costs and give customers a strong sense of skill. The customer may make modifications, so the hand-painted drawing can be modified immediately with the customer. Many customers will say that it cannot be done at one time, and they will come back in two days or something. In this way, the customer's interest may be diluted after a few days. At the same time, customers may also go to other companies to compare. In fact, signing a contract now is not only comparing companies, but also comparing the capabilities of designers. This will prolong our order signing time and even cause loss of orders. In the second step, I think we must ask this question towards the end: Customer, do you have an investment plan for your room? If so, can you tell me so I can make a suitable budget for you. In this way, next time you come, we can discuss both the budget and the plan. 3. The third step is to enter the order signing mode. If you master the above two steps well, you can sign the contract this time. A colleague said that I don’t talk about technical terms. I think if a designer uses a lot of professional jargon when discussing orders with clients, I don’t think he is a good designer. When negotiating with customers, you should use the most understandable language to let customers understand your design concepts and intentions. 2. Feng Shui Design Knowledge The Three Cross Mantra of Home Feng Shui: One look has feelings, the three qi have their masters and the five elements have degrees, ninety-nine return to the same tune without being rotten, smooth but not against the shape but not evil, tolerant of people is great, one look has feelings - Chinese Feng Shui The most important word is "love". After viewing the house, when constructing the internal spatial structure of the house, just relying on the feeling of the heart and what can be seen with the eyes has made people completely moved, and they have a special liking for this house and are reluctant to leave it. This is of course a good house or a good design. Three Qi have their own masters - Feng Shui is a science of choosing to generate "Qi". In a well-located house, the Qi-receiving state of its door, the lighting state of the windows, and the calmness of the heart of the house are one of the three talents of the house. host.