Real-Life Communication -- Solution
Here's what you could tell the couple:
"You've
chosen a beautiful design for your bedroom set. I can start work on it tomorrow
and have it ready for you in five weeks.
"As you may know, I need a
50 percent deposit up front. I require all my customers to pay this because
everything I build is custom designed. I'm sure you understand,
considering the amount of time and materials that go into a project like this.
"I've
never had a customer displeased with my work, but I have to be cautious in
case a customer ever changes his or her mind.
"For your bedroom set,
the deposit will be $5,000."
Furniture designers use communication
skills to build trust. If they don't communicate in a way that makes customers
comfortable, they won't make sales.
"They drop, sometimes, five-figure
deposits on me and hope they like what they get, and that they will get it,"
says furniture designer Keith Logan. "Somehow, I have to convey to them that
this is going to happen. So, communication is extremely important because
there's got to be some element of trust built there, and I'm the one that
has to provide it."
Trust is built by answering questions directly
and by not pressuring the customer to buy. Also, furniture designers need
to detail exactly what the finished product will look like.
"I just
try to be myself," Logan says. "I don't try to sell myself to anybody. I don't
try to be all things to all people. If I don't like what you want, I won't
build it."