Last Thursday, I wrote about setting clear boundaries as soon as you meet a potential client. This Thursday I want to discuss important considerations once you’ve gotten the job. This is when the real work begins!
1. You’ve gotten that exciting phone call; you’re hired! The first thing you should do now is send your new client an email expressing your gratitude and excitement about working together. Also, before you lift even a finger, ask for a deposit or a “save the date,” which will be applied to the full amount of the event. Do not start the design process until you have this deposit!
2. If you’re a florist or a designer, now comes the fun part: you get to design! Gather all of your notes and ideas, and create a concept story board. This is your inspiration, and you should not hesitate to include images from your client as well as any images you find on your own. This board will help you create something new and great; your freshest ideas will likely be inspired by this board. Just remember that sometimes those ideas arrive with a whisper, while other times they arrive with a bang!
3. Schedule a day and a time to make your presentation to your client. Be thorough! When presenting, describe every single detail of your vision for the client’s event.
4. The worst is when a client says something like, “Preston, this is not what I had in mind, and I think you’re way off.” To avoid this terrible scenario, I usually design three different concepts. Like all people, clients like options!
5. This is how I break down the different designs I present:
Design A – This design is whatever the client requested.
Design B – This design is based on what the client requested, but I take a few liberties and incorporate some of my own ideas.
Design C – This design is what I like to think of as “my design.” I go all out, and design the event the way I would do it if it were my own party.
Many of my clients pick Design C, but some also end up selecting elements from each of the three designs that they like. The great, and unsurprising, news is that clients are always more eager to pay for something they got to choose themselves!
Dear Readers, do you create multiple designs for your clients to choose from? Or do you worry multiple designs might confuse them? Do you present with storyboards or do you create life-size versions of your ideas so clients can see exactly what their event will look like? Please share your approach in the comments.
And be sure to check back tomorrow as I’ll be tackling the next big client hurdle, and it’s a doozy: Pricing!
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George Bernard Shaw once said: “You see things and say, ‘Why?’ But I dream things that never were and say, ‘Why not?’” That quote embodies how Preston Bailey approaches every event.
Karen - Bodas Deluxe
September 29, 2011
Hi Preston, I’m an spanish wedding planner. I thank you because your tips are very helpful for me. Best regards.
Karen
Summer
September 29, 2011
I present 1 storyboard with a little of what the client wants and what I want to do for them. If they do not have a concept that’s when I go all out. I provide this service to couples who hire us for full coordination.
Meliana
September 29, 2011
Hi Preston!… Thank you so much for sharing this!
I usually give client concept B, it can save time and myself from re-design to suit their budget..:D
Because the first thing i always asked is their favorite styke, then i develop from there…:)
And u used a schematic board to present my design, include some raft sketches (if i don’t have the reference image..)
Looking forward to hear the next story with ur big client..;)
Alexander
September 29, 2011
I am russian floral designer and i think that cliet might have his opinion, but designer should present his vision first of all. We present B concept
Vanessa Alce
September 29, 2011
Preston, I like the idea of doing the story board first. I usually wait until the venue has been selected, and then present my clients with options A-C at the venue so they get a full idea of what their event will look like onsite.
Cherry On Top
September 29, 2011
We also present story boards. Usually we take the client’s inspiration as the starting point and then run with it to make it bigger and better – how we would do it if we have our way.
Have to say though that in this region (Middle East) clients expect us to do this before confirming the job with us. We present and then confirm…and then eventually get our deposits :s
Sharon Elezye
September 29, 2011
WHAT WOULD YOU LIKE TO SAY?
Sharon Elezye
September 29, 2011
Hi Mr Bailey. Thank you for sharing your processes. I know better than to question a master at his/her specialty. Looking forward to your tips on pricing. This can be ticklish especially when one’s trying to break into the industry.
Anna
September 30, 2011
Deposit is so important, although like what Cherry on Top says, in the East, The tendency is for the clients to want to see ideas before confirmation. For us, because we have 8 years of experience, we used our archives to show potential clients and we normally quote on the higher side when first meeting clients. I realised that clients who book you based on concepts rather than prices are eventually clients who will embrace what you do for them.
Lola
September 30, 2011
Thanks for your tips. They are quite inspiring
Maria Kirk
September 30, 2011
This is great information. I have been stung before by starting to plan with getting a deposit and it is a mistake that I will never make again!
Tere
September 30, 2011
I use to do actual setup with silk florals but recently I have started designing storyboards. I find it easier to get swatches of material and use a print out of my design. I find that the brides like it better than the full setup because it keeps them excited to see the finish product.
Eileen
October 1, 2011
Awesome information! Thanks a bunch!
Savannah (Pearls and Pages)
October 4, 2011
I really like that you present 3 options, Preston. Clients love options and giving them the control to pick what they like, and feel happy about picking a GRAND design and then happy to pay for it…I think your ABC option idea is brilliant. And of course sticking to the “save the date” or deposit fee is vital. Especially if you clear the calendar for that wedding and have to turn one down b/c of it…always play it safe. Great tips, as always!! Off to read Part 2 now
-Savannah
The French Bouquet: European Floral Design
http://www.thefrenchbouquettulsa.com/blog
wall art
October 12, 2011
What great tips, I never thought about the process like that really and also I’ve never taken a deposit first. Thanks again Preston!