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It was when I read this post called “Could your Blog be Ruining your Business” that I realized there was a very important paragraph missing from each of my posts.
If you would like your home to fill you with happiness every time you walk in, become a client. On-line or In-person.
Why did I add that sentence? Because this post reminded me that “A blog is supposed to create more interest in what you do or what you sell. It’s supposed to bring you more credibility, more readers. It’s supposed to show off your expertise.”
So if someone finds your blog because a friend sent them a link or they stumbled on it while surfing the web and you don’t let them know you can help them? Then they will simply get the information they came for and. . . leave. So it’s important to let your potential customers know “What you do” so that your blog can do for you what it’s supposed to do, bring you more business!
This weekend I was having a conversation with a good friend at a birthday party. I told him that I was cranky that the last three potential clients I had spoken to in the last week had not hired me. Once they heard what my rates were, the response was “I’ll talk to my husband and call you back”, and they didn’t. Normally, when someone has been reading my blog for a while it’s pretty much “When can you come?” not “You’re too Expensive”.
Selling a service is very different from selling a can of paint. You buy it, you know exactly what it’s going to do. Easy. A designer? Different story. However, reading a blog like this one is like getting a referral (which is one of the best ways to hire a designer) because you can get a sense of my style and personality by reading this blog.
So, back to the story. My friend gave me some excellent advice; he said, “Maria you are trying to sell them something instead of letting them know what you do so that they can decide if you are the right fit for them”. He suggested that instead of ‘selling’ or ‘explaining’ my service, let people know “If you work with me, this is how you will feel.” For example, “What I do is help people love the experience of being in their home”.
And you know what’s funny? That is essentially what I have written at the end of each post If you would like your home to fill you with happiness every time you walk in, become a client. On-line or In-person. What’s missing is that I didn’t say that when I was talking on the phone with potential clients.
And not everyone is my customer or necessarily wants what I provide and that is okay too.
The story isn’t over yet. It gets better. Today a friend sent me this video by Simon Sinek it’s 18 minutes but well worth it!
Here is his book:
Simon Sinek (who works with people on how to be inspired leaders) discovered a very important principal that profoundly changed the way he operates in the world and this is the short version (watch the video to get all of it):
“The part of the brain that’s responsible for all decision making has no language. It’s where trust and loyalty and gut decisions come from. Sometimes you can give somebody all the facts and figures and they will still say ‘I get what you’re saying but it just doesn’t feel right’. And because that part of the brain does not have language, that’s the best we can come up with.
If you don’t know why you do what you do, how can you get people to buy something from you or vote for you, etc. or more importantly be loyal, and want to be a part of what it is that you do?
“People don’t buy what you do they buy why you do it. And what you do simply serves as the proof of what you believe. People do/buy the things that prove what they believe.”
According to Simon, if you talk about what you believe, you will attract those that believe what you believe, why is it important to attract those that believe what you believe? It’s called the law of Diffusion of Innovation. (When I heard this I realized this was the reason my entire experience of design has changed since my blog—people that are attracted to my personality [and subsequently hire me] have similar traits that I have—which is what makes my job so amazing these days).
“Those who lead inspire us, we follow those who lead not because we have to but because we want to, we follow not for them, but for ourselves and it’s those who start with why that have the ability to inspire those around them or find others who inspire them.” Simon Sinek
One of the reasons I’ve chosen images from Ralph Lauren Home on this post is because he is a master of creating atmosphere in his interiors.
I study his interiors as well as countless others because I also strive to create uncontrived yet styled, clean, and comfortable spaces for my clients when I work with them on decorating their home from scratch and if I’m hired for a simple consultation to walk through how to do that: which colours for the walls? What colour should my furniture be and so on, it’s the look and the feel that I’m hired to create.
After listening to his talk I asked myself what my “Why [I do what I do]” is and if it should be different from what I’m already saying (there’s a reason my blog has ‘happy’ in it, I love it when my clients are happy from the right colour and decor), so here’s the way I’ve been saying it:
If you want your home to have atmosphere including colours that flow to fill you with happiness every time you walk in, Contact me by email [email protected] for on-line rates.
And here’s how I might say it his way:
[Why do I do what I do?] If you would like your home to fill you with happiness every time you walk in, contact me for on-line or in-person consultations.Related posts:
10 Things every Blogger should Know
10 Tips that will take your Home Design blog to the Next Level
Authenticity. . . The Currency of the Future
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What an excellent post… thank you.
FABULOUS POST!!!!!!!!!!! Janell
I would hire you without batting an eyelash! You have a very powerful blog, you should be so proud of everything you've done on here. And you keep learning and getting better, which is why you have so many devoted fans!
Such a helpful educational post, Maria. I like the part in your statement about being filled with happiness every time you come home – it goes so well with your blog title.
I think you were asking what we thought – if not you can ignore this opinion :).
I would make a tiny tweek in your statement, so the second sentence would flow a little more.
Your home can fill you with happiness every time you walk in. I can help you create atmosphere with the right colour furniture and accessories, including colours that transition beautifully from one room to another. Contact me @ . . .
Thanks for your great work. I love your insightful and beautiful blog.
Great post, Maria! Thanks for introducing me to Copyblogger….I haven't been able to tear myself away for the past half hour 🙂
Great post, Maria. I'll have to listen to that TED talk. Sounds interesting! Congrats on finding your "why." (Btw -I don't get upset when people don't hire me anymore because I figure we just were'n't the right match-up of designer and client. And, re: the cost, if they are worried about paying your fees from the get-go, imagine how that client will be throughout the project! It's just not worth it. You'll get other clients…and it will be the right match-up.
Great reminder Maria! I added a tagline at the end of my posts after I read one of your earlier posts suggesting as blogger/designers, we do so. I don't do it on every post, but I need to. Now I need to work on it and listen to the video! Oh, and don't get too bummed out about clients not going ahead after a phone conversation. I learned from a business coach, that there are "shoppers, hoppers and moppers" (think that's what she said) – a lot of people are just shopping around. If they think your/our fees are too high, probably good that we know upfront. We really want clients who value what we do!
Looks like Kelly and I think alike and were typing at the same time!
Maria, You have already done so much to improve my home, even without a consultation–just by the inspiration and information that you share here on your blog–that I can hardly believe it!
I just finished packing away the pastels in my sewing room. No paint yet, but we now have new drapes and some decor centered around a light olive green and creamy beige that compliments the rest of the house. I'll be sewing chair covers this week to match. Thanks so much for your previous post. I think we have a marriage now!
I'm just about to the point that I will have no choice but to ask you for your rates!! (I have to be extremely frugal–but some things are just worth the investment.) You know exactly what you are doing, as I keep proving to myself daily. If you can do so much, just by educating a general audience, I can only imagine what you could do with an actual consultation.
I never knew decorating with just the right colors and advice would mean so much, but this is our first home and we want it to be our permanent haven. Without your help, I just don't think that is going to happen!
I never knew, until now, just how much expertise goes into decorating, but I always knew I was missing something very important. Now I know what it was–You, of course!
Thanks so much,
Donna
This is so interesting! I completely agree with and get what you are saying. But I still wonder if there will be problems, because the wives might not be able to explain why they want to hire you to their husbands as convincingly.
Maybe you need a couple of videos for husbands. One to explain why you do what you do and how. And another to convince them about painting woodwork. 🙂
Maria,
How timely…I'm just finalizing my interior decorating website…and I am definitely missing my "Why." So thank you!!! BTW: Love your blog…you inspire me each day to be a better interior decorator!!
All the best,
Christine (aka: GlamaMama on twitter)
thank you for the inspiring video. i've learned valuable information that i can bring to my consultations. ted.com rocks…
I am going through a reno now and I have an amazing designer. She makes everything just right and I am so confident in my choices because of her. This is my first experience with a designer but I am 100% sold on the value they bring with their expertise. WELL WORTH the money and I cannot imagine having done this renovation without her. For those who are hestitant due to the cost then they aren't the right client….but they sure don't know what they are missing.
Again, love your generosity of spirit, Maria. This is what sets you apart. I do not know of a single other blog that gives in the way you do. You're building yourself quite a legacy and I'm thrilled that I've found you.
This post is one of your greats. Thank you for sharing this information.
Oh Maria, you are my blogging hero ! I've had my statement for a while but haven't put it on my blog yet. Thanks for the kick in the pants !
You have clever friends. 🙂 I have always enjoyed your posts & I know that your service is well worth it. My sister in law hired the service of a colour consultant/ painter and the result was amazing…… and that was just for the walls: imagine the whole house. Good luck with the new addition to your blogs. 🙂
Interesting topic, Maria. I used to do that when I first started my blog and on a blog I had/have on Active Rain {a real estate network}. I did wind up stopping when I started to bring more of myself into my posts, but I put information in my profile and a way to contact me on the sidebar. I also link to my website and vice versa.
This week I got a call from a potential client who read my blog. She felt like I was down to earth and liked that I used things I have in my own home. She had a very bad experience with an interior designer last year who basically left her in tears.
I'm always looking for ways to improve my business and my blog is part of that. I will certainly rethink that last paragraph I used to put in, as well as read the book you've mentioned.
This post was right on. Years ago when I was building a business selling alternative healthcare products, which had a hefty price tag, I learned that it didn't matter what the price tag was or how much the potential customer actually needed what we offered. It was all about the perceived value the item(s) held for the client/customer. And it was all about the emotional connection I and my staff made with each potential customer. Some folks may say they can't afford $100 for something then turn around and drop $100 for dinner and a movie. They made a choice about what they felt/perceived held more value for them. Indeed it can be tricky! You do a terrific job at conveying your talents and passions through your blog. And that is what will reach readers on a visual and gut level.
Excellent post! You have presented this in a way that makes so much sense. Thanks.
marcie
I'm curious – what proportion of your consulting gigs come from this blog?
And I just realized that I'm also missing the "hire me" blurb on my blog.
Excellent advice – so true. This is the reason why I put so much of my personality into my blog and website, so when people choose me, they know what they're getting and they like it already.
Must put a nice footer like you've described on my blog!
Great post! I've been blogging for a while and once I finish up school want to use my blog as a way to promote myself and my business. So, thanks for this info and for passing on the video with Simon Sinek.
Hi Maria
I was one of those who contacted you and never followed through. It's not because I don't want your services; but after our initial email, my mother is now planning to move in with me and we will be blending our furnishings once her home sells. I wanted to wait and have mom involved too. The time just isn't right.
Be patient, once you send your intentions out, the universe always responds in its own time.
Leanne
Another great post, Maria. First, I want to thank you for being such a generous blogger…for answering my questions…looking at my blog…giving me feedback and leaving comments. As a new blogger, it's taken some time to figure out the "etiquette" of design blogging. I've done a great job of branding myself to my local market, but I have been hesitant to be too obvious about seeking business in my blog. That will change with my next post, thanks to you and your honest discussion about the business of blogging. I guess I just needed permission to do what I know how to do. It's so refreshing to have a dialogue with other bloggers, and it's even better when you can begin to see them as friends. I really appreciate you.
Life changing post Maria. Honestly.
xo
Brooke
What a great post Maria! This is so true. How you relate to people is key and can really affect your business. Thank you for this advice. I will take it to heart!
HI Lazy Gardens,
I would say 80% of my business comes from this blog. This number varies as I get a lot of referrals as well but instead of my business going up and down like any self-employed person, now because of this blog It's consistent.
Hi Leanne,
Thanks for your comment. It was that it happened 3 times in a row that I started to question what i was saying because that never happens 🙂 I'm still booked a week (or so) out in general but that was unusual.
Maria
This post is one reason I am such a fan. By sharing your journey, you tell a story, which is another great way to sell your services!
We all have different strengths-yours is color and design! Mine is wordsmithing. Please allow me to gently offer the following: Your paragraph is still grammatically incorrect. I believe our credibility is greatest when we express ourselves in the best possible way. Perhaps you can play with the words until you find the right combination of expression and grammar!
One suggestion: "Your home can fill you with happiness every time you enter! I can help you achieve this by creating atmosphere with the right furniture and accessories, including colours that transition beautifully from room to room."
Kindly,
Susan N.
Wonderful post. I think the same can be said for any designer, really – not neccessarily interior. I'm a graphic designer, and I feel that you've done a wonderful job of describing how/why people would hire a professional graphic designer versus saving the money and doing it themselves. Lovely post, and thanks for the tips on that last "hire me" paragraph.
~Chelsea
Thanks everyone for helping me with my tag line which is still a fragment 🙂 I appreciate your comments so much!
This was a great post. I feel like all the others because I read the comments as well. You really help me by putting yourself out there. As you know I am a new blogger and am always too afraid to be too self promoting. I have felt like people will get to know who we are and what we do through the blog if I showcase our own work as well as from others that we really connect with. The bottom line is I am spending hours on this with the hopes that it will bring us more business. If more business is what we want I guess we have to ask for it. I'm definitely going to listen to the video and really process all that you have shared here. I have to admit it is still a hard thing to do.
Tammy told me until you did your magic in her home she used to move her furniture around at least once a month. Then you came in and put her furniture in it's rightful place. She told me that now, every time she walks in her home, she can sit down, relax, breathe a deep sigh and enjoy her living room.
I love you !
Thanks for sharing Maria. My why: You don't have to provide office space or benefits to have well needed, efficient administrative support. How: hire a Virtual Assistant.
Hope you had a great time when you were in Brooklyn.
You're freaking me out a bit today. Guess what I've been working on? My own "theme" for my, as you are aware, newly born blog, website and promo materials. What's that about great minds?! haha.
What an excellent, on the money post Miss. You are such an incredible asset to this community, my dear.
Thank you for understanding that sharing of information is what gives us all strength. Fab job. Well done!
BTW, like Kelly, etc. said…those are not the clients you want. It's called a RED FLAG. Consider yourself lucky for dodging a bullet early in the game.
Have a great day!
Maria,
thank you so much for the great blogging tips – I feel that my blog has grown so much in the past year and part of it is from all of your business tips!
Maria, I have learnt so much from you over the last year. I love your new why statement. I hope this brings you lots of business. Best of luck!
You've convinced me to start adding a tagline to my posts. Seeing as I've been blogging for 1-1/2 years and have had a total of one client contact me because of my blog, I'm obviously not using my blog to its full potential.
Thanks for the kick in the butt that I needed 🙂
Kelly
Thank you so much for this post! The TED video with Simon Sinek is so dead-on. It made me realize that my previous business died because I didn't believe in it anymore – and that, toward the end, I was just selling "what I did" – which was graphic design.
So now, as I am in the process of getting ready to launch a new business and attached blog – I feel I couldn't have gotten better advice this morning on how to explain what it is I am up to – starting with why I do it! Thank you!
Excellent. My Mother-in-law always has the best advice regarding money and taste- the two are not always commensurate.
Most important- is that you love what you do and that my dear is priceless!
pve
I declare, Maria, that you continue to shine with your business and blog because you are so talented, transparent, honest and happy! As for the fragment, the first tag line was not a fragment, but the new one is. Simply take out the period after the first sentence and make it one sentence, then it's not a fragment.
Wonderful, thanks for sharing the ideas about taglines and "whys," along with your own experiences.
Thank you for this post. I am going to come back and reread it and listen to that video. All very helpful.
Hi Maria, I totally agree with your post, I am a Marketing professor, from Brazil, and found your blog while visiting other blogs…I think that blogs are places to sell things: ideas, projects, products or services. So don't be afraid of promoting your beautiful work! Congratulations, from Brazil, Raquel
http://www.bomsensoemformadegente.blogspot.com
What a wonderful, informative post. I ended up checking out the related posts as well. Lots of valuable information for someone like me who started her blog as a journal of my projects with little knowledge of the blogging world. Thanks! I'm your newest Follower.
So chock full of nuggets! I feel like I've hit a gold mine. I've been so busy lately…gotta get caught up on my "cmh" reads!
great post darling!
your statement is complete to me, however grammatically it is not. i think just a restructuring of the sentence will do the trick 🙂
now shockingly, i will say this:
in a world where women want equality, have been fighting for equality, and are at rights to have equality — with men — they ought to drop the
"i’ll talk to my husband and call you back” line.
it’s not only old, it’s shameful. specially when we’re not talking about buying a car here, we’re talking about hiring a consultant. there’s a few zeros missing.
xo
like kelly said, thanks for the kick in the butt. now i need to figure out what i would say….
Maria, what can I say? You are awesome, talented and your post filled me with happiness plus I love it that you share.
Jen
what a great article! so many helpful tips and links… thank you so much for sharing!
WOW! I'm so glad I came across your blog – it's like this post was written just for me. Such great information – thanks for sharing this. I hadn't thought about it that way – and it's so true, people want to buy only if you believe in what you're selling/yourself. So true and profound, thanks for such a great post. Your blog is wonderful!
Maria, you have changed the way I think about my blog…and about my focus. A million thanks for motivating me to listen to Simon Sinek! [email protected]
I do read Copyblogger and I did add a tagline to my blog 'The Diva's Home'. I like yours better and I am going to change mine today! Thank you for sharing this!
Maria – I adore your blog and your advice!! Thanks for sharing your thoughts and ideas – I learn from you everyday!!
Becky Tellefsen
Bryant Park Designs
It's a great post! And adorable photos!!!
Where did the picture with white bench with white-&-blue_stipes pillow came from? It's so beautiful!
Excellent information, thanks for sharing! The more of your blog I read, the more I want to read!
Wow Maria – what a great post (why didn't I read this earlier – I read your blog on a somewhat consistent basis). Great video too – really made me rethink everything about my own business.
Yesterday I went on a faux finishing and color and design consultation – and for the first time in a long while, I felt that I was really communicating with the client and I feel very certain that she will hire me (didn't hurt that it was a referral from someone who thinks I'm a color guru). Anyway, I felt that I was back where I was supposed to be (with my "why" I do what I do) after a year or so of disappointing meetings with clients – some who hired me (and I wish they didn't) and some who just never called me back.
Thank you for posting this so I can always remember why I do what I do in the first place!!
Beautiful pics, great post and story, excellent blog!!!! U're doing awesome job, and I love u for loving colors (I'm "color addicted" person, lol)!!:)) Have a wonderful day!!
Jelena
http://glamfabchameleon.blogspot.com/
Hi Maria
All I have to say is Thank You. After reading this post I see clearly what I was missing in my blogs, I hope I do succeed in this venture I have started, a dedication to my mom. I have signed up for copyblogger and I see what attracts me to your blog. thanks for sharing your experience. I’m working on doing for myself, what you have learned, experimented and shared with us. Thanks A Million.