How does your spouse or significant other make you feel? Do you remember how you felt on your first date with the right person? These feelings are probably why you want to be with that person and spend time with them, possibly the rest of your life.
As human beings, our existence is filled with emotions every day, every moment. It is the strong emotions, the negative ones, and the positive ones that drive our decisions and also guide our lives.
You have probably heard this quote before, but it is worth repeating:
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
-Maya Angelou
What our brains choose to remember is very dependent upon the strong emotions and feelings that were stirred within us at that time. This is why we vividly recall important milestones in our lives as opposed to moments when our feelings weren’t affected much one way or the other.
When you are designing a kitchen or bath for your client, remember that your client doesn’t really want a new kitchen or bath. What I mean by this is that this is not the ultimate goal. What your client really desires are the feelings that the new kitchen or bath will generate within themselves and their life.
What your client really wants is:
- To experience the joy of cooking again
- The joy wanting to invite friends and family into their home
- The feeling of being spoiled in luxury every time they take a shower
- The same excited feeling they had when they bought their home
- The pride in showing off their new space to their friends and family
- The ability to create more long lasting memories of relaxing in their kitchen with friends
It is for all of these many reasons, and probably more, that your client wants a new space. It makes them feel good about themselves and their home. Therefore, it is important to help your client visualize themselves in the space that you are showing them only on “paper”. Help tell them the story about how they will be experiencing their space, whether it is entertaining, cooking, relaxing with their kids. It is your job to help your client navigate the disruption of the status quo so they can get to the place where they can have these good feelings about their home.
By doing this, you will be able to help them feel emotionally attached to the new plans that you both have created together. Their decision to buy from you is an emotional decision, so how they are feeling about everything you do is extremely important.
If your prospects leave every encounter with you feeling that they can’t wait to continue on to the next meeting or call, you will retain them as a client and they will begin to talk about their great experience working with you.
Remember the quote again that your client may not remember all the things you said and all of the things you did, but they will most definitely remember how you made them feel and this will make all the difference.
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As always, your comments and thoughts are welcome!