When a client seeks to remodel their kitchen or bath, there are many choices they have to make in the process. As I have mentioned before, many consumers give up because the choices can be so overwhelming.

According to Sheena Iyengar, we as Americans make certain assumptions about having a wide variety of choices. One of those assumptions is that the more options we have, the better our choices will be. This turns out not to be the case and actually is counter-productive. Her studies have determined that when 10 or more options are presented to someone, people actually make poorer decisions than if they had fewer choices.

What does that mean for kitchen and bath designers? It means that to avoid having your client overwhelmed by choices or worse, making poor choices, it is best if you were to manage the customer’s wants and needs down to a few select options. Help your customer navigate through the miriad of options and focus in on the best selections very early on in the process.

Make it Simple

Most independent kitchen and bath dealers have only a few of the many options on display for the client to see when they walk in or browse their showroom. This is done intentionally so as not to over burden the customer with too many selections and allows the designers to guide their customer to the appropriate products for them.

The easier you can make this process for the customer, the more confident and excited they will feel about their choices. Your client looks to you as the design expert to guide them through the process. Many designers I have spoken with say that they “..sell the customer what they say they want.” Many customers think they know what they want but are unaware of other options. There may be choices your customer did not know of and it is your job as a professional to present the best ones.

Develop Trust

Another one of Ms. Iyengar’s studies determined that many of our choices are based on another person or group’s approval of those choices. We want to feel good about our selections when redesigning our home, and seek reassurance from those around us.

As a designer, if you complement your client on their good choices and get them excited about the outcome, they will relax more about their decisions knowing that you as a professional support their choices.

If you make the sea of options simple for your customer to navigate, they will be thankful that they are doing their project with you because you have made it easier for them.