Most designers are genuinely good at the discovery call. They can talk about design, get a client excited, paint a picture of what the space could be. That part comes naturally. What this episode is about is the other half of that call, the part that actually closes the client.

Shayna and Evelyn break down the discovery call not as a creative conversation but as a structured sales tool. One with a framework, a sequence, and a very specific destination. When those two things work together, the design excitement and the sales process, your close rate reflects it.

Before the call even starts, there is homework to do. A pre-call questionnaire should already have given you the address, a rough scope, and a budget number. That budget field should not be optional. With the address in hand, look up the home valuation and the comps. When you walk into a renovation conversation knowing what this home is worth and what the surrounding market looks like, you can speak to investment and return in a way that reframes the entire money conversation before it even begins.

The call itself follows a clear arc. You are meeting them, summarizing what you understand about their project, asking the right qualifying questions: contractor status, timeline, how far along they are, whether they have worked with a designer before, and yes, clarifying whether that budget number is their all-in or just what they are thinking about for design fees. Then you educate them on your process. What it actually feels like to work with your firm, phase by phase. And then you sell.

For most designers, everything starts with the intake. And this is where Shayna and Evelyn make a strong case for leaning in hard. A two-part intake is not just a consultation. It is a strategy session. The first part is design focused: you come in, you share ideas, you do not hold back. The second part is logistics: suggested furnishings budget, material list, allowances, deliverables. By the end of it, both sides know whether this is a match, what the project actually costs, and what the full service path forward looks like. That is a differentiator. Most designers are not doing that.

On the money conversation, do not dodge it. Know your minimums, have some historical comparisons ready, and frame the design fee range around the thing clients actually care about, which is no surprise billing. The intake is what makes that promise possible. It is the strategy map. It is how you get on the same page before anyone signs anything.

And when the call wraps, end with clarity. Then tell them exactly what happens next. A link is coming. Someone will call you. You are not leaving them to wonder. Because the moment a client feels uncertain about next steps, they start drifting.

You already know how to get them excited. This episode is about making sure that excitement turns into a decision.

Listen to EP 24 | How To Close Your Jobs

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