Budget Deficit...Helping customers figure their kitchen budget

How much is your budget?  This is how many designers in the Kitchen and Bath industry try to get budgets from their potential clients.  People will remodel 1 or 2 kitchens in their lifetime so they are not real familiar with how to formulate their budget.  Their budget guess comes from watching HGTV or talking to some friends who just remodeled their kitchen.  I recommend taking the approach of education based sales when it comes to something as obscure as kitchen budgets.  Below are a few steps that I have taken from designers over the years that will help you build credibility and help your clients

1. Ask the client, How did you come up with that number?  This question will help you find out how much research they have done or not done.
2. Provide REAL Data.  Utilize the NKBA website or find budgeting data in trade journals that you subscribe to. Share this data with your customers to give them a realistic perspective on budgets.
3. Give them Homework.  Do not be in a rush to sell them something.  Have them take the information home and re-think their budget.

Although, these steps may take a little longer. You may find that your clients will spend more money with you. Who knows, they may also tell their friends.

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