"Can We Compete with the Big Box Stores?"
I had a very interesting experience this weekend, which left me annoyed and upset. But as I was fuming, I realized this was a great lesson for small businesses, and so I share it with you in this week's article.

Do you worry about the big-box franchise stores swallowing up the little independent designers? With their buying power, they are able to charge much lower prices. So how do we compete? Here's my story...

On Saturday, the plug to my computer stopped working. So after a few hours, my batteries ran out, and I had no computer.

Let me explain the impact of this on my life: The weekend is the only time when I can get a big chunk of work done because my husband is around to take care of the baby. And 95% of my work is done on the computer. So for me, not having a computer on the weekend is like taking a week off from work (but without the suntan). And, as you know, when you run your own business and you take time off, you don't get paid!

So on Sunday, my husband went to a large electronics franchise store in our area. He came home with a plug that the guy at the store assured him would work with my laptop. It didn't.

Now with the 2 hours I had left to get work done, I had to run back out to the store to exchange the plug. After 30 minutes of being ignored, getting the run-around, and being outright lied to, I left without a plug. This giant electronics store did not have the one I needed.

On the way home, I stopped into a very small electronics store out of desperation. I knew they couldn't possibly have what I was looking for. After all, they were about 1/20th the size of the big store.

It took just a minute and a half for Chris (my new best friend) to find a plug that would work with my laptop. And I felt confident that it would work because Chris asked me a lot of questions to make sure he was giving me the right product. I paid for the plug and drove home singing to myself about how much I loved Chris and his small store.

Okay, now here is the point of my story... The plug cost 20% more than a similar product at the large store, and 40% more than if I had purchased it online. And I would have paid double that!

So why do we small business owners think we need to compete with the large store prices? Clients who come to us are not looking for the lowest price. They are looking for what I got at Chris's place: service, caring, attention, and a solution to a problem. You know you can compete in this area, and win - hands down.

Remember: Price is not an issue when you provide the solutions your clients are struggling with.

What's Your Door?
My tagline is "Opening Doors for Designers" so I am wondering... what is your door? In other words, what is your biggest obstacle to achieving more success and joy in your decorating business? I'd like to help take your obstacle away - but I need to know what it is!

Post any challenges, questions, comments...

Design Business Trends?
The recent "heat wave" on the East Coast has affected trends in business. Here in NJ, we seem to be finally in winter mode, but the typical slow-times and busy-times in our business are a little screwed up. Some designers have reported a "less-than busy" holiday season, yet a busier than usual January. Have you East-coasters noticed any changes in your business trends? Do you have any theories?

Feel free to post any thoughts or comments...

Are You Wearing A Fanny Pack?

My best friend Karen and I were at the gym last week walking on adjoining treadmills and chatting. Karen was telling me about a man she saw at the gym the day before. "He was so handsome," she said. She went on to describe his flowing hair, piercing eyes, and great body. "But then I saw..." She paused as she scrunched up her face. "...he was wearing a fanny pack."

I laughed out loud. (A fanny pack, for those who don't know, is basically a belt bag. It's often used by tourists, and it is definitely considered as utility over fashion.) Karen, who likes to call herself the "Fashion Police," immediately altered her high opinion of this otherwise perfect man.

So this got me thinking. What are we doing with our businesses that, although it may seem small and unimportant, can change the opinions of our prospects, sometimes without our even knowing? Every part of your business must live up to your professional image. Even a small detail overlooked can damage your reputation. Are you ignoring any aspects of your business? Are you wearing a fanny pack?

Below, I've listed business elements that are often overlooked or given little attention. Make sure you take care with all of these areas.

• Website
  Does your website look like an amateur designed it? If you are not an expert on web design and hosting, find someone who is. A professional website is a must to compete in today's marketplace.
  
• Answering Machine
  If you can't answer the phone in person, does your recording sound professional and cheerful? Do you get back to people quickly?
  
• Receptionist / Greeter
  There nothing more irritating than being treated badly by a salesperson or receptionist. Do the people who come into contact with your prospects live up to your desired image?
  
• Contracts
  Just because you've gotten a sale, your professionalism should not end. Your contracts need to reflect your company image, or you can lose future sales or cause buyer's remorse.
  
• Portfolio
  I was recently in a small furniture / accessory store when another customer asked the store owner to see her portfolio. The owner pulled out a wad of 4X6 photos from a desk drawer and spread them on her cluttered desk. This is how she tries to get design projects? Although her store had beautiful items, her "portfolio" (which showed a lack of pride in her work) was a fanny pack that I'm sure turned many prospects away.
  
• Your Appearance
  What is your desired business image? Professional? Wild? Creative? Does your physical appearance match it? If not, prospects will have a hard time getting past that, and you will appear less credible.
  

Remember: If you are overlooking any area of your business, you can be sure that prospects will notice. Everything you put out there needs to be as fabulous as you!

I wish you continued success.