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How to Turn Consultations Into Paid Opportunities
This week, we’re launching a six-part series I’m calling 'Turning Projects into Profit.' As designers, we pour our hearts into projects that photograph beautifully, but sometimes those same projects barely move the financial needle. I know that tension well because I’ve lived it in my own business. That’s why this series is all about helping you stop leaving money on the table and start building a business that fuels your creativity and pays you well.
And we’re starting with one of the biggest traps in our industry: free consultations.
Have you ever offered a free consultation because “everyone else is doing it”?
Spent hours preparing only to be ghosted?
Shared ideas generously, only to see clients implement them without you—thanks to online furniture vendors?
You’re not alone. I’ve been there too. But here’s the truth: free doesn’t build trust—it devalues your expertise.
What you’ll learn in this episode:
Why free consultations actually hurt your positioning instead of helping it.
The psychology behind charging upfront—and why it makes clients more committed.
How to treat your consultation as your first deliverable, not a sales pitch.
A simple 3-step framework to set expectations, deliver value, and transition into a full project.
Real stories from designers who went from giving it all away to booking $60,000 projects from a single paid consult.
The bottom line?
Your expertise is not free. You’ve spent years honing your craft, and your consultations should reflect that. Charging isn’t about scaring clients away—it’s about attracting the right ones, the ones who will respect your process and invest in your vision.
Connect with Katie Decker-Erickson
Book Your Coaching Session with Katie!
Click Here to read the full episode transcript.
This episode of Mastering the Business of Interior Design: Success by Design is brought to you in partnership with Leah Bryant Co.
Meet Katie, a dynamic PODCAST host and successful entrepreneur.
Former news anchor turned leader of a multimillion-dollar design firm, Katie's passion lies in uncovering brilliance and sharing design and business secrets. Her insatiable curiosity, honed in the media spotlight, fuels enlightening conversations on her podcast, offering a platform for wisdom-seeking design enthusiasts and aspiring entrepreneurs.
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How to Turn Consultations Into Paid Opportunities
This week, we’re launching a six-part series I’m calling 'Turning Projects into Profit.' As designers, we pour our hearts into projects that photograph beautifully, but sometimes those same projects barely move the financial needle. I know that tension well because I’ve lived it in my own business. That’s why this series is all about helping you stop leaving money on the table and start building a business that fuels your creativity and pays you well.
And we’re starting with one of the biggest traps in our industry: free consultations.
Have you ever offered a free consultation because “everyone else is doing it”?
Spent hours preparing only to be ghosted?
Shared ideas generously, only to see clients implement them without you—thanks to online furniture vendors?
You’re not alone. I’ve been there too. But here’s the truth: free doesn’t build trust—it devalues your expertise.
What you’ll learn in this episode:
Why free consultations actually hurt your positioning instead of helping it.
The psychology behind charging upfront—and why it makes clients more committed.
How to treat your consultation as your first deliverable, not a sales pitch.
A simple 3-step framework to set expectations, deliver value, and transition into a full project.
Real stories from designers who went from giving it all away to booking $60,000 projects from a single paid consult.
The bottom line?
Your expertise is not free. You’ve spent years honing your craft, and your consultations should reflect that. Charging isn’t about scaring clients away—it’s about attracting the right ones, the ones who will respect your process and invest in your vision.
Connect with Katie Decker-Erickson
Book Your Coaching Session with Katie!
Click Here to read the full episode transcript.
This episode of Mastering the Business of Interior Design: Success by Design is brought to you in partnership with Leah Bryant Co.
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