As an interior designer, how to better discuss the scheme with the owner?

Pay attention to skills when talking about singles; This is some information I found. Please have a look. I hope it helps you.

1, when the customer only tells what to do and asks for a rough quotation, how should he answer? ?

Answer: the cost of home decoration needs to be determined in three aspects before it can be estimated: (1) approximate design scheme; (2) The selection price is mainly divided according to the grade of materials, technical standards and the grade of construction team, and can also be preliminarily selected according to the family's economic affordability. Of course, our prices at each level will give you a high quality-price ratio; (3) Decoration quantity: If you are not sure about the above three aspects, then the general quotation is deceptive, which is strictly prohibited by our company. Please provide the floor plan and the size of each room, and we can make a basic budget for you in a short time. If you don't have the floor plan and size, we can arrange for you to visit surveying and mapping and design the floor plan for free. ?

2. What should customers say when they think our quotation is higher than that of other companies? ?

A: The cost of home decoration is not cost-effective. It can't be simply measured by price. A more accurate measure should be the ratio of quality to price. The quality mentioned here includes three aspects: (1) the grade of materials; (2) process standards; (3) Engineering quality; It is unscientific to talk about the price level when three aspects are uncertain, or to compare the prices of two companies when three aspects are not equal, which is easy for customers to be deceived and suffer losses. For example, if Company A paints a door with a daily worker from 40 yuan, then the painting cost of this door is 40 yuan, while Company B uses a daily worker from 70 yuan to do the polishing process, and it takes two days, then the painting cost of this door is 140 yuan, not to mention how much paint Company B has used. The price and paint quality of this door can also be imagined. Therefore, in the home improvement industry, it is often the case that the name of the decoration project is the same, but the price is high or low. Generally speaking, the quality-price ratio of our company is one of the most cost-effective companies in the current home improvement market. ?

3. When the customer asks why the main material price of a decoration project is not high, but our company's quotation is very high, how should we answer? ?

A: The price you see is only the price of the main material. You may have overlooked many factors, such as auxiliary materials, labor costs, freight, secondary loading and unloading fees, machine wear and tear fees, management fees, taxes, reasonable profits of the company and so on. In some projects, the labor cost is much higher than the material cost, so when all the costs are added up, the quotation is naturally much higher than the main material price. If we simply compare the prices of materials, because our company has a long-term and fixed cooperative relationship with many well-known brand building materials manufacturers, I'm afraid the goods we buy are cheaper than those you buy yourself. ?

4. When the customer asks whether the purchase and installation of the floor can be included in the whole project, how to answer? ?

A: We have long-term cooperation with the flooring manufacturer, and we can recommend you and enjoy the preferential price of the manufacturer, but the variety selection, installation and payment are directly agreed with the flooring manufacturer. ?

5. When the customer asks about the difference between the two price points of the company, how should he answer? ?

A: Our company's quotation is mainly based on the different needs of customers. The main difference between them is that different prices are produced according to the grade of materials, technical standards and the grade of construction team. But no matter which level of quotation you choose, we will provide you with the same warm and perfect service, and its quality-price ratio is also higher than other companies. ?

6. When a customer asks why in different levels of quotations, sometimes the main materials and auxiliary materials (such as wall and floor tiles) used in a construction project are the same, but the project quotations are different, what should be the answer? ?

A: Sometimes the materials used in a decoration project with different levels of quotation are the same, but because of the different level of workers or the different construction technology, the quotation often has some differences. Our seven fixed construction teams are divided into two grades after strict examination and enjoy different charging standards respectively. Such as mid-range latex paint technology, Grade A construction in 9 yuan/㎡, Grade B construction in 6 yuan/㎡. ?

7. When a customer asks, "Your company does so many advertisements, do you share all the expenses with us?" What's your answer? ?

A: Please rest assured that our company is taking the road of "branding and scale". Although we advertise a lot, because of the large scale of our company, the amortization rate of advertising fees is lower than that of small companies, which is one of the advantages of scale. In addition, in view of the popularity and influence of our company's home improvement industry, many media reports on us are free or extremely favorable, so you don't have to worry about bearing our advertising expenses. ?

8. When the customer asks about the proportion of materials, labor and profit in the quotation, how should he answer? ?

Answer: The direct material cost and direct labor cost account for about 80% of the total cost, while the rent, salary and tax of designers, assistants and other managers account for about 15%, and the company's profit is generally about 5%. ?

9. When the customer asks if we can offer more price concessions, how should we answer? ?

A: Decoration companies also follow the general law of "market", that is, because many companies compete fiercely together, prices are getting lower and lower, services and quality are getting higher and higher, and the profits of each company are getting lower and lower and tend to be consistent. Our company has the same price, and the profit is already quite low at present. However, with the intensification of competition in the home improvement market, some non-standard companies have reduced their prices and even carried out large-scale preferential and promotional activities in order to undertake projects. People in the industry know very well that its essence is not to make a profit, but to cut corners in the construction process and the poor quality that follows. Our company has considerable brand awareness and won the title of "Top Ten Home Improvement Enterprises in a City" for two consecutive years. We insist on providing quality engineering services to our customers. We have also formulated a standardized quality assurance system, which checks at different levels and resolutely puts an end to the situation of low-price competition by lowering process standards and quality standards. Therefore, it is difficult for us to make concessions under the current low profits. ?

10. When the customer asks, "Will there be any big changes in your project budget in the future?" What should you answer? ?

A: When there is no change in the renovation project you have determined in the future, our quotation will generally not change. However, sometimes the project budget made through drawings will be somewhat different from the actual situation, and it is necessary to make final settlement according to the actual engineering quantity, and make more refunds and less supplements. Of course, if you modify or increase or decrease the original design during the construction of your project, we will report the price change to you in the form of change and notify the construction after signing. ?

1 1. When the customer disagrees with the payment method of "60% down payment and 35% interim payment", what should be the answer? ?

A: At present, the contracts used by regular home improvement companies are all models formulated by the Interior Decoration Association, and we have no right to change any of them. The terms of payment are the same. The reason why the Interior Decoration Association requires this is precisely to ensure the interests of home improvement consumers through standardized management. Therefore, it is most beneficial for you to rely on legal means to safeguard your legitimate rights and interests in the future. If it is changed, we will not be recognized by the market quality inspection department, and you will lose the protection of the third party. After the payment, we will deposit RMB 6,543,800+in the Interior Decoration Association to ensure the quality of your project. ?

12. When the customer asks, "The property management department has already collected the garbage clearance fee, why should it be charged?" How should you answer? ?

Answer: The garbage clearing fee charged by our company refers to the cost of transporting your household garbage to the garbage dump designated by the property management department in the community, including the cost of labor and garbage packaging bags, while the garbage clearing fee charged by the property management department refers to the cost of transporting the garbage that has been transported to the stacking point in the community to the designated garbage dump outside the city. ?

13. When the customer asks why the property management fee and the property management deposit must be borne by the customer, how to answer? ?

A: In our budget for you, the property management fee and property management deposit are not included. Therefore, although some property management companies emphasize that property management fees and property management deposits should be paid by decoration companies on the pretext of protecting customers' interests, our company has no obligation (mostly arbitrary charges or arbitrary charges) and is unable to pay these two fees (our profits are very thin). Our company is a very formal home improvement company. We can't squeeze this part of the cost out of the customer's decoration fee to the property like other companies. As the owner, you have the upper hand when dealing with the property management company. It is better for you to pay for this part of the expenses. ?

14. When a customer asks why he has to pay 3.3% tax when invoicing at the headquarters, what should he answer? ?

A: As an enterprise entering the home improvement market, we have paid a fixed tax to the management department. If you invoice again, you will have to pay taxes again, and you need to charge another 3.3% tax. ?

15, when the customer asks that the rainy season construction will affect the construction quality, how to answer? ?

A: Strictly speaking, rainy season construction has an impact on construction quality. The board is easy to deform and the paint layer is easy to fog when it absorbs water, but these effects can only be ignored. The quality of decoration is not determined by the season. The decisive factors are management and technology. Our company has accumulated a lot of rich experience in construction and management in many years of practical engineering practice, and has a set of effective methods to ensure the construction quality is not affected by climate change. Whether it is rainy season or non-rainy season, we will provide you with the same quality home improvement service. ?

16. When the customer asks the company how to ensure the use of real materials in the construction, how to answer? ?

You can rest assured about the quality of the materials. As a regular home improvement company, our company has a good brand image in recent years, and will never hurt the brand image and long-term interests that the company has worked so hard to build for this small profit. Because once this happens, our company's brand image and economic benefits will be seriously damaged, so we pay more attention to the quality of materials than customers. We are very careful about building materials, which are purchased by the engineering supervisor of our company. After the materials enter the site, they will be recognized by customers. During the project, the inspector of our company will conduct a comprehensive inspection of materials and processes, and the director of engineering department will conduct spot checks to ensure the quality of materials. ?

17. The customer asked, can we only contract cleaning workers? How to answer?

A: Yes. Three ways can be used: contracting, cleaning and partial contracting. I suggest that you cooperate with a regular company and adopt the way of contracting for work and materials, so don't worry. Because our material purchasing department cooperates with regular material manufacturers, both preferential prices and quality assurance can stand the test. You can even buy with us. And cleaning will give you a lot of trouble. First of all, if you buy your own materials, you may not be able to buy genuine materials. The freight is to be paid by yourself. Moreover, if there is a problem with the project, you can't investigate whether it is a material problem or a construction quality problem. ?

18. When the customer asks, "We have a small amount of materials that we want to use in the project, would you like to help me decorate it?" What should we answer? ?

A: Yes. But our company has a unified and standardized quotation system. In order to ensure the interests of every customer, the quotation must be carried out in strict accordance with the unified and standardized procedures. Therefore, in the early quotation, the quotation should be unified according to the relevant procedures of the company, and in the mid-term budget and final accounts, it can be offset by the corresponding price. ?

19. When a customer asks about the difference between solid wood and solid core, how should he answer? ?

Answer: solid wood is real material, and the inside and outside of solid wood are the same material (but not necessarily a whole piece of wood); Solid core is a wooden product of multi-layer board or solid wood, and the inside and outside are not the same material. At present, home decoration is generally based on multi-layer boards, which can reduce the deformation caused by internal mutual stress of solid wood, and the appearance of finished products is roughly the same as that of solid wood. ?

20. When a customer asks whether it is better to lay a solid wood floor or a composite floor, what should he answer? ?

Answer: The solid wood floor feels good, the texture and color are natural, and the hardness is slightly poor. The painted solid wood floor adopts imported uv paint and needs no maintenance; However, because the solid wood floor is natural, the texture and color are very different, and the wooden keel is needed for paving, and the price is relatively high; The laminate flooring absorbs the advantages of solid wood flooring with good foot feel and natural texture color, and also absorbs the advantages of high laminate flooring that is easy to install. The price is between solid wood floor and high laminate floor, but the hardness is the worst of the three. ?

22. When a customer asks whether it is better to clean oil or mix oil, what should he answer? ?

A: The main difference between clear oil and mixed oil lies in the different expressive force. Clear oil is mainly good at expressing the texture of wood, and the texture of hardwood is mostly beautiful, so clear oil is mostly used on hardwood; Mixed oil mainly shows the color of paint itself and the shadow change of wood itself, and has low requirements for wood, such as plywood, cork and density board. ?

23. When customers ask whether to install plastic steel windows, aluminum alloy windows or wooden lattice windows, what should they answer? ?

Answer: The air tightness, water tightness, sound insulation, moisture retention and heat insulation of aluminum alloy windows are lower than those of plastic steel windows. The advantage of wooden lattice window is mainly decorative, but it should not be used alone. ?

24. When customers ask about the advantages and disadvantages of buying furniture and the furniture made on site during decoration, how should they answer? ?

Answer: The main advantages of the purchased furniture are: (1) machining; (2) Painting in a dust-free workshop has high appearance accuracy and surface brightness; (3) Due to industrial production, the price is slightly lower. The main characteristics of on-site furniture production are: a, high degree of personalization, coordination and unity with the overall decoration style, especially designers often use furniture design to create the overall decoration style; B, the space utilization rate is high, and the scale size is suitable for grasping; C, not suitable for changing the placement position; D, it is not easy to handle and adjust. ?

25. When a customer asks if the heating can be changed, what should he answer? ?

A: The principle cannot be changed. Because the inhibition experiment cannot be carried out after modification, it is impossible to know whether there is a problem after modification. Property management departments are generally not allowed to modify, otherwise they are not responsible for maintenance.