A design consultation is often a client’s first impression of a firm. This week, we asked six designers—Jeffrey Bruce Baker, Elizabeth Burch, Theresa Butler, Melissa Selvaggio, Brooke Spreckman and Lindsey Walsh—how they ace that initial meeting.

Melissa SelvaggioCourtesy of Melissa’s Designs & Co.

True Self
“I treat a design consultation like a first date: You can’t fake a personality for a year, so we show up exactly as ourselves. Jen [Friedberg, the firm’s co-owner and head of business operations,] and I are both in the room because we’re partners, and our clients work closely with both of us throughout the project. It’s important they know who they’re hiring and, just as importantly, that they actually like us and feel comfortable with us. Most of the meeting is us asking questions and listening [to the answers]. Who lives in the house? How do they use it? What’s working, and what isn’t? What’s the vision and timeline? We’re not there to convince someone that our taste should become theirs. We’re there to make their home feel like them, just better. We also make sure they leave feeling excited about their home and knowing exactly what comes next. We walk through our process and pricing and commit to a proposal within 24 to 48 hours. No one likes being ghosted after a good first date.” —Melissa Selvaggio, Melissa’s Designs & Co., Upper Saddle River, New Jersey

Brooke Spreckman Courtesy of Design Hutch LA

Build Trust
“I’m a people person—I genuinely enjoy meeting, talking to and understanding people. It’s in my nature to be extremely comfortable entering someone’s space, reading their needs in terms of why they’re interested in hiring an interior designer. If I was in a client’s position, inviting a stranger into my home, I’d want to feel like I could trust someone immediately. I feel protective over how a project is procured, ensuring everything is done properly and with quality. I have an authentic concern for ensuring that things are done with integrity. Especially in an industry where you frequently hear about people being taken advantage of, I feel the need to be protective over how people are taken care of in this industry. It is far too often that I’m hired after a client has dealt with an incapable previous contractor or designer who’s tarnished a project due to their lack of technical ability, or taken advantage of by a contractor who overpriced and underdelivered.” —Brooke Spreckman, Design Hutch, Los Angeles

Elizabeth BurchMary Craven

Learn How They Live
“A great design consultation—we call them scope walks—starts with walking in confidently as the expert, while still giving the client plenty of space to talk. We listen closely to how they live, what isn’t working, and what they hope to achieve, before jumping in with ideas. The goal isn’t to solve the entire project during that first meeting, but to diagnose the problems, identify opportunities, and leave them feeling confident that we know how to move the project forward. Finally, we always bring a small, branded gift (usually a pen or tape measure) as a nice finishing touch that makes the experience feel personal and gives them something that will keep our firm top of mind!” —Elizabeth Burch, Elizabeth Burch Interiors, Nashville

Theresa ButlerCourtesy of Theresa Butler Interiors

Big Picture
“We go the extra mile [during initial consults]. Even if we’ve been hired to focus on one or two rooms, we always look at the home as a whole. We pay attention to how each space connects, the overall flow, and opportunities the homeowner may not have considered. Taking a thoughtful, big-picture approach shows clients that we’re invested in creating a cohesive home, not just decorating a single room. That level of care leaves a lasting impression, builds trust, and often leads clients to invite us back to design additional spaces.”—Theresa Butler, Theresa Butler Interiors, Atlanta

Lindsey WalshCourtesy of Lindsey Walsh Interior Design

Study and Listen
“[We make a point of deeply] listening. Interior design is so deeply personal. It’s essential that potential clients leave the consultation truly believing you are the designer most likely to deliver a product customized to their dreams and needs. I always research the client and property before the consultation, prepare a list of detailed questions, and focus the conversation on them so I can use the consultation to get to the heart of what they’re really hoping to achieve.” —Lindsey Walsh, Lindsey Walsh Interior Design, Pennington, New Jersey

Jeffrey Bruce Baker Courtesy of Jeffrey Bruce Baker Designs

Follow This Checklist
“Maintain eye contact to show attentiveness.
Take notes while the client speaks. Repeat key points back to the client to demonstrate understanding.
Ensure the client feels heard and understood throughout the consultation. Share one key idea, but only one.
Illustrate one idea with a quick perspective sketch to clarify your one singular vision.”—Jeffrey Bruce Baker, Jeffrey Bruce Baker Designs, New York and Atlanta