Earning Client Trust Makes All the Difference

Finding a gifted and discerning interior designer who “gets” you can be one of the most satisfying aspects of decorating your home. It can give you the confidence you need to push your creative envelope. It can make the difference between a good experience and a great one. Just ask Jennifer Coleman, who lives with her husband, Sean, and their children outside of Raleigh, North Carolina.

A while back, Jennifer decided it was time to refresh her home—starting with a new sofa. “We’d put decorating on the back burner for a long time,” she says. “It was time to love our space.”

By the time Jennifer walked into our Design Center in Cary, North Carolina, she’d already fallen for the Mansfield sofa. “Jennifer had done her homework,” remembers design associate Daniel Sawyer. “She brought sketches and dimensions, and had her eye on certain pieces.”

“I knew the look I wanted,” says Jennifer. “I just had no idea how to piece it together.” Her first meeting with Daniel lasted more than three hours. “I embrace the ‘first date’ philosophy with a client,” he says. “I like to learn about them in a very genuine way. What colors they like—and hate. What they like about their space—and what needs improvement.”

Once Daniel visited the Colemans’ home, Jennifer started thinking beyond the Mansfield. Her list grew to include accent chairs, ottomans, a rug, lighting, and a (mandatory) leather recliner for her husband. When the conversation turned to accessories, Jennifer wanted to hold off. Daniel knew the difference those little pieces would make, so he showed up on installation day with his car loaded with artwork and accents. Jennifer was surprised—and pleased. “I’m good at the big picture, but not accessories,” she says. In the end, she kept everything but a single piece. With complete confidence in her designer by then, Jennifer asked Daniel to help decorate the master bedroom. “The room was a joy to create,” says Daniel. “Our full design plan included custom bedding, new Hunter Douglas shades, and custom window treatments. Jennifer and Sean now describe it as their sanctuary.”

And the decorating’s not over yet, laughs Jennifer: “Remember, we really didn’t plan to get more than a piece or two … but I think we’ll do the dining room next!”