How to Win Interiorscape Clients With the Right Questions

Your hard work has paid off—you’ve landed a meeting with a potential client interested in your interiorscape services. You’ve done your homework and know that the person you’re about to sit down with is the decision maker. This first conversation is crucial, and what you ask can either shut down the opportunity or open the door to a new partnership. Below, I highlight three questions to avoid and share better alternatives that will help you connect with potential interiorscape clients and move closer to winning the project.

Avoid Focusing on Personal Preferences in Interiorscape Meetings

When you first meet with a potential interiorscape client, it’s tempting to start with small talk about plants. But focusing too much on personal preferences can keep you from getting to what really matters.

An opening that doesn’t add value is: “Why do you like or want live plants?”

Avoid wasting time discussing personal interests, like your passion for plants or a client’s reasons for liking them. If they’ve scheduled a meeting, it’s clear they already see the significance of live plants, or they wouldn’t be considering interiorscape services.

Ask instead: “What do you hope to accomplish by enhancing your decor with live plants?”

This question shifts the focus to their business objectives. Listen carefully, take notes, and be sure you fully understand. Use words like “you” and “your company,” and compliment their space to show attentiveness. Uncovering an interiorscape client’s “why” may be the most important part of the first meeting because it helps you offer solutions that align with their vision.

Steer Clear of Competitor Comparisons During Client Conversations

It can be tempting to mention other interiorscape companies, but doing so takes the focus off your services and the value you bring.

A remark that can quickly turn clients off is: “Did you see what [your competitor’s company] did over in Building Z? That sure was ugly.”

Gossiping about competitors or making direct comparisons reflects poorly on your professionalism. Instead of building trust, it suggests low character—something that can quickly turn a potential interiorscape client away.

Ask instead: “How did you hear about us? Why do you want to work with us? How might we fit into your budget?“

These questions focus on your relationship with the client. They reveal why the client is interested in your interiorscape services and help you understand their budget, allowing you to create a cost estimate for live plants and ongoing maintenance. Offering at least two different price levels gives clients a sense of choice, and it’s never a bad idea to provide visual renderings to help them imagine how plants will enhance their space.

Don’t Rush Interiorscape Clients on Their Decision Timeline

It’s natural to want quick answers after presenting a proposal, but pushing for a response before the client is ready can put unnecessary pressure on them.

One question that often backfires is: “When can I expect to hear back from you?“

This question often comes across as impatient. It’s hard to wait, but once you’ve shared your proposal, the decision is in the client’s hands. If the contract is meant to move forward, you’ll hear back—sometimes sooner than expected.

Ask instead: “I know these live plants are going to look amazing here! When do you see us moving them in for you?“

This phrasing conveys confidence in your interiorscape services. By focusing on the positive outcome, you encourage them to start imagining the installation and take the next step toward making it a reality. Always thank the client for their time and interest, and schedule a time to review your proposal with them as soon as possible. A handwritten thank-you note is a thoughtful touch that reinforces your professionalism.

Turn Questions Into Opportunities

Once you’ve opened the door with your potential client by asking the right questions, focus on building lasting trust with them. Show them the value of your interiorscape services and explain how those services benefit their business or environment. Taking the time to build a relationship not only strengthens the current opportunity but can also lead to larger projects down the road. Ultimately, this approach helps solidify you as the go-to interiorscape expert they can rely on for all their greenery needs.