The other day I went out on a drapery call with a designer. The customer seemed to really value the designer's input, and would frequently ask her what she thought about the different items they were picking. They were working along smoothly, until it came to picking between two different pieces of hardware. The client asked a couple times which one the designer liked best, and the designer kept deferring back to the client. They finally settled on one, but I couldn't help thinking that it could have gone a little smoother.
Very often when we are with a customer we are unwilling to give a definitive opinion, for fear of choosing something for them they won't like. Unfortunately, what we don't consider, is that the customer has hired us exactly for that reason. They were unable to come up with a design or a decision on their own and are looking to us - the experts - to guide them. We know what works best and what design will look better and it's our job to help steer the client that way. Now I'm not suggesting we strong arm the customer into a box pleat valance because it's easy to sew. What I am suggesting is that when you're asked for your opinion; Give it. When asked if you like the fancy finial more than the simpler one say, "Yes." Not, "Well it's really up to you, what do you think?"
The customer has hired us as an expert. So, show you really are one, and give your opinion when asked.

I love the fact that there are drapery patterns to help me make window treatments. Being a self-taught sewer, I'm not very good at coming up with my own patterns. To have them already made, makes my life infinitely easier. But, I am still astounded, that there are so few people selling patterns. And I'm often more astounded, that since there are so few, not everyone knows who they are. Most workrooms (I'm making sweeping generalities here.) know about M'Fay and Patterns Plus.

According to both their websites they have both been in business since 1990. Patterns Plus was created and is run by Joan Willis a workroom manager who speaks and teaches extensively in the industry. M'Fay is run by Marylan Fay, who also ran a workroom and retail showroom for years, before closing it, to concentrate on her pattern business. Both of the companies have many of the traditional patterns such as swags, kingstons, and balloon shades, but they also have a number of more interesting and fun valances.

Recently Rowley Company has begun selling M'Fay patterns in their catalog. M'fay has been putting out several interesting and fun new patterns each year.

Two more recent entries into the pattern business are Decorate Now and Pate Meadows. Decorate Now, is a workroom, run since 1985 by Lisabeth Martin. The number of patterns she carries is not as extensive as the other companies, but her patterns are very well thought out, and the directions are very detailed. Also, several of her patterns, can be altered in 3 or 4 different ways. Lisabeth's website also includes several interesting workroom products including M-Tape adhesive tape and a wall mounted fabric rack.

Pate Meadows, is run by the design team of Leigh Pate and Caterina Meadows, two lovely southern ladies, I had the pleasure of meeting several years ago. The have two lines of patterns, their Show Home Patterns and a line they produced together with Southern Living. Their designs have a fun, fresh youthful feel about them. A great feature on their website is their picture gallery featuring their patterns made into actual window treatments. It's a great way to get ideas on how to alter the patterns to get new looks.

The newest entrant into the pattern field is The Details Pattern Company. The patterns are designed to add detail to panels. They only have a few, but the Ribbon Edge Panel is gorgeous enough to take a peek at the website.

 When I first started working, I spent a day or two a week, working in another woman's workroom. So a lot of what I did in my own workroom I did mostly because that's what I had learned from her. One of those things was to put a band on the top of all my valances and swags, and Velcro them all to the top of the board. This extra step took a lot of time, a lot of bulk and a large number of broken needles trying to sew through all those swag layers.
I have since abandoned this technique and staple my swags and valances right to the top of the boards. Many workrooms continue this practice, because customers seem to feel they need to be able to remove the valances for cleaning.
You too, can make life easier, save yourself some time, and money, and add a little something to your marketing, by dropping the Velcro and picking up the stapler.

In order to counter the client's "How do I clean the valance/swag/drapes?" question. Create a small postcard with 5 or 6 tips on how to take care of your valances, swags and drapes. Give the postcard to your client at the end of the install, or mail it to them a week after the job is completed. As an added bonus you could give your client a lint roller with your name and address printed on it.

Some of the tips on the post card could be:
* Vacum the front and top of the valance at least once a month.
* Avoid catching the trim in the vacum by covering to mouth of the vacum attachment with an old nylon stocking and securing it with a rubber band. (This is also a great way to pick earrings which have fallen behind the dresser.)
* Use a lint roller to remove any large pieces of dust that remain on the fabric.
* Steam the valance lightly to freshen it up. (Be careful of water spots on silk and satin.)

To take this marketing idea further; make up more postcards, and mail them to the client every spring and fall, reminding them to clean their treatments, and maybe start a new project with you. You can expand the cleaning tips, to ideas on how to refresh outdoor cushions, coverlets or table linens.

If you're feeling extra ambitious you can offer begin your own cleaning service selling your customers a package of bi-yearly or even quarterly services.