#1 ON-SITE DEMONSTRATIONS

The true effect of outdoor lighting is difficult for anyone to understand without seeing it firsthand. “Demo Kits” offer a temporary solution for homeowners to experience what an investment in lighting will offer. The kits also become a training tool for sales staff and crew members.

#2 TRAINING AND EXPERTISE

Invest in at least one dedicated “lighting” crew manager. Plan for appropriate training in design, installation, troubleshooting and maintenance.

#3 ADD LIGHTING TO EVERY QUOTE

Include a lighting bid on every project quoted. Doing so provides awareness to homeowners regarding the service as well as an opportunity to invest in lighting. The worst that can happen is the homeowner says “not interested”.

#4 ADD MAINTENANCE

Add “maintenance” contracts as part of every install. Even with LED fixtures, you still need to return to the site 2-4 times a year to check splices, clean lenses, adjust fixtures, prune trees, etc.

#5 NIGHTTIME ADJUSTMENT

Adjust lights after dark on every job. Even small adjustments can significantly alter the effect.

#6 PLAN FOR PHASES

Ensure ample room for additional fixtures on the individual runs and on the transformer.

• Include low voltage wire during initial installation for subsequent phases.
• Up-sell to larger transformers, planning for future system size.
• Do not spread a single phase too thin. Optimally designing a single phase preserves the integrity of the design and encourages homeowners to invest in the next phase.

#7 PRESENT TIERED OPTIONS

Present a premium option with one less expensive alternative; you never know when they will say yes.

#8 IMAGERY

Take pictures at every install. For exceptional jobs, hire a professional photographer. Second to on-site demonstrations, stunning images of previous jobs will provide additional confidence to a wavering homeowner.

#9 DESIGN FEES

Charge homeowners design fees, using the fee as a credit toward the actual installation. The price will deter those who are likely to reject the quote, leaving more time for potential clients with a higher acceptance rate.

#10 LIGHTING MANTRAS TO EMBRACE

• More fixtures, less wattage
• More down lights, less path lights
• Show the effect of the light, not the source