Here are 3 tips all professionals should have in their back pocket to sell more landscape lighting and grow their business.
Okay, so you've decide that you want to add landscape lighting to your next project. You've done your research and you've heard from your friends the great things lighting has done for their business so now you're on board. You're ready to increase those profit margins, add those seasonal contracts and you want to increase your referral business...
But now what? How do you convince your clients that they should have landscape lighting in their outdoor spaces?
Get your pen and paper, because we're ready to share all our secrets with you.
Selling Low-Voltage Landscape Lighting for Pros
It's not uncommon for homeowners to initially turn down landscape lighting. We've heard all the excuses... "It's too expensive," "It's not worth the investment," "We don't need it." Clients don't see the full benefits that lighting can have for them.
But as the professional who is dedicated to providing them with an outdoor space that they will truly enjoy for years to come, it's your responsibility to shine a light on the benefits of outdoor lighting. A low-voltage lighting system can enhance an outdoor space, and truthfully, it's needed if your clients want to enjoy their outdoor space well into the night.
Sure, adding lighting is great for your business, but it is genuinely good for the homeowners as well. You can enhance their outdoor areas, provide additional safety, and extend the usage of their space. We believe that lighting truly makes a difference so we're here to help you pass that belief on to your clients as well!
The first selling point: Safety.
This one goes to all the parents, grandparents, kids, and loved ones out there. Anytime there's a change of elevation in your project, there's always the risk of someone tripping and falling. Incorporating landscape lighting into these areas will greatly reduce the chance of your clients getting into an accident in the future. Lighting around pools, steps, paths, etc., will keep everyone safe.
Not only will they be avoiding tripping hazards, but outdoor lighting is also a great way to keep trespassers away from their property at night too. Both intruders and wild animals are more likely to be deterred by lights and stay from your clients' homes.
If they don't want to keep their lights on all night, there are lots of options for your customers to play with. Did you know that in-lite offers a wireless and solar-powered motion detector you can install anywhere in your projects? This way, anyone (or anything) that passes through the sensor will trigger the outdoor lights.
Second: Adding landscape lighting to your next backyard project will increase the amount of time your client can spend in their new space.
Let's be honest - most of your clients work nine-to-five, so it's only into the evening when they will have the opportunity to make memories and spend time with family, friends, and loved ones in their favorite outdoor space.
Most people don’t see outdoor lighting as a necessity, but think about this: what is the point of your client investing all that money in their outdoor space, only to be able to enjoy it less than 50% of the time? Having the option to enjoy their pool area, deck or patio will make your clients beyond happy.
Last but not least, we have our Secret Weapon: The sales technique that will change the game for you and your business.
Whenever you're talking to clients and explaining your vision and design for the project, use these three strong selling words in different real-life scenarios: Can you imagine?
Here are some good examples you could use while talking to your clients:
- "Can you imagine sitting in this backyard at night, a romantic evening with your partner, a glass of wine in hand... The kids are gone to bed, the stress of the day is behind you, and you're at peace... just enjoying your new backyard"
- "Can you imagine having your friends and family over for dinner, everyone gathered around the table, laughing, and enjoying the late night air..."
And if they're still not convinced on buying outdoor lighting after these 3 amazing tips, just ask your client this simple question: Would you ever finish-off your basement renovation without adding lights?
Now it's up to you to grab this knowledge and use it to take your business to the next level with outdoor lighting.
We hope these selling tips helped you. If you have any questions, don’t hesitate to reach out to us at firstname.lastname@example.org