[LandArts]

OK, I've got the lighting bug bad...I'm thinking about ways to promote this new addition to our services. After spending too many hours poring over catalogs and websites I've decided to go with Cast for most of my supplies. Has anyone here done the free demo thing?

[PSUscaper]

I've started doing more lighting this year and have found this.

You really don't 'promote' lighting persay......I like to say it is a 'add on' to a list of services that we already provide.

The number 1 reason I am doing more lighting this year is simple......I'm doing higher priced, more complex jobs. Its not that I marketed lighting..........it more or less was like if I'm doing everything else, I might as well do this too.

I really enjoy lighting and find it one of my favorite parts of the job now. Also, it can be very profitable......but the key is, you have to have the right client base first to sell the lights to.

I'm not sure if mass marketing would work....you'd end up on say many estimates where people would compare your $3k lighting job to a $300 dollar set of lights they bought at HD it woudn't be funny.

I've found that the absolute best way to promote is simple.....do a few jobs! Lighting jobs sell themselves very well.

As for CAST lights.........well....there ok. I use their transformers, but will say that their fixtures, as great as Cast makes them sound.....don't sell all that well. They are well built, quality items, but I have to say many people just don't like them.....and I say this because I thought they were the best thing in the world.....until my clients told me they were ugly.

I wouldn't jump into selling one brand. We deal with one supplier who sells basically all of them....kichler, focus, hadco...cast. You will see that people have very specific tastes with lights and limiting yourself to one brand will cost you a few jobs.

[chesie]

I try to include a lighting quote with all designs that we do over a certain dollar amount whether the customer asked for it or not. So basically a lighting quote will get included with all patio, stairs, or larger planting jobs. You got to give clients options.

I learned the hardway too many times....we would do a nice patio for someone and a few weeks later they would have another company do lighting. "You do that type of work? Well if I had known that we would have had you do it!"

Penn is right- once you do a couple word gets out. I try to stay away from free lighting displays, that is alot of running around at late hours. I remember JHolden saying something about being at a clients home at 10pm or something selling a system.....that would be me everytime so I try not to open that door.

It takes time to build it up. Check with your local gov. to find out whether you need to have a low voltage electric license to do this type of work. Here you have to have one and they are starting to enforce it.

All in all it is one of my most favorite parts of the job and probably most profitable too!

[Bud]

I just added low voltage lighting to my services. I use Unique Lighting Systems, the product to high quality, lifetime warrenty for most of the fixtures, and the most easy to use installation method. To sell to my customers, I purchased a demo. kit that Unique lighting sells that basically increase your chances of selling the job. I set up the demo kit so customers or potential customers will see exactly first hand how Unique lighting makes their landscape come alive, then I come back 2 days later and remove the demo kit. Customer is going to miss the lights!!!

Bud

[GLAN]

I added lighting to our list of services years ago.....

Talk about it all the time.........installs we are pushing it.......been pushing it........Went to an evening seminar 2 years ago.......great demonstration.....pretty good selling and marketing hype.

I am not pleased with the response I get from clients/customers. I have even had them at my house at dusk.....only sold a few installs....guess the few are better than none.

I am not giving up on lighting......it's an add on. Just never know who will take it..........so I gotta keep talking about it.

[chesie]

Give it time. Every year we do more and more and they are getting larger too. This week I have estimated for two jobs one for 75+ fixtures and another for 45 fixtures. When we started doing this we were happy to get 3,5 or even 10 fixture jobs. There are customers out there that want this kind of work done, just stick to your guns.

Give them a quote for lighting with that patio or landscape even if they did not ask for it...it takes very little time to put together a lighting quote.

[nightscapespaul]

We only do landscape lighting and we do quite well at it. The business is out there. I think that if I were a landscaper I could do about a mil a year in lighting. One thing you have to realize is that you are not selling lights, you are creating an atmosphere and ambiance. People will pay far more for that then they will for light fixtures.

[HRLand]

We used to do a few installs a year but that might change. At an association meeting last week I learned that towns here NJ are starting to enforce a law that requires any electrical work over 10v to be done by a licensed electrician.

[nightscapespaul]

The AOLP is trying to see what can be done in N.J. If you are wanting to install lighting, I would suggest joining the AOLP and let your voice be heard. www.aolponline.org

[LandArts]

Well, in the time since I started this thread we have started promoting lighting design. So far we are adding on lighting to about every third landscape we install. Despite being the "resident expert" in a lighting article in a local lifestyle mag we have yet to even get a single call for straight lighting design.

[nightscapespaul]

You will. Not everyone reads that magazine. 95% of our projects are by referral. Once the word gets out, if you do good work, you'll be busier than a one legged man in a butt kicking contest. I know I am.

[mrusk]

Lighting is a EASY sell if you are doing the right jobs!

"Mr. Customer, do you really want six figures worth of landscaping you can only see half the day???"

Almost as easy as "Your spending X on plantings, we really should add irrigation to protect that investment."


You sure as hell ain't going to sell lighting on bottom of the barrell jobs.

[LandArts]

It IS an easy sell on the nicer jobs if they don't already have "builder special" lighting. It's nice adding on lighting to a job in progress. Easy money when we're already on site.

[nightscapespaul]

My business is a stand alone lighting company. We don't do anything but landscape and architectural lighting. I have 6 guys, myself and my wife working full time and can't keep up.