Live demos are a powerful selling tool in outdoor landscape lighting. They can capture clients’ attention, which is the key to getting sales. They are able to showcase the value and benefits of an outdoor landscape lighting system live and in person. Potential clients will get to see for themselves the difference lighting makes.
The goal of this week’s blog post is to show how you can create demos that will get you those signed deals.
Quick Tips for Effective Demo Setup
Live demos are a great way to illustrate the impact outdoor landscape lighting can have on any outdoor space. To maximize the effectiveness of live demos, follow the simple procedure outlined below.
1. Pre-Qualify Before You Demo
Ask potential clients questions to understand where they’re coming from and if working together is something that will benefit you both. Get more information about their expectations, budget, concerns, and vision for the outdoor space. It will give you a better understanding of how serious potential clients are about installing an outdoor landscape lighting system.
2. Define the Purpose of the Demo
Before setting up the demo, figure out its purpose. Do you want to educate, inspire, or guide your clients to a decision? Knowing the answer will help you tailor the demo to the specific needs of your clients. The purpose of the demo will also help it be a better sales tool for you, as it will address your clients’ needs or concerns. You will be able to educate your clients on how an outdoor landscape lighting system will benefit them.
3. Prepare and Plan the Demo Kit
After scheduling a demo, you want to prepare your demo kit. Having a portable demo kit will enable you to set up the demo quickly and efficiently. Ensure that your demo kit is filled with diverse outdoor light fixtures, such as path lights, up lights, and hardscape lights. You will also need all the necessary tools, equipment, and accessories like direct burial cable and LED lamps, to have a successful demo. You can plan ahead with waterproof connections, precut wire, and rechargeable battery packs to avoid any mishaps. A well-prepared demo kit will enable you to keep a streamlined setup and avoid fatigue during installation.
4. Structure the Demo for Maximum Impact
Ensure the demo will have maximum emotional and practical impact on clients by having a good structure for the demo.
Start by walking the property during the daytime to discuss focal points and address any concerns or visions for the space. Point out how outdoor landscape lighting can enhance the safety, security, or visual appeal of the area and its features.
Then choose a few features or zones to light for the demo. It could be a zone that they will use often or a feature that is too beautiful to ignore. A facade, tree, or pathway are great examples of which features and zones to light. You can start with small spaces to save time and also have a comparison between lit and unlit spaces.
Set up the lights at dusk. This gives you time to install the lights and have a grand reveal. Using techniques like washing, grazing, or cross lighting will not only make the zone look amazing, but also demonstrate your professionalism and lighting expertise.
Wait until nightfall to turn on the lights and show the difference outdoor landscape lighting can make to the clients. The comparison between lit and unlit spaces will create a dramatic before-and-after effect that clients wouldn’t be able to ignore.
5. Involve the Client
Ask clients for their input not only on the emotional impact, but about their opinions on light brightness, angles, and fixture placement.
If the outdoor landscape lighting system is equipped with Bluetooth controls, smart technology, or has color-changing options, let clients experience them. Hand over the app or controls and let clients change the light color or dim the lights. Let them experience how easy and beautiful it could all be.
When you allow clients to engage and interact with the demo, they can see it as their own vision. They build an emotional connection to the lighting system, and it will be harder for them to say no.
6. Close Strong and Follow Up
If possible, you want to leave the lights with clients for at least a few days. This will give clients the opportunity to experience having the lights. They get to see the difference lights make by enhancing aesthetics, safety, and security. Then, when it comes time to return the lights, they will start to miss the lights. You can also walk the property again during the daytime to confirm your client’s decision. If all goes well and they choose to proceed, you can discuss the placement of the lights and offer a clear quote.
From Demo Kits to Essentials: Find It All at LightCh8in
Seeing outdoor landscape lights in action makes a huge emotional impact on clients. It makes it easier for them to say yes to an installation of an outdoor landscape lighting system that can be tailored to their specific area and needs. When you refine your demo process, you are able to use a live demo as the ultimate sales tool. It’s perfect for converting potential clients into sales.
Once you get the sale, you need high-quality light fixtures and supplies to accomplish the job. Log into your LightCh8in account today to start shopping. We’ve got brass outdoor light fixtures, direct burial cable, and accessories that will help transform your clients’ outdoor spaces from drab to fab!