Selling a lighting upgrade involves multiple steps. Not only do you need to provide general lighting expertise, but you also need to show your customers the ins and outs of the products on the market.
Your customers will look to you for suggestions and information regarding lighting options, so be ready.
Proof Behind the Product
If your customer asks for recommendations, the best strategy is to tell them about technologies that have been tested and been on the market for a while.
You can discuss the newest and latest products, but always be clear about the limitations on these options—the newer the product, the less information you or anyone else has.
You can describe the benefits you’re aware of, but always balance this with the information you don’t know yet. Be ready to offer a tried and true option that gives them similar benefits to the untested technology.
Smart Lighting Systems
With the many lamp and control options available today, your customer can customize their system’s daily use or how much is automated. Discuss how smart they want their new lighting system to be.
These systems can include sensors and controls that turn the lights on or off, or dim them to the appropriate level, depending on the time of day or if anyone is in the space.
Importance of Energy Star and Design Lights Consortium
For any option, you should advise your customer about the benefits of choosing an Energy Star lamp or DLC listed fixtures. Products that have these labels have been tested to confirm their longevity and energy-efficiency.
Energy Star LEDs also come with a three-year warranty.
Warranties Are a Must
Products that have been through Energy Star and DLC listing usually come with manufacturing warranties longer than most other products.
Whatever products your client chooses, they should purchase those with warranties to protect the large financial investment going into the lighting upgrade—the longer the warranty, the better.
Takeaways
- Using time-tested products that have proven their reliability will leave a lasting impression of your business.
- Most lighting warranties guarantee a three-year lifespan, which will protect your customer’s investment.