Presenting An Estimate To Your Client
Be mindful of how you communicate your price. What you say matters. State your price clearly and succinctly. Avoid using words like “suggested,” “best,” or “asking” before the word “price,” as these signal a negotiation rather than a well-calculated quote. Simply state the price for the project.
Avoid setting the stage for objections. Skip statements like “I want to earn your business on this project,” “Maybe we can work something out,” or “This may seem like a lot.” These phrases make you seem uncertain and create opportunities for objections.
Focus on the overall project, not on individual components. You’re selling a complete solution that creates a cohesive, big-picture result. Clients can get caught up in fixture counts and line items, tempted to reduce costs by focusing on individual components. This can undermine the integrity of the project and lead to the substitution of lower-quality parts.
Closing the Sale
Attract customers by sharing your fundamental beliefs. As a landscape lighting contractor, emphasize form and function, beauty and design, and usability and transformation. Customers don’t buy the “what” — they buy the “why.”
Effective lighting design comes from understanding the needs of the customer, properly reviewing the site, and having the knowledge and experience to confidently place each light. With advanced, field-proven lighting solutions from FX Luminaire, you can back up the “why” and justify your price with trusted products.
Throughout this guide, you’ve learned the essential requirements of lighting design, proven lighting techniques, and strategies for building your business. Now, use these skills to bring nighttime living spaces to life.