Introduction

In Canada’s diverse climate and expansive landscapes, properly designed outdoor lighting creates year-round usability and boosts curb appeal. Whether for residential or commercial projects, understanding the local market is critical to maximizing opportunities.

Key Principles

1. Sell Lighting Effects, Not Fixtures:
   • Highlight the transformative impact of lighting on outdoor spaces rather than focusing on the technical aspects of fixtures.
   • Emphasize Canadian-specific use cases, such as lighting for long winter nights or showcasing gardens during summer evenings.
2. Use On-Site Demonstrations:
   • Evening demonstrations are particularly effective in Canada, where seasonal darkness provides a perfect backdrop for showcasing lighting effects.
3. Remove Fixture Quantity from the Discussion:
   • Shift the conversation to the overall aesthetic and functional goals of the project.
   • Avoid overwhelming clients with technical jargon or numbers.
4. Implement a Permission-Based Selling Approach:
   • Build trust by engaging clients at every step, ensuring they feel in control of the process.

Sales Process

1. Initial Contact

• Qualify Potential Clients:
  • Determine if the client values aesthetics, safety, or energy efficiency—key factors in the Canadian market.
• Schedule a Demonstration:
  • Arrange on-site demonstrations to allow clients to visualize the transformation.

2. On-Site Demonstration

• Preparation:
  • Set up portable, battery-operated fixtures before dusk.
  • Use high-quality LED products from Evolt Electrical Supply, ensuring the best results.
• Execution:
  • Focus on key features like pathways, trees, and architecture.
  • Highlight fixtures that perform well in Canadian conditions, such as durable, weather-resistant products.

3. Presentation

• Interactive Approach:
  • Encourage clients to provide input on fixture placement and lighting angles.
• Emphasize Benefits:
  • Energy Efficiency: Showcase long-lasting, energy-saving LED options from Evolt.
  • Year-Round Use: Discuss how lighting extends outdoor usability during Canada’s varied seasons.

Handling Common Objections

1. “There are too many lights”

• Explain the need for balanced coverage in professional lighting design.
• Use an analogy: “You wouldn’t ask an artist how many tubes of paint they used to create a masterpiece.”

2. “It’s too expensive”

• Highlight Evolt’s wholesale pricing and high-quality products that reduce long-term costs.
• Offer phased installations, prioritizing key areas to spread out expenses.

3. “It will be too bright”

• Reassure clients that fixtures from Evolt Electrical Supply are designed to avoid excessive brightness while ensuring optimal coverage.
• Demonstrate dimming options to customize lighting intensity.

4. “We don’t have the budget right now”

• Discuss financing options, if applicable.
• Emphasize the value added to property resale in Canada’s competitive housing market.

Why Choose Evolt Electrical Supply?

1. Canadian Expertise:
   • Evolt understands the unique needs of Canadian landscapes and weather conditions.
   • Products are tested to perform well in cold winters and wet conditions.
2. Wide Selection of Quality Products:
   • Access to top brands and under-the-radar alternatives that offer exceptional performance at reduced costs.
   • Special focus on energy-efficient and LED options tailored for the Canadian market.
3. Competitive Pricing:
   • Evolt offers wholesale pricing, helping contractors stay competitive while maintaining profit margins.
4. Reliable and Fast Shipping:
   • With locations in Burnaby, BC, and Edmonton, AB, Evolt provides fast delivery across Canada.
5. Exceptional Customer Support:
   • Dedicated inside sales teams to assist with product selection, technical questions, and project quotes.
6. Flexibility for Future Expansions:
   • Partnering with Evolt allows contractors to offer scalable solutions with products designed for easy upgrades.

Upselling Opportunities

1. Plan for Future Growth:
   • Include infrastructure for potential expansions during the initial installation.
   • Propose smart controllers or color-changing LED options as add-ons.
2. Seasonal Enhancements:
   • Follow up with clients to suggest lighting adjustments for Canadian holidays or seasons.
3. Leverage Past Relationships:
   • Offer maintenance packages or upgrades to previous clients using Evolt’s durable and stylish product lines.

Best Practices

• Focus on Effects:
  • Use lighting to create an emotional connection, showcasing how it transforms spaces.
• Interactive Demonstrations:
  • Involve clients in the process to increase buy-in and satisfaction.
• Educate Clients:
  • Explain how Evolt Electrical Supply ensures cost-efficiency and long-term value.
• Present a Cohesive Solution:
  • Avoid line-item pricing; instead, emphasize the overall impact of the system.

Closing the Sale

1. Emphasize Value:
   • Show how proper lighting enhances safety, usability, and aesthetic appeal, tailored to Canadian living.
2. Reinforce Evolt’s Benefits:
   • Highlight the affordability, quality, and durability of Evolt’s products.
3. Simplify the Decision:
   • Offer clear, phased options with flexible pricing.

Post-Sale Follow-Up

1. Night-Time Inspection:
   • Visit after installation to ensure client satisfaction and make adjustments if necessary.
2. Offer Maintenance Packages:
   • Provide ongoing care for systems to ensure optimal performance year-round.
3. Request Referrals:
   • Leverage satisfied clients to expand your business.

By following this guide and partnering with Evolt Electrical Supply, Canadian contractors can confidently grow their landscape lighting businesses, offering superior solutions that meet the unique demands of the Canadian market.