The business of selling lighting is not just about offering fixtures — it’s about illuminating what people love about their homes. With the rapidly growing Lightapalooza event having been staged in February, you might be asking, why sell lighting? There are plenty of good reasons.
Universal Need: Every home needs lighting, so that equates to steady demand.
Expanded Revenue: More products per project means increased profit potential.
Solutions over Features: Transition from selling individual items to comprehensive lighting solutions.
Control Compatibility: Ensure that fixtures and controls work seamlessly. Provide the ideal user experience.
Home Enhancement: Use lighting to elevate the comfort and aesthetics of your clients’ homes.
Early Involvement: Ingratiate yourself into the design process sooner, becoming an essential part of the project from the outset.
Understanding the value that you bring to a project is crucial, but so is recognizing what other stakeholders offer. For trades such as lighting designers, interior designers, architects, and builders consider their stake in the job.
Lighting Designers: Still rare, but they are influential. When present, your strategy should be one of partnership and enhancement.
Architects and Interior Designers: They are invested in the project’s vision. Your role is to consult and accentuate their blueprints with lighting that complements their design choices and architectural details.
Builders: Time is money. Demonstrate your ability to stick to schedules and provide worry-free warranties.
Electricians: They value simplicity and profitability. Offer solutions that are straightforward to install and beneficial for their business.
And what about the homeowners? Your discovery process should unveil how they envision living in their space. This insight allows you to curate a lighting plan that doesn’t just illuminate but enhances their living experience.
Don’t forget the retrofit market — it’s thriving. Quick, easy-to-specify solutions can yield immediate revenue. Provide superior dimming, color, and aesthetics with plug and play simplicity.
Consider fixture upgrades as well. They’re your chance to introduce improved color quality and performance, better optics, and the magic of directional lighting. Highlighting artwork or objects can transform a room’s ambiance entirely.
As a custom integrator, lighting is in demand. Effective communication, education and showcasing the value proposition of LED light fixtures in conjunction with integrative control systems are the keys to overcoming challenges and closing sales in this specialized market.
Join us as we discuss the future of digital lighting and control with David Warfel from Light Can Help You and Patrick Laidlaw and Mark Moody from AiSPIRE.
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For more extensive projects, homeowners might be persuaded to revamp the lighting layout, correcting any deficiencies, and adding layers of light to enrich their spaces.
Demonstrating fixtures has a significant impact. Showing off what quality lighting can achieve is the best way to impress both influencers and homeowners. Light up material boards from designers.
Focus on finishes, artwork, and architectural details that go into the makeup of a home. Highlight stone and millwork. It is easier to make humble materials look great with proper lighting than it is to make superior materials look good with poor lighting.
Partnering with a trusted, reputable lighting manufacturer provides you with solutions and guidance to make the biggest impact on your projects. From choosing the appropriate fixture, understanding design concepts, and how to coordinate with stakeholders on a job, you can create a memorable experience for your clients.
Mike Libman is National Sales Director, Residential Systems at DMF Lighting.
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