JoeyD
07-23-2009, 05:18 PM
This year has been extremely difficult for many in the low voltage lighting industry. Distributors and manufacturers are not immune to this and we fully understand that our success is based upon your success as contractors and installers. Without you guys we (dist. and manus) are nothing and no manufacturer in the outdoor low voltage lighting industry has put more time in the last 15+ years into innovation, Design, and education for the contractor than Unique Lighting Systems.
Unique was founded by contractors for contractors. Our focus from day one has been how to make the contractor/installers life easier when it comes to outdoor low voltage lighting. Something we have always asked ourselves is what can we do to help simplify (not dumb down) and improve systems so that customers can spend more time selling systems and portraits and not servicing or troubleshooting on time wasting call backs?
This discussion came up yesterday while enjoying a refreshing swim after work with Nate Mullen and our families. We began discussing what the contractors who are succeeding in this rough economy are doing and what it is that the guys who are barely a float can do to revive their business and work their way into projects that otherwise they wouldn't get. Nate started talking about a new philosophy he has developed called Permission Based Selling. Just like in a relationship with a girlfriend or boyfriend you have steps you have to go through before getting permission to kiss she/he. There is a period of courtship which may involve many dates before even hand holding is considered and before anything is allowed you must gain said persons permission by instilling confidence and trust within them.
Now before this analogy gets out of hand let me get to the point. Imagine the Kiss you are trying to gain is the $5,000.00 back yard lighting project you want and you know this potential customer needs. So to gain their trust and in this case their interest in buying your services, and before proposing a full on $5K portrait start with something small and different. Perfect example here would be to propose installing 2 Islander Tiki Torches and a Hubble BBQ mount in their back yard kitchen. Maybe a couple of accent lights above the BBQ as well but something simple yet exciting and cool. Starting small you have not scared them away on price but what you have done is gained permission to possibly offer up other lighting suggestions in other areas. We know as lighting professionals that once they see a little of what you are capable of doing then they will want to see more of your work in other areas of their property.
Now we are not saying do not talk about their other lighting needs and we are not saying to ignore what they may want to install something different. What we are offering is another avenue to explore in regards to approaching new or existing clientele. You the sales person will ultimately have to decide how to approach the homeowner but don't be afraid to offer small and unique project ideas to help gain permission in doing more in depth landscape and architectural lighting for the customer.
Moral of the story and the premise behind Nate's newest design and sales philosophy which he will fully outline in his revision of The Landscape Lighting Resource Manual is start small. Just get in the door. You will then gain their trust which in turn will give you permission to offer up further suggestions and design ideas on the rest of the property.
We have plenty of cool niche style products for you to use as leverage to gain interest from your customers.
The Augusta
http://www.uniquelighting.com/product_pages/AUGUSTA.htm
The Islander (Tiki Light)
http://www.uniquelighting.com/product_pages/ISLANDER.htm
The Vanguard's
http://www.uniquelighting.com/product_pages/VANGUARD8.htm
http://www.uniquelighting.com/product_pages/VANGUARD5.htm
The Envoy
http://www.uniquelighting.com/product_pages/ENVOY.htm
The Enterprise
http://www.uniquelighting.com/product_pages/ENTERPRISE.htm
The Hubble
http://www.uniquelighting.com/product_pages/Hubble.htm
The Orion's and Chamberlain's
http://www.uniquelighting.com/product_pages/ORION4.htm
http://www.uniquelighting.com/product_pages/Chamberlain.htm
The Endeavour
http://www.uniquelighting.com/product_pages/ENDEAVOUR.htm
The Expedition
http://www.uniquelighting.com/product_pages/Expedition.htm
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/BBQComet.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/Endeavorbench2.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/Hubble.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/IslanderMikeMurphy.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/DSCN0138.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/Az001RGB.jpg
Unique was founded by contractors for contractors. Our focus from day one has been how to make the contractor/installers life easier when it comes to outdoor low voltage lighting. Something we have always asked ourselves is what can we do to help simplify (not dumb down) and improve systems so that customers can spend more time selling systems and portraits and not servicing or troubleshooting on time wasting call backs?
This discussion came up yesterday while enjoying a refreshing swim after work with Nate Mullen and our families. We began discussing what the contractors who are succeeding in this rough economy are doing and what it is that the guys who are barely a float can do to revive their business and work their way into projects that otherwise they wouldn't get. Nate started talking about a new philosophy he has developed called Permission Based Selling. Just like in a relationship with a girlfriend or boyfriend you have steps you have to go through before getting permission to kiss she/he. There is a period of courtship which may involve many dates before even hand holding is considered and before anything is allowed you must gain said persons permission by instilling confidence and trust within them.
Now before this analogy gets out of hand let me get to the point. Imagine the Kiss you are trying to gain is the $5,000.00 back yard lighting project you want and you know this potential customer needs. So to gain their trust and in this case their interest in buying your services, and before proposing a full on $5K portrait start with something small and different. Perfect example here would be to propose installing 2 Islander Tiki Torches and a Hubble BBQ mount in their back yard kitchen. Maybe a couple of accent lights above the BBQ as well but something simple yet exciting and cool. Starting small you have not scared them away on price but what you have done is gained permission to possibly offer up other lighting suggestions in other areas. We know as lighting professionals that once they see a little of what you are capable of doing then they will want to see more of your work in other areas of their property.
Now we are not saying do not talk about their other lighting needs and we are not saying to ignore what they may want to install something different. What we are offering is another avenue to explore in regards to approaching new or existing clientele. You the sales person will ultimately have to decide how to approach the homeowner but don't be afraid to offer small and unique project ideas to help gain permission in doing more in depth landscape and architectural lighting for the customer.
Moral of the story and the premise behind Nate's newest design and sales philosophy which he will fully outline in his revision of The Landscape Lighting Resource Manual is start small. Just get in the door. You will then gain their trust which in turn will give you permission to offer up further suggestions and design ideas on the rest of the property.
We have plenty of cool niche style products for you to use as leverage to gain interest from your customers.
The Augusta
http://www.uniquelighting.com/product_pages/AUGUSTA.htm
The Islander (Tiki Light)
http://www.uniquelighting.com/product_pages/ISLANDER.htm
The Vanguard's
http://www.uniquelighting.com/product_pages/VANGUARD8.htm
http://www.uniquelighting.com/product_pages/VANGUARD5.htm
The Envoy
http://www.uniquelighting.com/product_pages/ENVOY.htm
The Enterprise
http://www.uniquelighting.com/product_pages/ENTERPRISE.htm
The Hubble
http://www.uniquelighting.com/product_pages/Hubble.htm
The Orion's and Chamberlain's
http://www.uniquelighting.com/product_pages/ORION4.htm
http://www.uniquelighting.com/product_pages/Chamberlain.htm
The Endeavour
http://www.uniquelighting.com/product_pages/ENDEAVOUR.htm
The Expedition
http://www.uniquelighting.com/product_pages/Expedition.htm
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/BBQComet.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/Endeavorbench2.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/Hubble.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/IslanderMikeMurphy.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/DSCN0138.jpg
http://i207.photobucket.com/albums/bb97/ulsjoeyd/lighting/Az001RGB.jpg