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Discussion in 'Landscape Lighting' started by TheHotShotKid, Mar 6, 2006.
Who does em to sell jobs?
Can't live with them?
Can't live without them?
Me and my partner set up our first demo the other night.
It didn't sell the job but only because we were marketing
to the wrong income bracket. They couldn't afford it. I couldn't
imagine trying to sell someone without the demo unless you had
an awesome portfollio. That would be the only way I would think
you could sell someone. I could be mistaken though as I said that I
just started. It is such a high $ sale though I am hard pressed that
outside referals, demo's, or a kicking portfollio you are going to
convince someone to drop $14,000 on a job.
Hope this helps
I forgot to mention that we put the demo up and took it down in about 35 minutes. It was 11 lights. I imagine with quick connects it would go a lot
faster. So it wasn't time consuming at all.
I plan to get one first. Only way im going to set it up tho is.
1) I know they can afford it
2) they are really interested in lighting and its not just one of thoes "well lets call him for a free estimate"
3) They are teeter tottering about wether or not it will look good on thier particular home.
There could be other factors but Im not going to go out and set it up and take it down unless there is a real chance for a sale. I would also reccomend if you do leave a demo kit over night to leave a yard sign lit up as free advertising. The set up and show em and take down approach might work if they get excited but I heard thru another contractor that sometimes the people come back out after you leave and look the system over. I dont know if I would feel comfy with leaving a 1600 buck demo kit out in a yard over night tho. Better make sure you tape any wires over walkways down
When starting out, demos are a good tool. Here's what I did. I would take a bullet light, a path light and a flood light. I have a small 12v battery with quick connectors on it and I would take a flood and show them the effect. Then I took the bullet and light a tree with it. Then I would show them what the path light would look like.
No setting up and taking down. They just need an idea of what you can do. Take along some photos from your lighting books if you like and show them how you can create that effect for them.
Once you build up your portfolio, you won't have to do any of that. I have a power point presentation that I give to clients, architects, builders and friends. That disc sells many of my projects before the client even meets me. I am trying to figure out a way to post it on the net.
I hope this info is helpful.
Unique recommends going overboard and setting up 60 lights or something and leaving it for a week or so. I can't imagine this could be a good thing. First of all how about the liability of someone tripping on cables or what happens when the gardener comes and runs over everything. You can't demo tree lights that way I just see too many problems with it. Although I have heard that some do big business doing them. To me it just doesn't add up. Especially after you've spent 2 hrs jockeying fixtures around and they don't buy. i don't know.
That's a really good idea Paul.
I have been using my distributors demo kit, but am only able
to get it occasionally. Since I just started out I am hesitant
to drop $1000 on a demo.
Thanks for the info.
we now charge $100 and up for a demo epending on distance. That seems to weed out those who are serious and compensate you for your time. As Paul said, just a few lights, no leaving them over night.
I bought a cast demo for $1,500.00. I charge $60.00 for the demo if they hire me to do the job I deduct the $60.00 from the total bid. I have had the design out the customer did not hire me. I ride back by a few weeks later and guess where they had went???