Selling permanent lighting isn’t like selling a typical product—it’s a custom, high-ticket solution that clients often know little about. So if you’re still “winging it” when it comes to sales, it’s time for a proven system.

This guide breaks down a step-by-step sales process that works—so you can stop relying on luck and start closing with confidence.

🔍 Step 1: Qualify Your Leads (Before You Waste Time)

Not every inquiry is a good lead—and not every lead is ready to buy.

Ask yourself:

• Do they own the property?

• Do they understand the investment?

• What’s their timeline?

• Have they seen your work or reviews?

✅ Use a short pre-call questionnaire or text-based intake process to filter time-wasters from serious buyers.

👋 Step 2: The Discovery Call (or In-Person Quote)

This isn’t just about measurements—it’s your chance to build trust and authority.

Here’s what to focus on:

• Ask about their goals: “Why now?” “What do you want the lights to do?”

• Walk through how the system works (app, colors, zones, etc.)

• Mention popular use cases (holidays, security, architectural highlights)

• Highlight low-maintenance and long-term value

🔥 Pro tip: Lead the conversation. You’re not just selling lights—you’re offering a year-round lifestyle upgrade.

🧾 Step 3: Present the Proposal Clearly

Don’t just email a quote and ghost. Take time to present the proposal live (via call or in person).

Break down:

• Project scope (zone coverage, color control, app functionality)

• Materials used (C9 bulbs, controllers, channel type)

• Warranty and support

• Price breakdown (offer financing if available)

🎯 Aim to position the value before the price. Help them see the investment, not just a number.

🤔 Step 4: Handle Objections Like a Pro

Expect pushback like:

• “That’s more than I expected…”

• “Can I think about it?”

• “We’re getting other quotes.”

Instead of defending your price, reaffirm the value:

• “You’re right—it’s not the cheapest option. But it is the only one that gives you full app control, full perimeter coverage, and the best warranty.”

• “Most of our clients are surprised at first—but after one holiday season, they always say it was worth every penny.”

📌 Tip: Use case studies or reviews to build confidence and show social proof.

🖊️ Step 5: Ask for the Close (Clearly and Confidently)

Don’t tiptoe around it. Once you’ve addressed their concerns, go for it:

• “Would you like to move forward so we can get you on the install calendar?”

• “We’re booking up quickly—do you want to reserve your spot with a deposit?”

• “If you’re ready, we can finalize this today and lock in your pricing.”

⏳ People need a reason to decide. Use urgency, availability, or promotional pricing to help them act.

🔁 Step 6: Follow-Up the Right Way

Most sales aren’t lost—they’re never followed up on.

Set reminders. Check in. Offer to answer any lingering questions. Keep it helpful, not pushy.

💬 Send a text like:
“Hey! Just checking in to see if you had any questions on the proposal. We’d love to get you scheduled before the season rush!”

✅ Final Thought: Systems Sell

If you want consistent, high-converting sales in the permanent lighting game, you need more than charm—you need a process.

• Qualify first

• Build value, not pressure

• Present with clarity

• Handle objections with confidence

• Close like a pro

• Follow up intentionally

🔦 The best lighting pros don’t just install well—they sell smart.