Demo Kits

For Customers, Seeing Is Believing

According to several of our top sales reps and contractors, roughly 80% of customers who are shown a demo will say “yes!” to landscape lighting from Kichler Lighting.

Why are demos so effective for sales? Not all customers have a good imagination. They cannot close their eyes and see the landscape lighting design the way you can. With a demo, they see what they’re buying – not just your design, but also what you’re like to work with. Show them how you are able to collaborate and address their ideas and concerns.

Here are a few tips for staging a demo that excites and sells:

• Talk with both spouses or partners – learn about everyone’s preferences as you survey the property so your demo reflects the desires of all decision-makers.

• Ask questions – ask your homeowners what they want to illuminate and why. Is it for safety? Or to showcase specific architecture, trees, or plants?

• Carry a demo kit of diverse fixtures – we suggest our VLO (variable lumen output) accent lights of both 35 and 60 degrees, in different sizes, as well as some path & spread lighting.

• Sell with a snapshot – don't light the whole yard, just a strategic part of it, such as a section of the house or yard. Show enough to create enthusiasm and trust that you are the one to do the job.

• Set up during the day but adjust at dusk – use nightfall to make the lighting effect perfect.

• Walk the property after set up and invite opinions – many homeowners will fill in the dark areas as they walk along and view the demo; potentially increasing the value of the proposed lighting package.

• Give them a two-day glimpse of the future – leave your demo up for two days. Then remove it so the customer notices the stunning outdoor difference and wants your lights forever.