The Pros and Cons of Landscape Lighting Design Demos

In the lighting business, a design demonstration is a double-edged sword. It can be a fantastic tool to secure a project, but it can also be a waste of time and effort if nothing comes of it. So how do you know when you should do a demo? We've broken down some pros and cons that could help!

Pros

There's nothing else like it

It's hard to beat that moment when you flip the switch to show your client their beautifully illuminated home. Pictures and explanations just can't compare. Seeing the design come to life can be an emotional experience, and it gets homeowners excited about the beauty and security lighting can provide. There's no doubt a demo is a very helpful sales tool.

What they see is what they get

A demo gives the client a concrete understanding of exactly what their lighting system will look like, from luminaire placement to color temperature. That can prevent post-installation changes when expectations weren't communicated well.

It gives the client control

Demos make the design process much more fluid. Often the homeowner will ask to add or move lights, eventually creating their ideal layout. This is especially helpful for less experienced designers (though it's great for the experienced as well!) because the client has more control and can make requests easily.

Before... and after!

Cons

It's inconvenient

Honestly, spending an evening showing a client lights without a guaranteed sale isn't the most appealing proposition. We all have things we'd rather be doing after the workday is done.

You could be giving away your expertise for free

A demo is a great way to showcase your design skills, but a lighting-savvy client could just take your ideas and install the lights themselves. Plus, if you leave flags in the ground to mark light locations, you could be giving tips to your competition!

An incomplete demo looks worse than no demo at all

If your demo kit doesn't have enough lights to show a complete design, the result won't be very impressive, and you may actually hurt your chances of getting the job. Sterling's Demo Kit includes ten SL01 Up Lights, a transformer, prewired reusable connectors and bases in a hard case, so you can set up a full scene quickly.

Making your demo count

If you decide a demo is worth it, here are our suggestions to make yours as successful as possible:

• Find out your client's budget and make sure your design fits it beforehand.
• Ask what they hope to accomplish. Increased curb appeal? Better safety on dark walkways and steps? Added security? Make sure your demo addresses all of it.
• Determine their timeline. If they're not ready to commit yet, a demo may not be your best move.
• Be direct about the business relationship. Know your client's intentions before you invest your time. Politely ask, "If I'm able to accomplish what you're looking for within your budget after the demo, will we earn your business?"

Need help with the design itself? Sterling pros can request design assistance through Gamut by Sterling.

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About the author: Damien Sanchez is co-founder and COO of Sterling Lighting and an experienced lighting designer, trained under Patrick Harders, LC, since 2006. He's also an entrepreneur who owns a service-based business.