Name
Lighthouse Design: How to Sell Landscape and Architectural Lighting to Your AV Clients
Date & Time
Thursday, March 20, 2025, 10:30 AM - 11:15 AM
Description
  • The challenges of selling large ticket projects to your A/V clients
    • Advantage: You are already working with them. You may not speak the language of light & visual emotion
        • You may not have a portfolio of past projects (lack of assets)
        • You may not fully understand the products available to you
        • You may not understand the proper design process that yields results
        • You may not understand how to install the systems
        • Why am I having so much trouble getting a YES from my clients
          • The client doesn’t understand your vision (you may not either)
          • Lack of rapport = no trust
          • Large price-tag + Uncertainty of delivered results = NO SALE
      • The 4 steps of a lighting design and sale
        • SD- Schematic Design (the most crucial step in the process)
        • DD- Design Documentation
        • CD- Contract | Construction Documents
        • CA- Construction Administration | Installation + Legacy Care
  • The current support options for you in the lighting industry (4 paths to choose)
        • Immerse yourself- Training and industry associations
        • Manufacturer Support
        • Trade Partnership
        • Buy a franchise
Session Type
Session