The Power of Closing on the Spot: Why Waiting Kills Lighting Deals

Let’s talk real.
Between rising tariffs, unpredictable supply costs, and constant pricing changes, the lighting industry isn’t getting any simpler. And in this environment, there’s one thing that will set top performers apart:

Closing the deal on the spot.

Here’s why this matters more than ever…

Most people don’t lose lighting projects because their prices are too high—they lose them because they wait too long.

• “I’ll send the proposal later.”

• “They need time to think about it.”

• “I wasn’t sure if I should say the price out loud.”

Meanwhile, someone else is already walking through their yard… pen in hand.

The Moment Matters

Your potential clients feel the strongest emotional connection in the moment—when they’re walking their backyard at dusk, imagining a warm, well-lit patio, or visualizing the security of a bright path to the door. If you wait to send a $12,000 proposal two days later, all of that fades.

Now it’s just a number.
No feeling.
No sale.

What to Do Instead

Want to become a better closer—without being pushy? Here’s how:

✅ Pre-qualify early
On the phone: “An average project runs $8-12K. Sound about right for what you’re envisioning?”

✅ Set clear expectations
“We’ll walk your property, design on the spot, and if it feels right, we’ll get you scheduled right then and there.”

✅ Educate upfront
Explain how locking in pricing today protects them from potential increases.

✅ Stack the offer
Don’t just say “25 lights for $12K.” Break it down: $600 transformer, $2,000 labor warranty, $1,500 fixture warranty. Show the value, not just the total.

✅ Ask more, talk less
Let the client lead. Ask great questions. Listen well. Make them feel heard.

✅ Close with confidence
Use questions like:
“Is there anything—besides price—that would keep you from moving forward today?”
“If the investment makes sense, are you ready to make this happen today?”

You’re Not Selling Lights. You’re Selling Lifestyle.

You’re not just pitching products—you’re helping people create peace, beauty, safety, and relaxation in their homes. Every single night.

So if you’re already the best designer or installer in town—be the best closer too. Because if you don’t step up, someone else will. And chances are, they won’t deliver the way you can.

Let’s go get it.

Keep Moving Forward,
– Ryan Lee

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