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With over 14 years of experience in the landscape lighting industry, Ryan Lee reveals the secrets behind his success growing and exiting a multi million dollar landscape lighting company. Click one of the links below to check out the Lighting For Profits podcast, and discover how to go from overworked business operator, to 7 figure owner.
Confidence Closes: Why Your Clients Need You to Lead, Not Follow
Confidence Closes: Why Your Clients Need You to Lead, Not Follow
Have you ever walked away from a consultation thinking, “Why didn’t they just say yes?”
You’re not alone. Many business owners, especially in service industries like landscape lighting, struggle with closing deals—not because clients aren’t interested, but because we hesitate to lead.
Why? Because no one wants to come off as pushy or salesy.
But here’s the truth:
👉 Way more deals could close on the spot if you simply showed up with more confidence and clarity.
Think about it: your clients called you. They invited you into their space because they’re interested. They want landscape lighting. They’re not here to waste your time—they’re looking for someone to guide them.
The Real Obstacle?
Your internal dialogue.
Here are some common lies we tell ourselves that hold us back:
❌ “I don’t make fast decisions, so my clients won’t either.”
❌ “I wouldn’t spend $10,000 right away, so I shouldn’t expect them to.”
❌ “I don’t want to pressure anyone.”
Here’s the kicker: you’re not your client.
Many of your clients won’t think twice about spending $50K on a vacation or a kitchen remodel. If you’re projecting your own hesitations onto them, you’re doing both of you a disservice.
What Do Clients Really Want?
They want certainty. They want to know:
What will this look like?
How will it make me feel?
How much will it cost?
If you can confidently answer these questions and show them the value, price becomes secondary.
Try This Script:
Here’s a simple, respectful line you can use on your next consultation:
“Hey, just so we’re on the same page… Assuming we blow you away with the design, show you some things you didn’t even know were possible, and we agree on the price… is there any reason we couldn’t just get you on the schedule today?”
You’re not pushing.
You’re leading.
Final Reminder:
✅ Confidence closes.
❌ Hesitation kills.
Stop trying to follow up your way into a deal. Start showing up as the trusted advisor your client is hoping for. Because deep down, they don’t want to “think about it.” They want a decision. They want clarity.
They want a leader.
Now go lead them.
Keep Moving Forward.
– Ryan Lee
# sales confidence, closing deals, landscape lighting consultation, sales mindset, client objections, sales script, how to close on the spot, leadership in sales, sales psychology, trusted advisor #
Confidence Closes: Why Your Clients Need You to Lead, Not Follow
Confidence Closes: Why Your Clients Need You to Lead, Not Follow
Have you ever walked away from a consultation thinking, “Why didn’t they just say yes?”
You’re not alone. Many business owners, especially in service industries like landscape lighting, struggle with closing deals—not because clients aren’t interested, but because we hesitate to lead.
Why? Because no one wants to come off as pushy or salesy.
But here’s the truth:
👉 Way more deals could close on the spot if you simply showed up with more confidence and clarity.
Think about it: your clients called you. They invited you into their space because they’re interested. They want landscape lighting. They’re not here to waste your time—they’re looking for someone to guide them.
The Real Obstacle?
Your internal dialogue.
Here are some common lies we tell ourselves that hold us back:
❌ “I don’t make fast decisions, so my clients won’t either.”
❌ “I wouldn’t spend $10,000 right away, so I shouldn’t expect them to.”
❌ “I don’t want to pressure anyone.”
Here’s the kicker: you’re not your client.
Many of your clients won’t think twice about spending $50K on a vacation or a kitchen remodel. If you’re projecting your own hesitations onto them, you’re doing both of you a disservice.
What Do Clients Really Want?
They want certainty. They want to know:
What will this look like?
How will it make me feel?
How much will it cost?
If you can confidently answer these questions and show them the value, price becomes secondary.
Try This Script:
Here’s a simple, respectful line you can use on your next consultation:
“Hey, just so we’re on the same page… Assuming we blow you away with the design, show you some things you didn’t even know were possible, and we agree on the price… is there any reason we couldn’t just get you on the schedule today?”
You’re not pushing.
You’re leading.
Final Reminder:
✅ Confidence closes.
❌ Hesitation kills.
Stop trying to follow up your way into a deal. Start showing up as the trusted advisor your client is hoping for. Because deep down, they don’t want to “think about it.” They want a decision. They want clarity.
They want a leader.
Now go lead them.
Keep Moving Forward.
– Ryan Lee
# sales confidence, closing deals, landscape lighting consultation, sales mindset, client objections, sales script, how to close on the spot, leadership in sales, sales psychology, trusted advisor #
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