The Pricing Mistake Holding Back Landscape Lighting Businesses

I recently came across a Facebook post that got me thinking about pricing strategies in the landscape lighting industry. Many business owners overcomplicate pricing, and it's hurting their success.

They spend hours crunching numbers, second-guessing material costs, and trying to perfect every detail. The result? They take too long to deliver a quote, causing potential customers to lose interest and move on.

The Solution? Flat Rate Pricing.

Instead of spending unnecessary time on detailed calculations, flat rate pricing allows you to streamline your process and close deals faster. Here’s why it works:

✅ Speed & Efficiency – You can quote a $20K job in under five minutes instead of spending hours on calculations.

✅ Consistent & Scalable – A simple system eliminates complex formulas, allowing you to train your team to sell without you.

✅ Emotional Selling – Customers buy lighting for the experience, not because of the price of an individual fixture.

✅ Built-in Flexibility – You can include add-ons (+$150 for core drills, +$50 for downlights, etc.) to cover variations without complicating your pricing.

✅ Better Margins – After each job, review your pricing. If you’re short, adjust up. If you’re making solid profit, you’re in the sweet spot.

Why Price Per Light is a Sales Killer

Many contractors price their work per light fixture—thinking it helps pre-qualify customers. But in reality, this method scares them off.

If you tell a client that lights cost $500 each, they may feel sticker shock and hesitate to move forward. No homeowner wants to spend that much on a single fixture.

However, when you sell a $15,000 lighting experience, the conversation changes. They’re not buying fixtures; they’re investing in the transformation of their home. They want to drive up to their house and feel like they’re arriving at a luxury resort. They want their backyard to be an inviting space every night for the next 10–15 years.

That’s worth $15,000 to them. And they will pay it.

How to Implement Flat Rate Pricing

To make your business more efficient and profitable, start using a flat rate pricing model:

✔️ Set a price per light that works for your business.

✔️ Avoid itemizing every single detail—sell the transformation.

✔️ Include built-in add-ons to cover special cases (+$150 for core drills, +$50 for downlights, etc.).

✔️ Job cost after every install to ensure your pricing is accurate and profitable.

Scale Your Business Without the Stress

With flat rate pricing, you eliminate the stress of obsessing over every component. No more wasting hours on quotes—just a streamlined system that works job after job, month after month, year after year.

Want to take your business to the next level? Start implementing flat rate pricing today and watch your business grow.

Let me know how it goes!

-Ryan Lee

# landscape lighting, pricing strategy, flat rate pricing, business growth, sales efficiency, lighting installation, selling experiences, customer conversion #