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The Pros and Cons of 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 or explanations just can’t compare. Seeing the design come to life can be an emotional experience, and it helps homeowners get excited about the beauty and security that lighting can provide. There’s no doubt a demo is a very helpful sales tool.

What they see is what they get

A demo helps the client get a concrete understanding of exactly what their lighting system will look like – from the fixture placement to the color temperature. This can prevent post-installation changes if expectations were not communicated well.

It gives the client control

Lighting demos make the design process much more fluid. Often, the homeowner will make requests 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 customer will have more control and can make requests easily.

Before… and After!

CONS:

It’s inconvenient

Honestly, spending an evening showing a customer lights without a guaranteed sale isn’t the most appealing proposition. We all have things we would 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 if you have a lighting-savvy client, they could potentially just take your ideas and install the fixtures themselves. Plus, if you leave flags in the ground to mark lighting locations, you could be giving tips to your competition!

An incomplete demo looks worse than no demo at all

If your lighting demo kit doesn’t have enough lights to show a complete design, then your final product won’t be very impressive, and you may actually hurt your chances of getting the job.  
 

If you decide that a demo is worth it, here are some of our suggestions to ensure yours is as successful as possible:

 

  • Find out your client’s budget and make sure your design fits it beforehand.
  • Ask what they hope to accomplish with their lighting project. Increased curb appeal? Improved safety and visibility for dark walkways and steps? Added security on the property? Make sure your demo addresses all these needs.
  • Determine their desired timeline. If they’re not ready to commit yet, a demo may not be your best move.
  • Be direct about the business relationship. It’s important to know your client’s intentions before you invest your time. Politely ask, “If I’m able to accomplish what you are looking for within your budget after performing the demo, will we earn your business?”

 

The Story of Sterling

When we started Sterling Lighting, we set out to solve a problem. We already owned a local installation company, but we didn’t trust the light fixtures we were installing. Initially, I had found an LED manufacturing “expert” that ordered premium fixtures out of California with a 20-year warranty on their products. We were on a roll with installations for Enlightened Lighting, when our worst nightmare happened—our lights started failing. After 12 months and 700+ fixtures, we had a 50 percent failure rate and warranty claims were taking four to six months to be fulfilled. We went into panic mode.  

How could we focus on our beautiful lighting systems when we spent most of our time repairing the lights we’d already installed? This not only cost us time and money, but also cost us the chance to build trusting relationships with our customers. So, my business partner, Damien Sanchez, and I set out on a mission to find the best fixtures, which led us to found Sterling Lighting.    

Sterling Lighting’s Founders: Josh Palmer, Damien Sanchez, and Patrick Harders

To begin, we researched our options and found that even the largest manufacturers were having major issues with LED. Since we couldn’t trust the products currently on the market, we started working with a group of engineers to solve the LED’s technical problems. We kept our first design line simple. We used the retro LED bulbs, but also built heat sinking materials into the fixture. These design changes gave us enough confidence in our product to replace all the faulty fixtures we had previously installed and to begin growing our new company.

In order to satisfy our commitment to offer our customers the best fixtures available, every day we implemented small improvements and tracked our development. We were shocked by how much progress we made. Soon we exhausted our possibilities with retro LED bulbs, so we began designing an integrated LED with the proper heat dissipation. Our goal was to design a light that gave the heat sink of an integrated LED with the ease of service of a drop in bulb.

Our new light design had five brightness settings and four different beam patterns—all in a single fixture. By early 2014 we finally had a premium-quality LED fixture that could be installed without having to worry about it failing. We continue to keep testing our fixtures and keep our hands in the dirt so we can continue to innovate and improve.

At Sterling Lighting, we are committed to developing beautiful new fixtures, while improving the quality and performance of our current line, and selling our products directly to you—no middleman involved. Our goal is to help your business become more successful, so you can have more time to focus on the important things in life.  

-Patrick Harders – Co-Owner