After investing in a stunning outdoor hardscape, it only makes sense for homeowners to want to enjoy it as much as possible — day or night.
That’s one reason why adding lighting to a hardscape project is a bright idea.
(Photo: FX Luminaire)
Lighting also enhances the beauty, safety, usability and curb appeal of a home, says Shay Brummer, national sales manager, key accounts, at Coastal Source.
“It’s often said that landscaping is even more beautiful at night than during the day, as lighting allows you to control what is seen in the darkness, rather than revealing everything at once as daylight does,” Brummer says. “From a design standpoint, lighting helps unify entire landscapes while reinforcing the cohesiveness of the project.”
Brummer, along with Todd Goers, director of sales at WAC Lighting, and Christina Arthur, marketing coordinator for FX Luminaire, share illuminating insights on how design/build professionals can upsell lighting.
Smart selling strategies
Design/build pros should discuss incorporating outdoor lighting during the planning stages of a project, Brummer says.
“Including outdoor lighting in the initial design and listing it as an optional line item in the proposal keeps the door open for future conversation and makes it easier for clients to see its value early on,” Brummer says.
During the design phase, pros should ask clients how they plan to use the space, Goers says.
“If they intend to host guests for parties and similar events, having a landscape lighting system adds to the mood, functionality and safety of such gatherings,” he says.
To drive home the benefits of adding lighting, Brummer advises landscape pros to show clients samples of past lighting work or use visual aids like renderings, nighttime photography or demos.
Arthur says communicating the benefits of lighting to clients early on will support stronger buy-in during the design phase.
“This helps shift the conversation from cost to long-term value,” Arthur says. “Landscape lighting offers an immediate transformation with minimal disruption. Clients can enjoy a stunning visual upgrade that adds long-term functionality.”
Top techniques
In order to sell lighting as an add-on, it’s important to understand the various ways to incorporate it on-site.
Arthur recommends beginning with the basics, such as pathway lighting and safety lighting.
For homeowners interested in more advanced options, Goers suggests exploring the following techniques:
⦁ Uplighting trees creates a dramatic and stunning effect as you enter a property.
⦁ Downlighting from trees produces a soft moonlight effect that provides an inviting space to navigate a property in the evening.
⦁ Hardscape illumination generates a soft and appealing glow to outline the boundaries of a property or enhance a seating area.
⦁ Wall wash illumination captures a broad swath of light with soft and subtle coverage to help tie in the landscape scene by making the picture complete.
Using techniques like these can add ambiance and dimension to an outdoor space.
“Professionals in landscape lighting view their projects as an art form,” Goers says. “Whether you use your outdoor space in a regular fashion or not, landscape lighting done correctly brings out a home’s allure after the sun sets.”
