Alliance Field Notes from Gerri Murray
First published in Alliance Field Notes. Your regional reps, your real-world lighting experts.
Bringing up lighting can feel... awkward.
You’re already talking through the project. The budget is already growing. The last thing anyone wants is to sound like they’re piling on another cost. But lighting can be a meaningful part of the conversation.
Connect it to the existing project
It doesn’t need a separate pitch. Just tie it to the job in front of you.
Hardscape, pool, turf, maintenance, landscape installs, outdoor living areas. Whatever the project is, lighting gives the finished space more function, more safety, and more impact after dark.
photographed by: Kaitlin's Lens
Start with what they already care about.
A wall, a step, a path, a tree, a putting green, a seating area, a pool perimeter. Lighting makes the finished work usable at night, safer to move through, and better to look at when the sun drops.
ICE BREAKERS
Make the connection simple:
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“Since we’re already talking about this patio, let’s talk about how it works at night.” |
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“Since this tree is the focal point, let’s make sure it doesn’t disappear after dark.” |
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“Since people will be moving through this space at night, let’s make sure the steps, paths, and elevation changes are easy to see.” |
That’s the conversation.
No hard pivot. No complicated pitch. Just connect lighting to the project already in front of you. Because the job may start during the day, but the right lighting keeps it working at night.
They’re picturing the project finished during the day. You’re helping them picture what it becomes at night.
photographed by: Kaitlin's Lens
That’s the value that lighting brings to the conversation. So bring it up early. Bring it up naturally.
Bring it up every time.
Bring it up every time.
Gerri works with contractors and distribution partners across the central U.S., helping teams consistently introduce, design, and close lighting as a standard part of every project—turning it into one of the simplest ways to grow revenue without chasing new business.
Alliance Field Notes is a regular series we publish, featuring insights from our regional lighting experts.
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