How Do I Sell Landscape Lighting Maintenance and Service Agreements?

expertBetter Question – How do I create a recurring revenue stream for my company?

First, all landscape lighting installs should come with a full one year warranty on everything! Period – no questions asked, with the only exceptions being lighting strike, vandalism, or theft. During this first year you must visit the property several times and perform all the service necessary to make sure the system looks and performs as good as the day it was installed. Make the client aware of all the tasks performed necessary to keep things in top shape, i.e. cleaning lenses, repositioning fixtures, checking volt and amp loads, trimming foliage, etc. The key here is to get the client accustomed to a level of service “they can’t live without”.

Then at the end of that first year – assume the sale. Ask for their OK for ongoing maintenance; make it real easy to pay (installment payments or quarterly billing on their credit card). Here is the power close – For as long as the system is maintained by YOU through a regularly scheduled preventive maintenance program you will extend the manufacturer’s warranty. Now what/how much to charge is the subject of another blog.