Step by step guide to selling & estimating Christmas lights

26 Oct

Written By Paul Baluch

Step 1 – Schedule the On-Site Estimate

When a lead comes in, call the customer back promptly and complete an introductory call:

Timing: Ask when they want the lights installed.
Display type: Identify where they want lights installed (roofline, trees, shrubs, pathways, etc.).
Price expectation: Pre-qualify by asking if they’ve had this service before or what their budget is.

Once you’ve covered these basics, schedule the on-site estimate.

Step 2 – Arrive On-Site: Introduction & Rapport

Arrive with energy and excitement.
Build rapport with relational conversation.
Ask discovery questions to better understand their vision.
Create urgency by showing confidence in limited availability.

Step 3 – Needs Assessment

Help the customer visualize their options:

Style: Clean & classic vs. festive & playful.
Colors: Warm white, multicolor, or custom combos.
Placement: Building + landscaping options.
Use a look book or sample light kit to guide the conversation.
Ask questions and provide expert recommendations.

Step 4 – Build Urgency

Ask: “When would you like your lights installed?”

If they pick a later date, position urgency:
“We’re booking up quickly and only have 2–3 spots left that week.”

This keeps the door open for closing on the spot.

Step 5 – Present Features & Benefits

Differentiate your service with clear value:

Custom design – unique to their home.
Energy-efficient LED bulbs – up to 92% more efficient.
Commercial grade – bright, durable, and long-lasting.
Multiple wire colors – black, white, brown, green to match trim.
Full service – install, takedown, and storage/reinstall.

Step 6 – Explain the Installation Process

Walk the customer through your professional approach:

Clips, custom cutting, hidden extension cords.
Clean, safe, and secure installation.
Minimal impact on home and landscaping.

This builds confidence in your expertise.

Step 7 – Complete the Estimate On-Site

Step aside briefly to take measurements.
Prepare the estimate efficiently while they’re still engaged.

Step 8 – Present the Estimate

Explain your price with confidence.
Reinforce the value by reviewing the process, materials, and benefits.
Answer all questions clearly and positively.

Step 9 – Close the Sale

The most important step: ask for the job.
Use strong closing questions:

“When can we get started?”
“Would you like to move forward with this option?”
“We have 2 spots left for your ideal week—let’s get you scheduled.”

Goal: Close on the spot and secure a deposit.

✅ Ready to take your holiday lights business to the next level? With the right systems, planning, and expert guidance, you can streamline your estimates, close more sales, and scale your seasonal business faster. Book a free discovery call with Holiday Lights Academy today to learn how our proven strategies can help you maximize efficiency and revenue this season!

Book a call