Written By Dave Fetterolf
In today’s very competitive market, many landscape and irrigation contractors are looking to offer supplemental services in an effort to differentiate themselves from their competitors. While water gardening, drainage, and holiday lighting are all getting more and more exposure, the leading, and some may say most rewarding, market to enter is the business of landscape lighting. There is, however, one major philosophy that you must adopt in becoming a successful landscape lighting contractor. More is not necessarily better.
Far too many novice lighting installers tend to begin with the mindset that they need to sell as many fixtures as possible to create a desired effect. Unfortunately, this philosophy does not pay off in building a successful reputation in the lighting business. A successful reputation is achieved by the ability to create an elegant environment by using light, and additional business is achieved by receiving referrals from current customers. A customer is not going to refer your business to a friend simply because you installed a large number of lighting fixtures in their landscape. They will refer you because of the effect you have created. In addition, too many light sources can often create confusion while viewing the landscape at night. The value of a landscape lighting installation should be based on the overall design and beauty of the landscape at night, not on the number of fixtures used to achieve the final result.
One of the first steps in the lighting process should be to evaluate the landscape during the day as well as at night. While deciding on what to light, keep in mind that you should utilize the darkness to create drama and depth in the lighting project. In residential lighting projects too much light will create a sterile and commercial environment. By using the darkness, we can create shadows and silhouettes in the landscape creating a relaxing and transcendental surrounding. Professional lighting designers and successful landscape lighting installers will instruct you to begin your design with the minimal number of lighting fixtures.
Landscape lighting, low voltage in particular, has become so easy to install that almost anyone can do it. Just take a walk through your local DYI and you will find large amounts of shelf space dedicated to this market. Although professional lighting contractors offer higher quality fixtures than can be found at these DYI’s, the major advantage for customers to obtain your services is for the design aspect. You must, therefore, be proficient in your ability to “paint with light” and make the landscape come to life after the sun goes down.
In conclusion, the primary responsibility as a landscape lighting professional is to take the blank pallet of the homeowners landscape, and by using light create a mystical and relaxing living space. But remember, just as successful artists do not simply throw large amounts of paint onto a canvas to create a beautiful painting, one does not need to install a large number of fixtures to create the perfect outdoor environment. More is not necessarily better.
