“Photos don’t show the difference — but this kit does.”
If you’ve ever had a client hesitate after seeing a few pictures on your phone, you know how tough it is to sell quality without proof. The Hard Case Display Kit fixes that. It lets clients touch, test, and see what real professional-grade lighting feels like — and that usually means a quicker “yes.”
But you can't just walk into people's homes without a plan. You need a strong sales script. Use this step-by-step guide to turn hesitant homeowners into enthusiastic customers.
1. Open Strong
Start simple:
“Thanks for meeting with me. I brought this kit so you can see the lights in person—photos don’t do them justice.”
Open the case neatly, lights ready to plug in. Keep your cards visible and your layout clean. You’re showing professionalism before you say a word.
💡 Pro Tip: Treat the kit like a showroom. Tidy cables, working samples, and a clean setup instantly raise perceived value.
2. Ask What They Want to Feel
Before showing anything, ask about the vibe they’re after:
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“Are you going for warm and classic, or something bold and colorful?”
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“When people see your place, what do you want them to feel?”
Most people answer with emotion — cozy, magical, professional. Write those down or remember them. You’ll use their own words later when you pick lights.
💡 Pro Tip: Check out our recent blog post to improve your emotional selling skills.
3. Match Their Vision to the Right Products
Now you connect what they said to what you show.
“You mentioned cozy — these Warm White Twinkle Lights give that soft, candlelit glow.”
“For something more vibrant, these Pure White LEDs give a sharp, modern look.”
Let them hold the wire. Plug in both colors. When they see and feel the quality, it’s easier to justify premium pricing.
| Product | Strength | Ideal Use |
|---|---|---|
| Mini Lights | Flexible, bright | Trees, outlines |
| C9 Bulbs | High visibility | Rooflines, commercial |
| G30 Bulbs | Round, modern | Rooflines, commercial, accents |
4. Reinforce the Quality
“These are what pro installers use — waterproof, coaxial connections, solid sockets. They don’t quit mid-season.”
Ask if they’ve used big-box lights before. Most have stories of replacing strands every year — perfect moment to highlight BSL’s five-year warranty and fewer call-backs.
5. Help Them Picture It
“Imagine these along your roofline or trees.” Then pull out your phone and sketch or mark up a photo of their house. Fast visuals make decisions easier.
💡 Pro Tip: Offer to price it on the spot. “I can put together a quick quote while I’m here — want to walk me through where you’d like them?”
6. Close While They’re Excited
Once they’ve seen it lit up, most clients are ready. Don’t overcomplicate.
“I’ve got a few minutes — let’s do a quote right now.”
That small move separates pros who sell consistently from those who just “show and hope.” You'll be able to boost your close rate just by implementing this simple hack.
For a walkthrough on quoting, check out our YouTube guide.
Summary
- Keep your setup clean and quick.
- Ask emotional questions before showing product.
- Match their words to the right lights.
- Reinforce pro-grade durability.
- Quote while excitement’s high.