Lighting

Enchanted Landscapes started doing landscape lighting about eight years ago and has found that it is the perfect fit with the rest of their services.

“We had a great response from homeowners who wanted to be able to show off the landscaping we did for them at night, too,” says Randy Mersiovsky, a designer who does much of the company’s lighting jobs. “It’s a nice little upsell – something to add to what you’re already selling.

“And once you sell the landscape lighting, you also have the option to add-on landscape lighting maintenance as a service as well. Then you’re constantly staying connected with the homeowner, so when something comes up with landscaping in the future, you’re fresh in their minds.”

Mersiovsky says when he makes a sale, he tries to sell the concept of “outdoor living” to the client, emphasizing that landscaping is one piece of the puzzle, while lighting is another.

He has found success in itemizing bids for outdoor living design for his clients.

“Even if the customer doesn’t specifically ask for lighting, I always add a lighting package on the bid,” he says. “It’s the simplest way to bring it to their attention. When they go through each item and ask about it and why they’d need it, I explain that they’re investing a lot of money into their landscaping and that adding lighting allows them to enjoy it at night. It’s also great for security purposes. It’s usually a fairly easy sell.”

There is some education involved, and Mersiovsky suggests seeking out classes that many of the lighting manufacturers already offer. The payoff easily makes that investment worth it.

“Lighting is very profitable,” says Mersiovsky. “If you’re already on the property doing the landscaping, adding the lighting element at the end isn’t that much extra work. Your labor is already there so it’s just a matter of doing the wiring. It may also make the homeowner even happier with their landscape, so it’s a win all around.” 

Photo by Ron Carter