The Only Two Ways to Increase Revenue in Your Landscape Lighting Business

Running a landscape lighting business comes with many challenges, but when it comes to increasing revenue, things are actually pretty simple. There are only two ways to grow your business financially:

1. Get more customers
2. Make each customer worth more

That’s it. Every revenue-boosting strategy falls into one of these categories. The key is knowing how to do both effectively. Let’s break it down.

1. Get More Customers

Bringing in more customers means expanding your reach and attracting new business. Here’s how to do it the right way so you’re getting high-value, high-profit customers—not just more work.

Position Yourself as the expert!

If you want to attract affluent homeowners, your brand, messaging, and marketing must reflect high-end quality. Customers looking for premium landscape lighting aren’t just buying fixtures; they’re buying design, security, and curb appeal.

• Invest in professional branding and website design
• Use stunning project photography to showcase your work
• Highlight awards, testimonials, and high-end materials to build credibility

 Tip: Affluent clients want the best—so market yourself as the best.

Boost Your Visibility Online

Your ideal customers are searching for landscape lighting solutions online. If they can’t find you, they can’t hire you.

• Google My Business & SEO: Ensure your website ranks high for local searches like “luxury landscape lighting in [your city]”
• Social Media Marketing: Instagram, Facebook, and LinkedIn are powerful tools for showcasing your designs and engaging potential customers
• Paid Advertising: Google Ads and Facebook Ads can target high-income homeowners in your service area

 Tip: Online reviews matter. Ask satisfied customers to leave a Google review—this helps build trust and attract more clients.

Leverage Referrals & Strategic Partnerships

One of the fastest ways to grow is by tapping into existing networks. Partner with professionals who serve your ideal clients:

• Luxury Home Builders & Architects
• High-End Landscapers & Pool Designers
• Real Estate Agents & Interior Designers

When these professionals recommend you, it carries weight. Offer referral incentives to encourage repeat recommendations.

 Tip: Create a “Preferred Partner” program where industry pros receive exclusive perks when they refer business your way.

2. Make Each Customer Worth More

Bringing in new customers is great, but the real magic happens when you maximize the value of every client you already have. Here’s how to do it:

Increase Your Average Project Size

Instead of doing small, one-off jobs, focus on selling comprehensive lighting solutions. The easiest way to do this is by designing projects that include:

• Full-property illumination (front, back, pathways, and features)
• Focusing on fixture density (more lights per tree/palm 
• Sell a higher end product 

 Tip: Instead of letting the client dictate the budget, present a high-end master plan first. Then, if necessary, you can scale down—but start big.

Offer Upsells & Enhancements

The easiest way to make a customer worth more? Sell them more. Many homeowners don’t know what’s possible with landscape lighting. It’s your job to educate and inspire them.

Sell More While You’re On-Site

Customers are more likely to spend money when their wallet is already open—meaning, the best time to increase project size is when you’re actively installing their lighting.

While on-site, look for opportunities to enhance the design and suggest additional fixtures or upgrades. We aim for a 10% increase in project size by offering on-the-spot add-ons like:
 Extra pathway or step lighting for safety
 Additional accent lights to enhance key landscape features

 Tip: Position these as enhancements, not upsells—framing it as a way to maximize their investment and get the best final result makes it easier for customers to say yes.

Create Recurring Revenue with Maintenance Plans

One of the best ways to make each customer worth more is by turning them into repeat buyers. Landscape lighting isn’t a “set it and forget it” investment—fixtures need maintenance to stay in peak condition.

Offer an annual maintenance plan that includes:
 Fixture cleaning & adjustments
 Voltage & transformer checks
 Bulb & component replacements
 Seasonal tune-ups

 Tip: Position maintenance as “protecting their investment” rather than an extra cost. It gives customers peace of mind while creating consistent revenue for your business.

Sell to Past Clients

Your existing customers already trust you, making them the easiest to sell to again. Reach out to past clients with upgrade opportunities:

• “It’s been a year since your install—would you like to add pathway lighting for extra safety?”
• “We’re now offering smart lighting upgrades. Want to control your system from your phone?”
• “Thinking about adding color-changing lights for the holidays? Let’s talk!”

 Tip: Keep a client database and follow up with past customers regularly. A simple check-in email can lead to easy sales.

The Bottom Line

If you want to grow your landscape lighting business, focus on these two things:

 Get More Customers by improving your marketing, online presence, and referral network.
 Make Each Customer Worth More through upsells, maintenance plans, and premium project sizes.

Mastering both strategies will help you scale your revenue, increase profitability, and position your business as the go-to choice for high-end landscape lighting.

 Ready to grow your business? Start implementing these strategies today!