For over 60% of Americans, feeling their homes are safe and secure is the most important advantage of integrating smart technology¹. When addressing this need with your customers, it is probably easy for them to see the value of adding cameras and alarms, but a perhaps overlooked component of full home protection is smart lighting. Simple to install (and use), while rich in functional benefits, these devices can be a valuable addition to your security offering, reducing a homeowner’s risk and worry, while easily increasing profit for you.
Here are 3 methods for positioning smart lighting as a natural upsell for the security-minded customer:
Method 1: Highlight how it gives access from anywhere.
Most people have experienced that terrible moment after leaving the house when they can’t shake the thought they forgot to do something. Using app control, smart lights eliminate some of that fear and anxiety by ensuring that connected lights and appliances can be managed from anywhere, at any time. Studies show that 3 out of 5 Americans are looking to buy products that give them remote access or monitoring via their smartphone¹, so this is an effective point for making sales. Plus, the benefits of this are both big and small. Whether it is simply turning off a lamp or coffeemaker (think energy efficiency and fire safety), or setting an automated scene to appear present when away on vacation, control that goes where they go grants the peace of mind homeowners want.
Method 2: Explain how it helps ward off possible dangers.
One of the most straightforward tips for improving a home’s security is maintaining well-lit entryways and exteriors. It should be no surprise that visibility is the nemesis of a burglar, and studies show that simply using porch, patio and landscape lights can serve as a deterrent to potential intruders. But who has the time, energy, or memory to manually flip property lights on – and then off – every day? Even timers require resets regularly to keep up with daylight cycles. Smart lighting makes this tactic as effortless as it is effective. Homeowners can easily schedule lights to turn on as evening falls, or can time it so the fixture by the front door, or over the garage, lights up just as they are due to arrive home. Alarm systems actually work best when they don’t have to work at all, so using lights as a step of prevention to keep prowlers away, and give homeowners a good view of their surroundings, is certainly worthwhile. When presenting clients with their security options, make sure to express your knowledge of when and where homes are most vulnerable, and how they can tailor their lighting and its schedule to operate accordingly. This quick selling point can ultimately make customers both feel and be more secure.
Method 3: Show how it fits into a bigger picture.
Smart technology, like smart people, has an understanding that collaboration is a good idea. That’s why apps and switches aren’t the only way to manage smart lighting devices. Voice control has brought a new level of ease to using all manner of technology in a house, and it can be an especially advantageous method of controlling lights when safety is on the mind – whether that means making things easier when someone has arms full of groceries, needs to soothe a frightened child, or has to investigate whatever caused the crash downstairs late at night. Remind customers that for problems of all sizes, having tools in place to act fast and take control of a situation is beneficial, if not critical. Plus, voice assistants like Alexa and Google are just one area of collaboration. Smart lighting can connect with other devices and systems for enhanced features, like connecting with doorbell monitors to ensure lights come on automatically and allow customers to see who is really at their door. The list of smart home products is ever growing, meaning smart lighting will be increasingly able to contribute to a larger ecosystem of technology that ensures safety and security all around a home. This method not only promotes benefits to the homeowner, but also gives you the opportunity for future sales as more compatible technologies are brought to market.
Your customers’ desire to protect their space and the people they love is only natural. As home technology has developed, satisfying this basic want has been a constant touchstone. According to a 2019 study, it’s estimated that home security systems will account for more than $100 billion of business by 2020. By 2021, it is expected that over half of all homes built will include a standard alarm package as well as automated lighting control². Understanding not only the large market demand for security devices and smart lighting, but also how they work together to create more complete home protection, will increase opportunities and profitability for your business, while presenting a truly superior security solution. You want to take of your customers, so don’t leave them in the dark.
For more information, visit Legrand's smart lighting landing page.
2. TecHome Builder Market Pulse Survey, Q1 2019