The experts at Theben Automation offer some top tips to help you better ‘upsell’ smart home solutions to your customers.
For some homeowners, the idea of a “smart home” can be both exciting and daunting. They’re interested in the convenience, energy efficiency, and lifestyle benefits but may be uncertain about the costs, installation process, and long-term value.
To help you confidently guide your customers through this journey, focusing on simple yet effective solutions, here are some top tips you should follow:
1. Focus on convenience first
The main draw for most homeowners is the convenience that smart systems bring. Being able to dim lights, control heating, or lower blinds with just a tap on their phone or a voice command is a game-changer.
This kind of control makes daily routines easier – whether it’s setting the perfect lighting for movie night, warming up the house before they get home, or turning off all the lights at once when heading to bed.
When you chat with customers, start by asking them how they use technology in their daily lives. Maybe they already use a smart speaker or an App to control their thermostat. By identifying their needs, you can tailor your pitch to show how an integrated smart system could simplify their life even more.
2. Show how money and energy can be saved
With energy costs on the rise, many homeowners are looking for ways to be more efficient. A smart home system can help them save money by managing energy use more effectively. For example, automated lighting can turn off lights in rooms when they’re not needed, while smart heating can adjust temperatures based on occupancy or daily routines.
Explain to your customers that these systems aren’t just about convenience; they’re a smart investment. The ability to program heating, lighting, and shading means they’re using energy only when it’s needed. Over time, these small changes can add up to significant savings. Furthermore, a more energy-efficient home can also boost the property’s value.
3. Address common concerns with straightforward answers
Homeowners might worry that a smart system is expensive or complicated to install. This is where your expertise comes into play. Reassure them that there are simple, entry-level systems, like the LUXORliving smart home system by Theben, designed to be easy for electricians to install and for homeowners to use. If they’re concerned about costs, explain that while there’s an upfront investment, the long-term savings and potential increase in property value make it a smart choice. Most systems are modular, so they can start small and add features over time.
4. Keep it simple and personal
When discussing smart home options, keep the conversation simple. Avoid getting too technical unless the customer shows an interest. Focus on the aspects they’ll use daily and how it’ll make their life easier.
Using questions like: “Wouldn’t it be great if you could control all your lights with just one button?” helps them picture the benefits in their own home.
Your LUX in
One example of an entry-level system that’s designed with both homeowners and installers in mind is LUXORliving. It’s a simple, KNX-based solution that focuses on the essentials – lighting, heating, and shading – without overcomplicating things. Plus, as an installer, it requires minimal training to get up and running.
Systems like this can be a perfect introduction to smart home living for your customers, giving them a taste of what’s possible without a huge upfront investment.
Visit the LUXORliving Smart Home System product information page here
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