A mock‑up lets a homeowner experience your lighting design on site after dark. While the client watches the house and landscape come alive, you refine beam angles, color temperature and fixture placement and deepen your own understanding of light control. Designers who offer mock‑ups typically close more projects, but each session demands time and labor, so you need a clear plan to keep the workload profitable.
Why do a mock‑up?
A live scene gives feedback that drawings and estimates cannot. You see how light behaves on stone, foliage and water, and the homeowner can request adjustments in real time. This shared experience builds rapport and helps most clients reach a decision within days.
Essential equipment
You will need a low‑voltage transformer, outdoor extension cord, and temporary cable fitted with quick connectors. Pack a small mix of LED spots, floods and path lights, plus basic tools, tape and stakes. A rugged case keeps cords, transformer and fixtures organized. Arrive about forty‑five minutes before sunset, walk the property with the homeowner to identify focal points, then lay cable and place fixtures along the paths where permanent wire will run.
Running the mock‑up
Invite the homeowner out as twilight deepens. Switch on zones one at a time, explaining the role of each fixture. Encourage comments and adjust aim, beam spread or lamp warmth so the client can compare options. Keep the reveal to roughly forty minutes so attention stays focused and the lighting effect remains crisp.
Closing the deal
Before you pack up, present a concise proposal that matches the demonstrated layout. Offer a short‑term incentive, such as a discounted first‑year service plan, to encourage prompt approval. Photograph key views for the written estimate you will send by email, and answer any concerns by adjusting lights while the homeowner watches.
Limitations of a Mock up
A mock‑up requires loading gear, installing, presenting, removing equipment and preparing the proposal onsite or the next day. One experienced designer can handle only five to seven mock‑ups per week, and training new designers to deliver the same quality takes time and really isn't scalable. Do full mock‑ups as you get started in your outdoor lighting business, you'll learn faster and develop your design style and eventually you wont need to do a demo to create an awesome design.
Conclusion
A well‑planned mock‑up transforms theory into an immersive experience that educates you and your client, builds trust and raises close rates. Schedule carefully and you will balance artistry, learning and profitable sales.
