For many contractors, holiday lighting conversations with existing customers begin in August and September. By October, it’s time to turn those conversations into projects, get work on the calendar and make sure you’re ready for the installation season.

Homeowners and businesses are beginning to think about how they want their properties to look for the holidays, and contractors who offer professional holiday lighting have an opportunity to get ahead of the rush.

As Ewing’s National Outdoor Living Category Manager, I work with contractors on ways to grow their outdoor living businesses and make the most of seasonal opportunities. Holiday lighting is one area where getting an early start can make a real difference.

If you haven’t started talking with customers yet, October is the time to get moving. Waiting until November can leave you trying to fit too many installations into a few short weeks.

Get Your Schedule Moving

The first place I’d look for holiday lighting business is your existing customer base. If someone already trusts you with their property, they’re a natural customer to approach about another service.

Reach out early and show them what you can offer. A few photos of past installations can go a long way when you're talking through ideas.

Getting those first jobs on the calendar in October also helps spread your workload. Instead of trying to install everything at once, you can build a schedule that works for your crew and other projects.

Know What Each Job Requires

Holiday lighting can look simple from the street, but every property presents something different.

Before you price a job, take a good look at what the project will require. Understanding the scope of the work upfront can help you plan your materials, equipment, and crew needs before installation begins.

A larger home or commercial property may also require additional equipment. Then look at the products. Lights are only part of the job. You may need clips, wire, timers, extension cords, and other accessories to complete the installation.

Starting by October gives you time to figure all of that out before your crews are busy. It also gives you a chance to order products and avoid making last-minute trips for something you should have had on hand.

Know Your Numbers

Before you start booking jobs, make sure you know what the project is going to cost you and what you need to charge to make it profitable.

Start with the property. The structure, roofing, landscaping, access points and available power can all affect the time and materials required. Identify outlet locations and other power considerations before you build your estimate.

Then factor in more than the cost of the lights. Labor, equipment, extension cords, timers, other materials, removal and storage can all affect your margins. Make sure your labor rate accounts for payroll costs, equipment and overhead, not just what you pay your crew.

Finally, review your pricing every season. Product costs, labor and other expenses can change from year to year, so don’t assume last year’s numbers will work this year. Knowing your costs and estimating installation and removal time accurately can help you price jobs with confidence and protect your profitability.

Give Customers Options

Not every customer wants the same holiday lighting package. In many cases, contractors prefer to provide the lighting themselves rather than install customer-owned products. That gives you more control over the quality and performance of the installation and can help avoid callbacks caused by unknown or low-quality products.

You can also build storage into your service for customers who don’t want to find space for their lights after the holidays. Think about what works best for your business and what your customers are asking for, then have those options figured out before the season gets busy. That makes it easier to explain your services and price for each job.

I’d also talk about takedown when you sell the installation. Knowing when customers want their lights removed helps you plan the work on the back end and keeps your crews productive after the holidays.

Don’t Forget About Referrals

Holiday lighting has one advantage that a lot of other services don't: people can see the finished work.

A good installation can get noticed by neighbors, friends and other businesses. That can lead to a conversation about who did the work and, eventually, another customer.

That’s another reason I like starting with existing customers. You’re not only creating another job for your business; you’re putting your work in front of potential customers throughout the community.

Get Ready for the Season

By October, the goal is to have your holiday lighting work moving. Your customers should know what you’re offering, your projects should be on the calendar, and you should have a good idea of what products, equipment and labor you’ll need.

The more you can get done now, the easier it will be to manage your schedule when installations pick up. Take the time to review your projects, order the products you need and make sure your crew is ready for the season.

If you’re looking for help planning your holiday lighting business, Ewing has resources to help you prepare for the season, from products and installation supplies to planning and pricing.

Visit the Ewing Holiday Lighting Planning Hub to get ready for the season, including your free Holiday Lighting Installation Guide.