Smart Home Technology for Electricians: Sell with Confidence

Confidently selling smart home technology

There’s loads to know about the electrical industry – and one person can’t know all of the answers.

Part of establishing an excellent reputation is about having an open mind, and being able to find out the answers for things you’re not too sure about.

A conduit to knowledge, someone might be tempted to say…

When it comes to smart homes, for example, it’s an evolving world – and a huge area of opportunity. 

But different products, different platforms, different capabilities, different ways of achieving what seems like a pretty straightforward outcome. Seems, being the operative word.

Given that it is an evolving world, it provides a challenge for contractors. You’re comfortable rewiring a house, installing lights or connecting an aircon unit, but when a customer asks about automatic brands, whether a garage door can send an alert to your phone, or whether the lighting can turn on automatically when the sun goes down – and whether they can all work together – it can put you on the back foot.

The good news? Being an expert doesn’t mean having all of the answers immediately.

Simon Richardson, Technology Solutions Manager at SAL National and PIXIE, says knowing where to get the right answers is important.

“One of the main challenges with smart home technology is the complexity and confusion around it,” he says.

“It stops people offering it to a customer in case they don’t know how to fix it.”

That hesitation can mean missed opportunities – but having the right people in your corner can help you seize them.

What are you selling? Confidence

When a customer gives you a call, they’re not just after products and labour – they’re buying confidence.

They want to know that what they’re paying for will work, the products that are recommended are reliable and the after-care service solid.

They want to know the recommendation of where to place certain products, and what works with what is reliable. And this is particularly important in the smart home space, as customers often don’t know enough about the category to specify exactly what they want.

But they might know what they want it to do: for example, better control of lighting, or automating different parts of the home.

And this is where Simon believes contractors, supported by their Gemcell wholesaler and suppliers, can come into their own.

How a professional solution can change the conversation

That uncertainty in the market about what is still a new category for many is one of the reasons PIXIE has introduced a service that enables contractors and wholesalers to elevate that smart home conversation.

The process is simple. Contractors can visit their Gemcell wholesaler, and ask to be connected with the PIXIE team – with plans, or even a basic ‘mud map’ of the home or project, along with a bit of information about what customers want, all that is required.

The PIXIE team (real people, by the way, not trained AI agents!) then develops a customised design showing what the system could look like, what the customer will get, and the products that are required.

The complementary service is available for a wide range of projects, including new and existing homes and commercial premises, and Simon believes it helps both wholesalers and contractors provide customers with information they can have confidence in.

Simon says, “Contractors think ‘I don’t have to know it all right now. I can get started, and all I have to do is know how to install a switch or a dimmer, and I can do this.’”

Making it easier for customers to say yes

A good, robust design, plans and proposal can turn uncertainty into certainty, pessimism into optimism, and not sure into a resounding yes.

Because, quite simply, when customers aren’t sure what they’re buying, they’re not going to commit.

“A confused mind never buys,” says Simon.

“You get this document that gives you step by step, this is what you get, this is what you don’t get, this is what every switch is doing, and this is the price to do it.”

That changes the sales conversation considerably – making it easier for wholesalers to sell stock, and contractors to sell solutions.

So far, over the past five years, more than 500 designs have been created, and with a success rate of 80%, it’s clear to see why the company sees value in the service.

For contractors and wholesalers, smart home technology is already a growing component of the day to day – and by seizing the opportunity, you can strengthen reputation and give customers confidence in the services you offer.

Frequently asked questions about smart home technology for electricians