The phone rings in October and your stomach drops a little, because you know this call is either a booked job or a lead you just handed to the next guy. Most installers wing it. They answer rushed, blurt a price, and wonder why nobody calls back. This Christmas light phone script fixes that, word for word, and it is the same one I teach at every training.
I have been installing Christmas lights professionally since 2014 and run a 43,000+ member installer community. The script below is what the owners who book full calendars actually say on the phone.
Below is every step with the exact words, the one question most installers skip, how to handle price questions, and how to train your team so the script works without you.
Why does the first phone call decide the job?
Every lead you pay for dies on the phone if nobody answers it well. Answer within 3 rings. Smile when you talk, because they can hear it. Never sound like you are in the middle of something else. If you truly cannot pick up, call back within 5 minutes.
The goal of the call is not to sell the job on the phone. The goal is to learn what they want, find out why they want it, and get a written quote with a mock-up in front of them fast. That is the same speed to lead approach laid out in how to quote Christmas lights in under 20 minutes.
What is the exact Christmas light phone script?
Run these eight steps in order on every call. Steps 3 through 5 are where the job gets won, because that is where the customer tells you exactly what to sell them. Ask, then stop talking and listen.
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Open with the magic, then get their name.
"Hi, this is [Your Name] with [Company]. How can we help you with this amazing, magical Christmas season? We want to make this magical. Who do I have the pleasure of speaking with?"
Write their first name down and use it two or three times on the call. If they sound formal, ask if they prefer Mr. or Mrs. -
Ask what they are looking for.
"Sarah, what are you looking for this year? Just the roofline, or are we talking bushes, trees, wreaths, the whole house? What colors are you picturing?"
Do not assume. If she wants red and white candy cane and you quote warm white, you missed. If they are unsure, recommend classic warm white, which is what most customers pick. -
Ask the key question.
"Have you ever had Christmas lights professionally installed?"
This one question tells you how to run the rest of the call. The next section covers both answers. -
Ask when they need them up.
"When do you want these shining? Before Thanksgiving, or is there a certain date?"
A date gives you honest urgency: the schedule fills up in November. -
Find the emotion.
"What is going on this year? Grandkids coming in? Hosting a party?"
Most installers are scared to ask this. Ask it anyway and write the answer down word for word. It is what you close on. -
Get the address and pick the path.
"What is the address? I am pulling your house up right now so I can see exactly what we are working with."
If the roofline is clear from satellite, quote online. If the property is complex, offer two specific times for a walkthrough, like "Tuesday at 3 or Thursday at 5." The online quote vs in-person estimate guide breaks down which to use. -
Anchor the price without quoting it.
"Our packages start at $1,200, and I will send you an exact written price on your actual house."
That one line pre-qualifies the lead without handing anyone a number to shop. -
Promise the quote and confirm the cell number.
"I will text you a mock-up of your house lit up, with three package options, in the next 20 minutes. What is the best cell?"
Then deliver it inside 20 minutes, never longer than an hour.
Why is "have you ever had lights professionally installed" the most important question?
Because the customer answers your hardest sales question for you. A past customer is shopping for a reason, and that reason is the exact objection you have to beat.
If they say yes: ask what they liked about the last company and what they did not like. They will usually say the last company was great, then tell you what went wrong: late install, lights out and nobody came back, never showed up for takedown, impossible to reach. Write it down and promise it will not happen with you. Never talk bad about the other company. Just be the fix.
If they say no: explain what sets you apart. You design it, bring commercial-grade LED lights, install it, fix anything that goes out, take it down, and store it. You are fully insured, so they are not taking the risk on the roof. First timers need more of the picture, so spend longer on how it will feel.
| What they say | What it really means | What you say back |
|---|---|---|
| "The last company was late." | Timing is their fear | "We lock your install date with a deposit, and you get a text the day before." |
| "Some lights went out and nobody came back." | Service is their fear | "Service calls are included all season. You call, we come fix it." |
| "They never took them down until February." | Takedown is their fear | "Takedown is scheduled right after the holidays and included in your price." |
| "They were hard to get on the phone." | Communication is their fear | "You are talking to me right now, and I answer within three rings." |
| "No, never had it done." | They do not know what to expect | "You are going to love this. Here is exactly how it works." |
How do you sell the magic on the phone without giving a price?
You tie the service to what they told you in step 5. Nobody buys linear footage. They buy the feeling of pulling into the driveway on Christmas Eve with the grandkids in the back seat and the whole house glowing like a Hallmark movie.
"Sarah, you said the grandkids are coming in for Christmas. Imagine them pulling in and seeing the whole house lit up. You did not climb one ladder or untangle one strand. We handle everything from start to finish, and all you have to do is enjoy it."
Compliment the house when you pull it up. It builds trust fast and makes the call feel personal. The same questions work in person, as covered in the walkthrough questions that turn estimates into booked jobs.
What do you say when they ask "how much" right away?
Do not give a number before you know what they want. A phone price is a guess, and it becomes the number the next company beats.
"Great question. It depends on how much Christmas you want. Our packages start at $1,200. Give me two minutes on what you are picturing, and I will send you an exact written price on your actual house."
When the written quote goes out, send three packages with the biggest one listed first. It anchors the conversation, and most people pick the middle. End every price in 7, like $1,247, $1,847, and $2,147. The Christmas light installation pricing guide has the full numbers, and the proposal template that closes shows how to lay the packages out. An AI mock-up of their house goes with every quote.
How do you handle objections on the call?
Most objections mean the value is not built yet. Do not argue and do not drop your price. Add value and ask again.
| Objection | What to say |
|---|---|
| "That's more than I expected." | "That covers the lights, install, service calls, takedown, and storage. Want me to show you the smaller package?" Move them down a package. Never discount. |
| "I need to talk to my husband." | "Of course. I will text the mock-up so you can both look at your actual house tonight. Does 6 or 7 work for a quick call with both of you?" |
| "I'm getting three quotes." | "Smart. That is why I send three packages, so you can compare right in the quote." |
| "I'll just do it myself." | "A lot of people start there. We are fully insured, use commercial-grade lights, and you are not on the roof in November." |
For the deeper playbook on price pushback, read how to handle Christmas light price objections. If they want more than you quoted, premium add-ons like wreaths and tree wraps raise the ticket.
How do you close once the quote lands?
Call or text within the hour, walk them through the mock-up, and ask which package they like best. Then stay quiet and let them answer. When they pick one, go straight to scheduling instead of asking if they want to move forward.
"Awesome, Sarah. I have Tuesday the 11th or Friday the 14th open. Which works better? We take a deposit to secure your install date. Card over the phone, or should I text you a link?"
Ask for 30% to 50%, and always frame the deposit as securing their date on the schedule, never as buying materials. The deposit and payment terms guide covers the terms, and how to follow up on quotes that went quiet covers the leads that do not answer. Text beats email and calls, because texts get read. If the customer wants you on site, the kitchen table close finishes the job in person.
How do you train a team to run the phone script?
A script only matters if someone besides the owner can run it. Role play every week in season:
- Pair up with someone you do not normally work with.
- One person plays the customer, one plays the salesperson. Run the whole call, then switch.
- The customer throws every objection in the table above on purpose.
- After each call, name one thing that worked and one thing to say better. Keep it constructive.
- Record real calls and listen back once a week. Did they ask the key question? Did they stop talking after the price?
The hire and train playbook covers the rest of onboarding, and the full 5-step sales process shows where this call fits.
What should you do next?
Print the eight steps and put them next to the phone today. Once calls start booking, make sure the stock is ready: a pro light kit covers your first houses, C9 LED lights and Christmas light clips handle the reorders, and the Christmas light calculator speeds up your quotes. If you want to practice this script live with other installers and get coached on your own calls, join Jason at in-person Christmas light training.
What is the one question you always ask on the phone that closes the most jobs for you?
Related Guides
- How to Quote Christmas Lights in Under 20 Minutes
- Online Quote vs In-Person Estimate
- How to Follow Up on Christmas Light Quotes
Frequently Asked Questions
What should I say when a customer calls for a Christmas light quote?
Open with the magical season line, get their first name, and ask what they are looking for. Then ask if they have ever had lights professionally installed, when they need them up, and who is coming over this year. Get the address and send a written quote with a mock-up of their house in 5 to 20 minutes.
Should I give a Christmas light price over the phone?
No. A live phone price is a guess with no scope attached, and it becomes a number your competitor can beat. Say your packages start at $1,200, then send a written quote with a mock-up and three package options while the customer is still interested.
Why ask if a customer has had Christmas lights professionally installed before?
Because it tells you how to sell them. A past customer will tell you what the last company did wrong, which is the exact objection you need to solve. A first timer needs you to explain the full service and spend more time on how it will feel.
How fast should I send a Christmas light quote after the call?
Within 5 to 20 minutes, and never longer than an hour. Speed to lead is the biggest factor in win rate. The homeowner is still at their phone and has not called anyone else yet.
How much deposit should I ask for on the phone?
Ask for 30% to 50% once they pick a package. Tell them the deposit secures their install date on the schedule. Never say it is to buy materials.
Jason has been installing Christmas lights professionally since 2014, founded ChristmasLightsHQ, and runs a 43,000+ member community of professional installers. Join the conversation in the installer Facebook group.