How do I talk about LiDAR with my customers?

Curious about the best ways to talk about LiDAR with your customers? Check out our scripts below.

You've got the technology. You know it makes your process faster and more accurate. But when you're standing in a homeowner's living room, how do you actually explain what you're about to do with that iPad?

The way you introduce LiDAR affects how customers perceive your entire process. Done well, it builds trust and differentiates you from every other contractor they're getting quotes from. Done poorly—or not at all—it's just a confusing piece of technology that doesn't add value to the conversation.

Here are scripts that work in different situations.

The Quick Introduction

Use this when you want to keep things simple and move into the process without a lengthy explanation.

Starting the walkthrough: "I'm going to use this iPad to scan your home. It uses the same technology that's in self-driving cars to capture exact measurements of every room. Takes about 10-15 minutes, and when I'm done we'll have a complete 3D model of your house."

Homeowner seems busy: "This will just take a few minutes per room. I'm capturing measurements so we can size your system exactly right for your home—not just guess based on square footage."

Homeowner hasn't asked questions: "You'll see me walking through with this iPad. It's measuring your rooms so I can run an accurate load calculation. Way more precise than a tape measure."

The Trust-Building Introduction

Use this when you want to emphasize why your process is different and better than competitors.

Homeowner mentions getting multiple quotes: "One thing that makes our process different—I'm going to scan your home with LiDAR to get exact measurements. Most contractors estimate based on square footage or rules of thumb. We calculate exactly what your home needs based on its actual dimensions, windows, and construction."

Homeowner seems skeptical: "Before I recommend any equipment, I want to show you the data behind it. This scan captures your home's exact layout, and the software calculates precisely how much heating and cooling you need. No guessing, no oversizing just to be safe."

Homeowner asks why you're different: "We use technology to make sure we get it right. This iPad scans your rooms and builds a 3D model. From that, I can calculate your exact load requirements and show you why I'm recommending what I'm recommending. You'll see the numbers, not just take my word for it."

The Technical Explanation

Use this when homeowners are curious, technically minded, or ask follow-up questions.

Homeowner asks how it works: "LiDAR stands for Light Detection and Ranging. The iPad sends out laser pulses and measures how long they take to bounce back. It captures millions of data points and builds an accurate 3D model of your space. Same technology they use in self-driving cars and surveying."

Homeowner is an engineer or detail-oriented: "The scanner captures room dimensions accurate to within an inch. It also maps where all your windows and doors are, which matters because windows are the biggest factor in cooling load. The software then runs a full Manual J calculation using industry-standard methods."

Homeowner asks about accuracy: "It's significantly more accurate than tape measuring. With a tape, you're rounding, you might miss a window dimension, you're writing things down and maybe transcribing wrong. The scan captures everything at once and the measurements are precise."

The Benefit-Focused Introduction

Use this when you want to connect the technology directly to outcomes the homeowner cares about.

Homeowner mentions comfort problems: "Part of figuring out why you're having issues is understanding exactly what your home needs. This scan lets me see every room's dimensions and calculate whether your current system is actually sized right for the space."

Homeowner is concerned about cost: "I want to make sure we don't put in a system that's bigger than you need—that just costs more upfront and wastes energy. The scan helps me calculate exactly what size equipment fits your home."

Homeowner mentions energy bills: "One reason systems use more energy than they should is they're oversized for the home. I'm going to scan your rooms so I can calculate the right size. Properly sized equipment runs more efficiently and costs less to operate."

The Engaging Introduction

Use this when you want to involve the homeowner in the process or when they seem interested in watching.

Homeowner wants to follow along: "Want to see how this works? Watch the screen while I scan—you'll see it building a model of your room in real time. Pretty cool technology."

Kids are present and curious: "This is like a video game scanner. It's measuring your whole house so we can figure out exactly what kind of air conditioner you need."

Homeowner offers to help: "You're welcome to watch. I'll scan each room, and when I'm done I can show you the 3D model of your house. Most people have never seen their home from this angle."

What to Avoid

A few approaches that don't work well:

Don't over-explain unprompted. If the homeowner doesn't ask questions, a 30-second introduction is plenty. Save the detailed explanation for people who want it.

Don't make it about the technology. The scan isn't the point. The accurate recommendation is the point. Keep the focus on the outcome.

Don't apologize for it. "I know this is kind of weird, but..." undermines the professional image. Present it confidently as part of your standard process.

Don't skip the introduction entirely. Walking around someone's home pointing an iPad at their walls without explanation is awkward. A quick sentence or two prevents confusion.

After the Scan

The scan itself is just the beginning. What builds real value is showing homeowners what you captured.

Showing the 3D model: "Here's your home. You can see every room, where all the windows are, the exact dimensions. This is what I'm using to calculate what size system you need."

Presenting the load calculation: "Based on the scan, your home needs X BTUs of cooling. Here's how that breaks down room by room. You can see why I'm recommending this particular system—it matches what your home actually requires."

Differentiating from competitors: "When the other contractors give you quotes, ask them to show you their load calculation. This is what accurate sizing looks like. If they can't show you something similar, they're guessing."

Making It Your Own

These scripts are starting points. The best version is one that sounds like you, fits your personality, and matches how you naturally talk to customers.

Practice a few versions until you find phrasing that feels comfortable. The goal is confident, clear, and brief—then let the technology and results speak for themselves.

Conduit Tech's LiDAR-powered platform gives you the tools and the talking points. Book a demo to see how the scanning and presentation process works.