Use this three-step strategy for stress-free – and profitable – railing discussions with clients.
When people look at a deck, what is the first thing they see? It’s certainly not the footings, or even the deck boards (as much as we hate to admit it). Odds are it’s the railing that catches the eye before anything else. So, why is it railings are so often an afterthought?
The reality is most homeowners don’t think about railing selection until very late in the deck-building process. By that point, they’re likely to be mentally spent from decision making, and their budget’s similarly depleted, leaving little energy or financial resources to put toward this critically important and highly visual aspect of their outdoor living space.
Railings provide the decorative frame to a backyard masterpiece, making them an aspect where homeowners may be more likely to splurge, but only if selections are made before they’ve allocated their budget elsewhere. For the best results — both for your clients and your business — railing selections should be addressed early in the design process, ideally along with the decking as a purposeful pairing.
Simplifying the selection process
Research has shown that when homeowners see railings next to deck boards, it opens their eyes to combinations they may not have otherwise considered. This can, of course, be complicated considering the number of railing options available to today’s consumers. Between metals, composite, vinyl and wood, the offerings are vast and can be overwhelming.
Having plenty of options is a good thing – until it becomes overwhelming. To help cut through the clutter, the design team at Trex developed a simple formula for narrowing down railing choices using three strategic approaches. Coined the “Three Cs,” these pairing techniques focus on coordinating, contrasting or customizing railing selections according to a client’s preferences, level of design confidence and the setting of their outdoor space.
Coordinate
You can never steer a homeowner wrong by suggesting railing in the same shade as their decking – e.g., Trex Transend® railing in Rope Swing paired with Transcend decking in the same color. This creates a cozy, well-coordinated look and is a great approach for risk-averse homeowners.
Contrast
If there’s no perfect match for the decking, or if you’re working with a homeowner who is open to trying something different, consider proposing a contrasting but complementary railing color.
Classic White looks crisp and clean against deep brown and darker grey deck boards and is ideal for highlighting a deck’s design and features. It also exudes a more traditional style aesthetic.
Alternately, Charcoal Black railings provide an appealing visual contrast to lighter decking colors and give a deck a more modern look and feel. Black is also a good color choice for clients looking to showcase their home’s natural surroundings since dark railings tend to blend into the background.
Customise
For design-savvy homeowners looking for something distinctive, let the creative juices flow. Encourage them to mix colors and materials to create a completely customized look that reflects their personal tastes and lifestyle. For example, combining dark aluminum railing and balusters with white composite posts can create a dramatic look that delivers a sophisticated mixture of texture and color.
Find the ideal match for your next decking project
Pairing Trex’s Performance-Engineered™ composite decking with the right railing can elevate any outdoor space – no matter the style or budget. All Trex railing options are built for lasting performance and are backed by warranties ranging from 25-50 years.
As professional deck builders, it’s impossible to expose your clients to every single railing option available to them, but you can make the selection process easier by giving them some direction. A little guidance can go a long way and pay off not only in greater client satisfaction but in higher-margin projects. That’s what you call a perfect pairing!
For more information about Trex decking and railing, visit au.Trex.com.