For retrofit opportunities always keep an eye on how the lighting is controlled currently. Then key in on any known issues and upsell the convenience of lighting control.
i.e. - I was entering a home to scope out the need for adding new distributed audio. I noticed right away that there were 5 levels of control on the wall when entering.
1) Security keypad on top
2) Thermostat and existing volume control at level 2
3) triple gang Lutron Diva dimmers
4) triple gang Lutron Diva dimmers
5) triple gang Lutron Diva dimmers
I pointed out that it was a great example of how the standard way of adding lighting loads ends up creating a mess AND asked how often people click through all the dimmers looking for the right lights. I was told that everyone one did, everytime.
I simply stated that we could put in a system that would give them lighting scenes in addition so that they could avoid 90% of the hunting for lights. 2 days later we got approval on upgrading 50 dimmers and incorporating 9 keypads.
You wont get everyone, but you wont get any if you don’t bring it up.