Your Bait or Free Offers should be how you acquire the highest number of potential customers with the least amount of effort.

It could be a giveaway for free solar lights, entering into a referral program to earn a lighting package, or simply signing up for a lead magnet in exchange for their email. 

The Front End should be a high-converting offer from $1-$100. Maybe it's a DIY lighting kit or a design consultation

 Middle This falls in the $100-$1000 range. Done For You (DFY) lighting installations, larger kits, and small Gemstone installations

Most likely you majority of your business will be coming from Gemstone installations so the lower rungs of the value ladder may not be as relevant. In that case, I would still encourage you to set up a lead magnet or front-end offer. This could be a free guide on how to best design an outdoor space with lighting or "free + delivery" for basic lights. The key is to generate leads who are looking for lighting solutions.

Pro Tip: Continuity programs aka a monthly subscription or scheduling more work or upgrades will help make your customer worth more over their lifetime (LTV). I understand that lighting installations are typically only a one-time purchase but maximizing what you can do for each customer it will dramatically increase your business.

P.S. If you want to get a free book that lays out the basics of how to set up the frameworks of your business then I would check DotCom Secrets by Russell Brunson.