I think it helps if you have work from property managers. Gives you an opportunity to sell conversions, replacements, etc.
Lighting upgrades or lighting maintenence?Who are the customers with the highest turn overs that you are targeting for lighting jobs? Not nationwide stuff all over the place, local businesses in your city. What is your approach, and what are you doing to seal the deal?
On the other side of this, what are you experiencing as far as landing these jobs? The percentage of sales seems much lower than regular electrical work.