If you are doing mid to large projects and have trouble selling MC, option 2 is to sell them on pre scheduled maintenance visits.
Some clients would rather just pay you as the need you.
Much like a car needs regular scheduled visits, so does their system.
These do not have to be much more than putting the system through it's uses and confirming everything is working and up to date.
We have talked about it here many times, a client calls to complain the BR player is not working, installed a year ago and they have never really used it. We usually think, yea right. But in some cases it could be true. We put a lot of stuff into people's homes because we have told them they need it and some things or even zones may not get used for months or even years.
A regular check up lets you confirm everything is working as it should, even if they have never used it, it will be ready to work for them.
As the system gets older, it gives you the opportunity to suggest upgrades or discuss new technology that can improve their system.
This has become more and more important as more of the things we install all need software or firmware updates.
Depending on the types of remotes you are using, you should also have a battery replacement schedule.