Meet all of their needs – use vendor finance
It sounds simple doesn’t it? The most successful individuals will not try to “push a sale”, instead they will build relationships, listen to their potential customer’s needs then solve them.
This may involve establishing the problems your equipment will solve, or how it will help their business grow, as well as timescales they are working to, before putting your proposal forwards.
You may have been taught to always ask what their “budget” is. If you ask this, the chances are they will either not answer so you are in the dark, or will give you a figure that is actually lower than they are prepared to spend. Many business owners have learnt to be cynical of sales people, and think you will max out your offering to meet their “budget”.
Does their budget really matter? NO
What matters is that you can demonstrate that your product provides value for money and either savings or a return on investment.
There is no better way to demonstrate this than by enclosing a comprehensive finance illustration to your customers as part of your sales process. By illustrating a monthly or weekly cost, often the equipment ‘pays’ for itself showing a quicker or even immediate return on investment, making cost justification simple!
As well as deciding who to buy from, every customer that purchases from you will also have to decide how to fund their purchase. By giving options you will show that you are addressing all of their needs.
Independent funding allows your customer to retain their cash and any bank facilities in reserve for working capital and general business growth.
If finance is new to you don’t worry. There are many ways that Focus can support your sales. You can be involved as much or as little as you like, but either way you will benefit from:
- Payment in full within 24 hours of installation
- Easy to up-sell better specifications or add-ons when only a few pounds a month more
- Quicker decision times than capital expenditure
- Improve your long term pipeline – customers are more likely to upgrade at the end of the agreement
Keen to get started? If you don’t want to wait to provide finance options for new enquiries, why not re-visit existing quotes which have gone cold and issue a finance quotation. You never know, it could make the difference and if nothing else is a good reason to contact your potential customer again!
We hope this has given you some food for thought. We are not asking you to “sell” our finance products, but want to work with you to enhance your existing sales processes. Used properly, we are confident that vendor finance will increase your sales and wow your customers.
If you would like to discuss the integration of a vendor scheme in more detail please get in touch and we will be pleased to tailor a solution for you.