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Many equipment vendors have now realized that, by positioning a finance option to their customers, they not only make the product easier to sell, but more importantly, it becomes easier to buy.
Here are some additional tips that will help in the process selling equipment to grow: --
* Include a monthly payment option for each proposal sent to customers. Do not wait the client has refused capital expenditures.
* Show the client how paying for the system as they use it, they will see an immediate return on investment.
* Connect the monthly finances with monthly savings. Show how the equipment amount actually paid by itself.
* Reduce costs are the lowest common denominator. Show the client what the cost per user per day.
* Do not embark in a discussion of leasing technology. You're there to sell the product. Call your financial partner while on site and they will be able to arrange something to meet customer needs. This flexibility May be the last piece of the puzzle for sale
* Use the Credit Application Form as order signed. By signing this form, in their minds, they bought equipment.
* If you are a reseller offering exactly the same product than your competitor, to use another finance option to further differentiate themselves.
* Working with a broker rather than a funder directly, they are able to offer the same rates, but considerably more flexible options are not limited to a subscriber.
You never lose an order by offering customers a finance option, you're just giving them another way of saying yes!
Mike Boss is the Managing Partner of The Boss Corporation, one of the UK's leading independent provider of IT finance. The Boss Corporation specialise in the provision of IT finance, including Software transactions. They also work with Software Houses and Resellers enabling them to offer a bespoke client financing option.
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