Increase Sales –
Create New Traffic
Adding financing options for your potential customers will increase traffic
and/or leads. Lease customers also become potential repeat customers at the end
of the lease.
Increase Sales –
Increase Deal Size With Soft Costs
Since soft costs can be added to the lease, the solution can be comprehensive by
including these soft cost items, such as software, delivery, installation and
training in the deal. Extended maintenance, service and upgrade (MSU) contracts
may also qualify to be included in the lease
Increase Sales –
Overcome Cost Objections
Selling a payment verses lump sum cost of equipment makes the decision for your
customer much easier. By eliminating sticker shock and allowing your customer to
compare monthly costs to the benefits of your product, he can better appreciate
your products’ value and the important points in your sales presentation.
Increase Sales –
Overcome Capital Budget Objections
It is much easier for a customer to get a monthly payment approved than the
total equipment acquisition cost. Subsidiaries of large corporations or
department managers of small companies have the authority to acquire equipment
they need, but only if it fits within operating budget guidelines. Many managers
decide to acquire needed equipment via leasing because it allows them to have
use of the equipment (which is all they really want) and still work within
operating budget limits. They don't have to go to capital expenditure committees
for approval.
Increase Sales –
Overcome Budget Constraints
Deferred payments, skip payments, step payments, seasonal payments, etc. are
available to enable affording equipment now rather than waiting until the next
budget cycle.
Increase Sales –
Avoid Losing Deals / Maintain Control of the Deal
If you leave
the funding of the deal to the customer’s purchasing department or to the
customer's leasing company, you may simply be creating a sales lead for your
competitor who has or can create a relationship with those funding sources. You
must maintain control.
Increase Profit –
Preserve Margins / Avoid Price Discounts
Lease
customers are less concerned with discounted pricing; more concerned with
monthly payment amounts and their cash flow.
Increase Cash Flow –
Eliminate Collection Headaches
By using an outside finance program, you receive money from the sale right away,
eliminating the hassles of collecting the money yourself. Cash is now available
for other business needs and not tied up in in-house financing.
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