Finance & Businesses

Using Finance as a sales tool

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You may or may not be aware that people do not question monthly payments as much as they do cash prices.

If you are buying a car it is instinct to try and get a better deal on your part ex or the screen price, but do you try and negotiate the monthly HP figures?

Offering finance on your products can protect your margins and increase your sales.

If someone asks for a discount then rather than reducing your margin offer them a monthly option, by spreading the cost over 3, 4 or 5 years it becomes affordable.

If people do not have the budget for an acquisition, they will look elsewhere for a better price or cheaper solution but giving them a monthly figure, it could make the difference to winning the business.

They are also paying for the acquisition whilst they are using it, if there are cost savings associated with your product then it becomes a cost justification sale i.e. ‘How can you afford not to have it?’

They are also deferred payment options (buy now, start the finance when your budget is available), seasonal payments (to reflect when your customer generates income) and stepped payments (increasing / decreasing over the period) that can help your customer get the solution they want / need and be able to pay for it in a way that works for them.

Cost is the number one objection to any sale, by using a finance partner like Ortus you can have overcome many of the cost related objections.

As a society we now pay for so many things monthly, gone are the days when we just financed cars and houses. We now spread the cost of mobiles, sofas even clothes. Why should businesses be any different?

Just by having the line ‘Finance options available’ on your quote you will increase sales, what have you got to lose?

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