We’re embarking on the spring season with many homeowners energized for growth and newness. It’s prime time to capitalize on those aspirations! Dealers who are proactive in their sales approach during the high seasons are also likely the ones that survive best in the low seasons. So, brush the winter dust off your pipelines and let’s get to work on closing some spring sales!
Foundation Finance Company has seen impressive results from dealers who use the following three simple steps to initiate new projects and close more sales:
First Step: Follow Up
No business has a 100% close rate. And those sales you lost in the past year…don’t write them off just yet. Instead, follow up with a hook: financing. Did you know…financing can be the single reason your potential customer walked away from the sale? Many salespeople don’t realize it because the customer is too embarrassed to admit it. Now is the time to reconnect with those lost leads and let them know you have an affordable financing plan that can reignite their renovation dreams. Call, email, text or direct mail your message…it’s an empathetic step with powerful potential.
And don’t forget your satisfied customers. Follow up with an idea and a finance plan to expand on their past renovations.
Second Step: Promote Financing
The fact that you offer financing shouldn’t be a mystery. It’s a benefit! Many dealers have noted how gratifying it is to help their customers who didn’t have the ability to get financing somewhere else. Even more than gratifying, it’s a sale. So, promote it often and everywhere. Display window clings and posters around your business location(s), make social media posts, add it to your email messaging, include it in your on-hold messaging and talk about it during every sale. Foundation Finance provides free, customized marketing and promotional materials dealer partners can access anytime.
Third Step: Make It Feel Affordable
This step is so under rated but so important to put into practice. Every dealer is challenged with price sensitive consumers…and you really don’t know what each potential customer can afford, so don’t pre-judge anyone. Present the project cost as a monthly payment. “It will cost around $80 per month for the price of this HVAC install.” Or, “You can upgrade to custom cabinets for only an additional $20 per month.” Presenting the project cost in an affordable payment versus a large number that anyone would automatically cringe at is the simplest way to ease a customer into the sale.
We know that simple isn’t always simple. Foundation Finance provides guidance and support for its dealer network at every step, from the online enrollment to the sales call. Our goal is to help you close sales in spring, summer, winter and fall! Need customized training for your sales staff? Call us! Not part of our network yet? The process takes five minutes or less. Enroll today!
Foundation Finance can help you close more sales. Leverage the power of competitive and convenient financing–every time you call on a customer! Contact us today for more info: 1-855-241-0024, [email protected].
