Best case scenario for a project estimate: you show up, create an estimate, the customer is happy and signs on the dotted line. However, it’s not uncommon for an estimate to veer off course because of price, options, or time. Let’s discuss these objections below and go over some ways you can leverage your partnership with Foundation Finance to keep your sale on track.
Price
Many home improvement projects involve a large up-front cost that can eat into savings. Some customers opt to use credit cards, which incur a large interest rate, to cover costs. Others may choose to leverage their home’s equity to improve their property, but this could force them into less favorable mortgage terms.
The solution:
Foundation Finance dealers can offer customers an affordable way to pay for home improvements and renovation projects. Offer to prequalify your customer for a quick, easy, risk-free way to see if your customer qualifies for a more competitive interest rate.* We offer approvals for customers with A-D credit, allowing you to offer more of your customers low monthly payments.
Time
Some homeowners would rather take some time to “think about it” or discuss the decision with their spouse rather than deciding to move forward right now. This is a perfectly normal response, but can be a deal-killer if you aren’t proactive.
The solution:
Consider using one of Foundation Finance’s special promotions to create a sense of urgency for the sale. Offer new customers a deferred payment plan or half-pay option if they finalize their sale within a certain time frame. This will give them a reason to reach back out to you and encourage them to make their decision within the given time.
Options
Getting multiple quotes is a smart consumer strategy, but too often a customer will thank you for your estimate, let you know that they’re going to get a few more options and let you know if they choose to move forward with your quote.
The solution:
Give your customer options to what their project cost and time frame could look like with and without upgrades. Use the payment estimator to break both of those estimates into low monthly payments. Demonstrate how you can keep their monthly payment low by adjusting the term length up to 240 months, giving them plenty of time to pay off their home project without causing strain on their budget.
Offering financing though Foundation Finance gives you access to tools and programs that help close sales. Brush up on how it works here.
Interested in other ways Foundation Finance can help you close your next sale? Contact us for more info: 1-855-241-0024, [email protected].
You can build on us. Enroll in the Foundation Finance dealer network today.
*Upon our receipt of the customer’s completed credit application and signed financing documents a hard inquiry on the customer’s credit (that may affect the customer’s credit score) will occur.
