Overcoming Price Objections for HVAC - Foundation Finance

Overcoming Price Objections for HVAC

HVAC contractor

Summer is coming, and for many people, that means new HVAC systems. However, many homeowners can鈥檛 afford the cost of a new system outright. That鈥檚 where you financing partners come in. Learn how to leverage financing鈥檚 best rates and promotions to ensure your customer can get the HVAC system they need to keep their families safe and happy for years to come.

Step 1: Actively Offer Financing.

If your customer doesn鈥檛 know financing is an option, they鈥檙e more likely to balk when they receive a quote for a new HVAC system. Make sure you are clearly advertising that you offer financing as a payment option at every appointment rather than waiting for a customer to ask if you offer it.

Step 2: Find the Right Rate.

Each family鈥檚 finances are different. What works for some will not work for others. Instead of talking about overall cost, discuss the amount your customers would pay as low monthly payments. Use a payment estimator to determine which rates and promos you customers would need to make purchasing their new HVAC unit an obvious choice.

Step 3: Pick a Promo

Contractors and retailers across many different industries use promotions as powerful sales tools to help them sell more while benefiting their customers. Foundation Finance offers promos that can help you attract new customers and close more HVAC sales:

  1. Reduced APRs:

    A reduced interest rate can help customers who are looking to pay their HVAC system off over a longer time frame by saving them from the cost of carrying a high interest rate long term.

  1. Same-As-Cash:

    With same-as-cash promotions, your customer makes a minimum monthly payment during the promotional period, but if the amount financed is paid in full before the end of that promotional period, all accrued interest is waived.

  1. Deferred payments:

    With a deferred payment promotion, you can give your customer a time after their new HVAC system is installed during which no payments are due (usually 3 or 6 months). This can help close sales with people who are waiting on a bonus, tax refund, or other windfall buy today and pay later.

  1. Half-Pay:

    When you sign your customer up for a half-pay promotion, they receive lower payments for the first year. This is a great option for customers who are close to paying off other loans or financial obligations that limit their ability to commit to a full HVAC monthly payment right now.

If you鈥檙e looking for a financing partner for your HVAC business, look no further! Enroll today in the Foundation Finance dealer network. Contact us for more info:聽1-855-241-0024, [email protected].

Note: Use of the terms "Loan," "Lender" and "Borrower" is for ease of reference only. Financings are in the form of retail installment contracts ("RIC").

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