As we approach the fall season and inch closer to the end of the year, capturing every sale is vital—especially when facing year-end goals. It’s been a challenging spring and summer as the pandemic threw great caution into the marketplace. However, with homeowners experiencing more time in their homes, attempting remodeling projects too large to DIY, and dreaming up new home office additions to enhance their lifestyles—home improvement contractors are rising in demand.
Foundation Finance Company has seen impressive results from dealers who use the following three simple steps to close more sales…
No business has a 100% close rate, especially in a challenging economy. But don’t write off those lost prospects just yet. Instead, follow up with a helpful hook: financing. Only 13% of customers believe a salesperson can understand their needs, especially when it comes to pricing. Affordability is often the reason a customer says no to a sale—whether or not they admit it when walking out the door. Take the time to reconnect with those lost leads and feature a financing promotion perfect for a fall project.
Along with adding sales, follow-up communication can strengthen customer relationships. Check in with your customers a week or two after the sale to find out how everything is going. It’s also a great way to gain customer referrals for future sales.
The fact that you offer financing shouldn’t be a mystery. It’s a benefit that should be marketed. Financing could be the defining factor that brings a prospect to you rather than your competitor. You may also be able to provide financing in a circumstance where another lender couldn’t. Many dealers have shared how gratifying it is to help their customers who didn’t have the ability to get financing somewhere else. So, promote financing often and everywhere!
For its dealer network, Foundation Finance provides free marketing materials including posters, brochures, window clings and email/social media templates. It couldn’t be any easier to promote financing when the marketing pieces are already created and ready to use.
LEAD WITH AFFORDABILITY
Every dealer is challenged with price-sensitive consumers. But honestly, isn’t everyone looking for the best deal or a deal that makes them feel the best? An effective sales strategy is to offer financing in every project discussion and lead with the affordability factor. Present the cost as a monthly payment, such as: “It will cost around $80 a month for the full HVAC install.” Or, “You can upgrade to the premium window package and save more on energy costs for only an additional $20 per month.”
As an FFC dealer you can make those statements because you’re in control of the financing promotion. For the customer, hearing an affordable monthly payment rather than a large price tag creates a more accepting mindset.
Book more fall projects and end the year strong with financing at the top of your sales strategy. While consumers and businesses find more ways to maneuver through this pandemic, you can strengthen your standing in the marketplace. Foundation Finance provides guidance and support for its dealer network at every step, from online enrollment for new dealers…to credit application submission for a prospective sale. Our goal is to help you close sales no matter what the season or economic landscape.