Why Every Equipment Seller Must Be Concerned With Financing
There are two parts to every sale you make:
The first is the customer becoming satisfied that your solution will make or save him money.
The second is the best possible financial arrangements for the customer.
In small, entrepreneurial companies cash is a major consideration. These people have a lot of places to put their precious cash other than into equipment (see “Why Lease?”), so they generally need outside help to acquire your equipment or software.
In larger companies, executives must prepare justification studies and face committees, skeptical bosses and budget constraints. Overcoming these roadblocks to an acquisition is often more daunting than simply overcoming cash flow challenges is for a small businessman… But often these same executives can commit to leases.
Because of the “how am I going to pay for it?” factor… you must assume that financing plays a part in the sales process every time.
Should You Offer Financing Alternatives?
Absolutely. Because if you don’t, you risk delays and lost sales.
Shopping for money is confusing. Your customer has to sort out bank loan agreements and lease contracts including comparing a variety of terms and conditions in each. There are issues of down payments, types of leases, restrictive provisions of loan agreements and, of course, comparing prices in an environment where the actual cost is not always readily discernible because of varying rate and fee structures.
So, if you’re not involved in the process, you must sit back and wait while your prospect figures this entire out.
But often what happens is that one of your competitors comes along and says to your prospect, “Why are you putting yourself through all of this? My leasing company can get you financed in one hour and you’ll have my equipment delivered in a day or two.”
Result: A lost sale.
Simply stated, “You Must Control the Financing In Order To Control the Sale.” But, you don’t want to be in the finance business, you just want to sell equipment. So what do you do?
How CFC Leasing Can Help
Working closely with CFC Leasing gives you the benefits of “your own finance company” without the cost and risk. We act as your financial arm, working with your customers to structure the best finance plans for them. We handle the details, leaving your sales and credit people free to get and process more business. Our leases result in a cash sale for you without payment delays or exposure.
Because we work closely with you to custom tailor lease and finance programs for your solutions, your sales people have a targeted closing tool that becomes part of their presentations. Financing is easily handled for the customer and competitors are shut out. Result: More sales with less hassle.
Why Choose CFC Leasing Leasing?
At CFC Leasing, we have a unique understanding of your customer’s internal approval processes. We’ve been there. We know how to help them clear internal hurdles and get to a commitment sooner. And, we keep you posted every step of the way. Furthermore, we pay your invoice as soon as delivery is confirmed. No delays.
Get Started With CFC Leasing
To put us to work for you right away, simply complete our Vendor Information form which provides us with the details on you and on the equipment and/or software you sell. Our CEO Jake Minger will contact you personally to discuss the design of specialized lease programs for you and work with you to implement them. He will provide you with finance information for your sales materials and a supply of Lease Application forms customized with your company name and logo. He will then familiarize your staff with our procedures and be available to work with your sales people and with your clients.
You simply can not get this kind of personal attention from top management anywhere else.
