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Sunday, May 8, 2011

A Surefire Way To Increase Sales

By offering leasing to your customers, you remove the primary objection that most prospects have in acquiring new equipment: having to ask a bank to lend them the money to buy it.

Offering an option to lease will increase your sales by giving your customers a way to take home your equipment now. Imagine a client who has to go through the process of applying for a loan. This requires a few trips to the bank, lots of probing questions about their financial situation and their clients, and much waiting around. Given the difficulties of obtaining a loan, the project is much more likely to wind up on the back burner, and you’ve lost a sale. By offering a leasing option, you can offer your customer a new line of credit. In today’s unpredictable market, this can be extremely valuable to a prospective client.
A leasing option can also make selling larger equipment or multiple pieces of equipment go much more smoothly. Imagine offering your premium model for an extra $50 a month as opposed to an extra $3,000.

By offering a lease option, you will be able to quote a monthly payment during your sales call. It’s much easier for a customer to swallow a payment of $400 per month than an outlay of $15,000, or even a few thousand dollars down. By offering a monthly payment, your customer can focus on the benefits of owning your equipment; namely their increased efficiency, which will in turn save them time and money. You will be able to close the sale by comparing their increased efficiency to the inexpensive cost of leasing your equipment.

Finally, a lease plan can increase the likelihood of repeat business by making it easy for a client to purchase more or trade up their existing equipment. Once the client is satisfied with a lease and familiar with the process, it is much more acceptable to repeat.
Now picture your next sales call. Your client: “Gee, I’d sure love to purchase your Super G model XXVI, but it’s just not feasible with our budget.” You: “Have you ever thought about leasing?” Your client: “Hmmm… Leasing? Tell me more…”