Why Financing is the Most Powerful Tool in Your Sales Process

Most contractors know they should be offering financing. In this episode, Jonathan and John break down why it's the most powerful tool in your sales process, and exactly how to use it.The average home improvement job is $14,000. The median household savings account has $8,000. They walk through the math, the mindset, and the exact three-option pricing structure that makes payment options the default, not a backup plan. They also cover why offering cash discounts is one of the fastest ways to tank your close rate, and what to do instead.Here is what you will get from this episode:•Why the median household can't comfortably write a $14,000 check•How to present payment options without ever leading with the total price•The three-option pricing structure that closes more deals•What happens to your close rate the moment you allow cash discounts•How to get started with financing today if you're not offering it yetStop leading with price. Start leading with payment options.Key Takeaways: 00:00 Intro01:12 The One Thing Every $100M Home Improvement Company Has in Common03:56 Never Say the Word "Financing" in Front of a Customer — Here's Why 08:22 The Real Reason Customers Say "I Need to Think About It" 11:52 How to Turn a $14,000 Price Tag Into an Easy Monthly Yes 14:46 Present These 3 Options and Watch Your Close Rate Climb 18:44 Why Giving Cash Discounts Is Slowly Killing Your Business 23:24 How to Handle the Customer Who Asks for the Total Price 25:28 The Hidden Remarketing Strategy Hiding Inside Your Finance Reports 30:50 How to Get Started With Financing This Week — Step by Step 35:10 Why Removing Cash Discounts Jumped Their Finance Rate From 35% to 78% 40:00 Final ThoughtsAdditional Links & Resources:Presentation Link: Why Financing is the Most Important Tool in Our Sales Process🔥 Watch our FREE on-demand webinar: HERE⚡ Learn more about us: https://www.builderprime.com/ 📱 Connect with us on social media:Facebook: https://www.facebook.com/builderprime/LinkedIn: https://www.linkedin.com/company/builderprime/ Jonathan’s LinkedIn: https://www.linkedin.com/in/jonathanweinberg/ John’s LinkedIn: https://www.linkedin.com/in/john-kolbaska-a271a757/ Instagram: https://www.instagram.com/builderprimecrm/ —Build to Win is a podcast for contractors where we give you the tools to grow your home improvement business. Follow us wherever you listen to your podcasts!