For Referral Partners on American Capital Group Blog

Navigating Equipment Financing: Insights for Overcoming Sales Challenges

Wed, 20 Mar 2024 09:29:00 +0000

In the dynamic world of equipment sales, navigating the intricate landscape of financing poses significant challenges. Recent dialogues with equipment sellers and dealers shed light on a recurring obstacle: customers delaying purchases in anticipation of interest rate reductions. However, behind these challenges lie valuable insights and strategies to empower sellers and dealers in overcoming these hurdles.

In the wake of the COVID-19 pandemic shutdown, the world of business in the immediate future is destined to be very different from what was once normal.

Sell with Section 179

Mon, 02 Oct 2023 17:00:14 +0000

The objective of the Section 179 tax deduction is to incentivize companies to buy equipment to help their business and ensure that small businesses can be successful. Informing customers of the benefits during your sales conversation can become a great tool for you to incentivize your customers to make a purchase now.

In the wake of the COVID-19 pandemic shutdown, the world of business in the immediate future is destined to be very different from what was once normal.

Why a Financing Partner is Good for your Customers

Wed, 06 Jul 2022 12:25:36 +0000

Having a financing partner has many great benefits for customers and equipment sellers, as it gives a broader range of opportunities for sellers to close deals when customers feel they don’t have the cash to confidently make a purchase.

Customers are often unaware that they have other purchasing options outside of using their credit lines or cash reserve. Mentioning equipment financing to your customer is a great way to remind them that they can still get what they want and do it affordably. Therefore, it’s a great idea to discuss equipment financing when talking about the price of the equipment. By spreading the cost into smaller monthly payments, the customer will be able to visualize how they can budget the expense in, rather than seeing it as spending a good chunk of their cash reserve. It also addresses any financial concerns before they arise and gives your customer a solution to their needs, which can deepen their relationship with you and result in an increased likelihood of a sale.

Why B2B Promotions Are Good for Business

Tue, 06 Oct 2020 09:22:19 +0000

As most veteran sales people know, you and your company’s business to business relationships are important to your success. Yet, often sales people are unaware or do not utilize promotions offered by these B2B partners. Besides the obvious benefits of promotions, like saving or making money, being aware of promotions happening with your B2B partners can help push forward your own business, even when you’re not the one running it. Here are a few reasons why you should consider utilizing your B2B promotions.

Why Financing is Just as Good, If Not Better Than, Cash

Tue, 22 Sep 2020 07:16:17 +0000

If “cash is king” and a customer has the cash to buy a new piece of equipment, why would they opt for financing it? Why would needing a loan be better than getting paid cash upfront? It can actually be very good business sense for the customer to finance a large fixed asset like a new truck or machinery instead of using their available cash. Here’s why a customer who pays with financing for large equipment purchases is just as good as one who pays in cash.

Why Your Website Should Promote Financing

Mon, 24 Aug 2020 11:15:53 +0000

You may be hesitant to promote financing on the web pages for equipment that you sell, but promoting financing options is actually a goodthing, because it helps expedite the sales process. Here are three reasons why your website should promote financing options.

1. Small business owners are strapped for time and are looking for “one stop shop” solutions when researching equipment.

Most small business owners browsing equipment on your website are busy people who are already overwhelmed with information. They want to find product specs, capacity, cost, servicing plans, and other important information that helps guide their purchasing decisions. Choosing to finance equipment purchases over paying in cash is a common business decision to prevent cash flow from constricting, take advantage low monthly payments, and other reasons. Your website could likely be the only place that they’re going to look once they decide they really want to buy that equipment.

Does Equipment Leasing Actually Save the Customer Money?

Thu, 06 Aug 2020 09:06:19 +0000

When you’re selling equipment, one of the questions your customers might have is whether they would be better off leasing the equipment instead. In several cases, an equipment lease would definitely be the right choice, as leasing equipment can be a tax write-off and can allow for more frequent upgrades. But there are also times when a lease isn’t going to make as much financial sense. It’s important for you to be able to talk to your customers about this, so they know their options and can make an informed decision.

Why You Shouldn’t Depend on Your Customer to Find Their Own Financing

Thu, 25 Jun 2020 07:00:32 +0000

Customers often say they’ll find their own financing, and some of them already have options lined up, but most customers won’t. They won’t be sure who to turn to, and that could lead them into loans that have bad terms or that don’t give them the flexibility and buying power they really need. You can help, by steering customers toward a trusted direct lender and not encouraging them to find their own financing.

What to Share with First Time Leasing Customers

Tue, 09 Jun 2020 15:06:29 +0000

First time leasing customers will have questions about their options, and you want to be able to answer them. But how much should you share, and how much should you leave for the leasing company. Since you’re the equipment seller and not the financing company, you might not have all the answers to your customer’s questions, either. You don’t want to give potential customers incorrect information, as that could cause them to buy or lease from someone else if they feel they can’t trust you.

How to Offer Equipment Financing to Your Customers

Thu, 23 Apr 2020 07:00:43 +0000

Offering equipment financing to your customers is a great way to increase the average order size. It’s also an excellent way to drive more sales. The reasons behind that are simple: when people have more payment options, browsers are more likely to become buyers. Those browsers can afford their purchases more easily, and will decide to buy now instead of waiting.

But what’s the right way to offer equipment financing to your customers? Here’s what to consider.

Overcoming Cash Flow Concerns with Your Customers

Mon, 30 Mar 2020 14:38:23 +0000

What does it really mean when your customers say, “I can’t afford it”? Besides the probability that your customer may not have the money to make large purchases outright, the statement likely comes from a place of concern for their cash flow.

Dig Deeper.

Why isn’t their cash flow performing where they want? Finding out the real reasons your customer doesn’t want to purchase will help you find the best solution for them. Ask the question. Don’t give your customer an out, but if your customer tells you they can’t afford your product, ask them if it’s because of cash flow concerns. It’s natural to respond with a solution when the customer tells you their issues, making your advice appropriate to their situation. If they answer is yes, you can advise them on the talk points below. If the answer is no, they’ll likely correct you by telling you the issue, which is the goal.

4 Tips to Help You Sell Better

Wed, 11 Mar 2020 07:00:17 +0000

4 Tips to Help You Sell Better

You already know the basics, so here’s a few tips to add to your arsenal.

1. Assume

Assume that the customer is in need of your service or product. At a minimum, your customer is talking to you because they’re interested. Customers often say they are putting off a purchase when they are actually in the search stage of satisfying their need. Stay in close touch with them and make the benefits of purchasing clear.

How American Capital’s Payment Calculator Can Help You Close More Deals

Fri, 14 Feb 2020 19:37:12 +0000

Having the numbers is always in your favor. Neither you nor the customer are a fan of the unknown, and American Capital’s payment calculator is meant to be your tool in painting a very nice and realistic picture for your customers.

Once you’ve suggested financing with a direct lender like ACG to entice your customer to purchase from you, don’t stop there.

American Capital’s Payment Calculator is very simple to use. Just enter the dollar amount of the equipment they’re looking to buy, and monthly payments will show based on term lengths.

Use Financing to Close More Deals

Fri, 14 Feb 2020 19:35:43 +0000

So long to the objection of “I don’t have enough cash.” Equipment financing is your tool in closing sales when customers feel they don’t have the cash to confidently make a purchase.

Sometimes customers forget that there are other ways to purchase outside of using their current line of credit or cash reserve. Offering equipment financing to your customer is a great way to remind them that they can still get what they want and do it affordably. By spreading the cost into smaller monthly payments, the customer will be able to visualize how they can budget the expense in, rather than seeing it as spending a good chunk of their cash reserve.

Mistakes Sales Rep Make

Thu, 13 Feb 2020 23:59:39 +0000

Mistakes Sales Reps Make

Even the most experienced of sales reps need a reminder of how to stay on their game. Steering clear of these three behaviors will keep you successful in sales.

Mistake #1: Not replenishing leads

When you’ve got a lot of active deals, it’s easy to forget that you still need to fill your pipeline for the future. Exhausting your past or current leads may put you in a rough spot, which is why it’s important to regularly prospect for new leads. Set aside a window of time a couple of days a week to give yourself the opportunity to build relationships with prospective clients. Turn this into a habit to ensure your well never runs dry.

For Referral Partners on American Capital Group Blog

Navigating Equipment Financing: Insights for Overcoming Sales Challenges

Sell with Section 179

Why a Financing Partner is Good for your Customers

Why B2B Promotions Are Good for Business

Why Financing is Just as Good, If Not Better Than, Cash

Why Your Website Should Promote Financing

1. Small business owners are strapped for time and are looking for “one stop shop” solutions when researching equipment.

Does Equipment Leasing Actually Save the Customer Money?

Why You Shouldn’t Depend on Your Customer to Find Their Own Financing

What to Share with First Time Leasing Customers

How to Offer Equipment Financing to Your Customers

Overcoming Cash Flow Concerns with Your Customers

Dig Deeper.

4 Tips to Help You Sell Better

4 Tips to Help You Sell Better

4 Tips to Help You Sell Better

How American Capital’s Payment Calculator Can Help You Close More Deals

Use Financing to Close More Deals

Mistakes Sales Rep Make

Mistakes Sales Reps Make

How to Offer Equipment Financing to Your Customers