The One Thing That Could Be Killing Your Deals

posted by Jackie Schmid on Monday, May 18, 2015 in Unified Communications and IT Blog

The IT companies going head-to-head with OnPar Technology learned a valuable lesson: Meeting a customer’s financial shouldn’t take a back seat to meeting their technology needs.

Today, most Solution Providers only bring a finance option to the table if their customer asks for it. What OnPar is doing gives the customer the solution that they need and not just what they can afford at that moment. It wouldn’t be surprising if you offered a cash option and then watched the customer look through the proposal and tell you all of the things they didn’t need – whittling down the total transaction size, not to mention any margin that you had on the equipment. It just isn’t a profitable model.

 

OnPar will tell you that they won this deal because they went to the customer with finance options, and her competitors didn’t. (Download the case study below.) So I ask you, how many deals over the years have you left on the table because there wasn’t a finance option in there?

 

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About The Author

Jackie Schmid is the Director of Strategic Marketing of the Unified Communications & IT Group at GreatAmerica Financial Services located in Cedar Rapids, Iowa. Jackie is responsible for building brand awareness and gaining strategic relationships through creative marketing. Prior to joining GreatAmerica, Jackie worked in the TV News industry as a producer and executive producer at the local CBS and FOX stations where she helped shape the programs delivered to the market. Jackie’s finance career began in 2011 when she joined GreatAmerica to support the sales team serving the Office Equipment space.

  1. case study
  2. financing
  3. sales
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