The One Thing That Could Be Killing Your Deals
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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- case study