This document discusses why companies should proactively offer financing plans to customers. It argues that offering financing options in addition to cash or credit allows more customers to afford purchases. The document provides a simple example showing that a company leaving 80% of potential business unclosed each month by not offering financing. By including financing plans in proposals, companies can increase closing ratios and capture more of the business opportunities they are currently missing out on each month.

1. Why Proactively Offer Financing Plans?
Options a prospect/customer has to pay for your equipment or software:
1) Cash or check, or
2) Credit card or
3) Equipment/software financing or leasing
Why not offer as many ways for your prospect to pay you? What do you have to lose?
SIMPLE EXAMPLE ON WHAT BUSINESS YOU ARE NOT CLOSING?
Rep Average Transaction Size ($): $25,000
Number of Solid Proposals Issued per Month: 10
Total Potential Closed Business per Month ($): $250,000
Current Estimated Closing Success Ratio: 20%
Business Closed per Month ($): $ 50,000
Business Opportunities Lost per Month ($): $200,000
Why proactively offer financing plans on EVERY proposal you send out?
Increase the Closing Success Ratios. Why are you not closing the other 80% from the example
above? Most prospects are not buying because they perceive that they cannot afford the
solution. Proactively show them how a monthly budget payment is possible. Proactively using
Financing as a Sales Tool helps close more business.