By John Teder
ICP Training Manager 
     You know how it works. The longer customers take to pay you, the more likely they are not to pay at all. The longer you wait, the more bad debt you wind up holding. 
     And, bad debt is expensive. If a customer stiffs you for $250 and your net profit margin on sales is six per cent, you'll need more than $4,000 in new sales to replace that $250. 

If no one owes you money, you'll never have to worry about getting paid on time. How? Try these two ideas (and stay tuned for two big bonuses at the end):

I know. There's a cost involved. Just think of it as a cost of doing business. It needs to be passed on to your customers. It's a lot cheaper than getting stuck with bad debts. 

Again, I know what you're thinking. Approvals. High interest rates. Just remind yourself: people who buy on credit are used to these issues. For most of them, it's no big deal.

This answer may surprise you. It doesn't matter. Choose the Comfortmaker consumer financing program at this link or work out an arrangement on your own. You might even want to have more than one option available.
     The important point is that you offer financing on every sale. Even if you think the customer won't need financing, offer it anyway. You never know who will want to finance a major purchase.
     Now... the big bonuses.

When you offer financing, you take away a major delaying tactic and reduce the stress associated with making a major purchase decision. Make it easy for the customer to say "yes" on the first sales call. 
 

When homeowners finance a purchase, they're likely to spend more money. Offer every customer three choices, including a premium-featured, higher margin system. You'll be surprised what a difference it makes.

Try it on your next sales call.

Learn more:
Watch John Teder's 3-minute video.

Note: This video and the accompanying summary on this page
should not be considered legal advice, accounting advice
or a guarantee of performance for your business. 

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