How to Talk about Financing in Your Sales Process

When discussing financing options with customers, it’s important to approach the conversation with clarity, transparency, and empathy. Here’s how to do it effectively:

1. Understand the Customer’s Needs and Budget

• Listen Actively: Before diving into financing options, understand the customer’s financial situation and what they’re hoping to achieve. Ask open-ended questions to gauge their budget and concerns.
• Understand if your customer needs low monthly payments, or is sensitive to high APRs. For customers that want low monthly payments, they will want to search for terms that are longer, like 7 years and up. If they are sensitive to how much they’ll pay in interest, they’ll want to look for a loan that has a lower APR, and might have a shorter term. 
• Using the Acorn Finance Marketplace, you can have options from 12+ lenders to help the customer find the loan that fits their needs the best. 
• Example of what to say:
  • “We offer financing options that can help you break your total cost into monthly payments. There’s options that help you get a low monthly payment, as well as options with a low APR to help you keep the cost of financing down.”

2. Simplify Complex Information

• Simulate their options with our Calculator 
  • You can easily help your customer view how monthly payments would look under different plans by using the Acorn Finance Payments Calculator located in the Acorn Finance Contractor Portal. Highlight a few different options that they could be qualified for to help them get more comfortable with the project cost. Here’s an example:

3. Highlight the Benefits

• Emphasize how financing can make large projects more affordable by spreading the cost over time. Discuss the flexibility it offers in managing payments.
• Mention successes that previous clients have had using financing. 
• If a customer shows interest in an upgrade, but says it would put them over their predetermined budget, that’s a perfect time to bring up financing as a payment option.
• Example of what to say:
  • “If adding this upgrade puts you over your budget, you should explore financing options to make sure you get what you want. It’s risk free to check for offers since there’s no impact to your credit score if you don’t qualify.”

4. Multiple options could be available

• Compare Options: A benefit of choosing Acorn Finance over other lenders is our ability to provide multiple options from 12+ lenders on our financing marketplace. Customers enjoy comparing options to find the best loan for their projects.
• Example of what to say:
  • “Acorn Finance partners with 12+ of the nation’s top lenders, which gives you choices to explore. You can easily compare rates and terms to find the option that’s right for you.”

5. Follow Up

• Provide Written Estimates: After discussing financing options, provide a detailed written estimate and include a link to your custom Acorn Finance link. If they apply, we’ll send you a notification so you can follow up with them. Customers can also reach out directly to Acorn Finance to talk through any questions they may have.
• Example of what to say:
  • “I’ll follow up with you in a few days after you apply to help you talk through any options. You can also talk with a representative at Acorn Finance by giving them a call.”

By following these steps, you can make the discussion about financing options clear, comfortable, and supportive, which helps build trust and leads to successful customer relationships.

 

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