Let us help you on sales calls.
Offer on-the-spot financial advice to your customers with a joint call.
For years, Beacon Funding has been accompanying its vendors' sales teams on client calls. Joint calling
combines your equipment expertise with our financial know-how, improving our odds of closing deals.
Historically, lease applications obtained on joint calls have had a significantly higher probability
of resulting in an equipment sale.
Joint Call Benefits
By teaming up with your leasing consultant, not
only do you have the resources to field the questions
your client asks, but you can begin to build upon
your own personal knowledge of leasing. Your clients
will feel important through the increased amount
of individual attention and will be happy getting
to meet face-to-face with representatives from both
the equipment and finance sides of the business.
Working together, we both can learn from each other's
sales presentations and build a general confidence
that will make the working relationship that much
more pleasant and effective.
Setting Up the Call
Setting up a joint call is simple. Most of our lease
consultants can plan around your schedule. If you
have an appointment with a client who you feel would
be interested in leasing, give your lease consultant
a call and plan for them to join you for the meeting.
Often times your best joint call clients are either
existing customers already familiar with both Beacon
and your company, or start-ups, who do not believe
they can qualify for financing. When setting up
an appointment, let your consultants know a little
about the client and their business so they can
pull together all the resources that would help
the visit end in a sale.
While On a Joint Call
While face-to-face with a potential client, you
will discuss as a team the need for equipment and
the options for financing. Your leasing consultant
will usually carry a wide selection of leasing literature
to show a client how flexible and customized a lease
can be. By asking a few simple questions, our leasing
consultants will also be able to provide your client
with an on-the-spot monthly payment estimate. The
client will walk away with knowledge of all the
options available as well as tangible literature
as a reminder of the ease of acquiring the machine
they so desire.
Call Follow Up
After the meeting, your lease consultant will often follow up with your
client in regards to their lease application and, when appropriate,
provide a written lease proposal in an effort to facilitate the closing
of the equipment sale.
Success Story
Recently, on just one joint calling trip with one
individual vendor partner, a Beacon leasing consultant
was successful in procuring six leasing applications
resulting in four closed leases totaling over $350,000
in equipment sales!
The next time you are going out
to see a client, consider inviting your Beacon leasing
consultant.
|