When vendors and manufacturers get a deal done for customers facing financial limitations, they do more than simply close a deal. They help a customer in a challenging circumstance get the equipment they desperately need to power revenue while establishing the foundation of a long-term relationship. But far too often, they pass on customers with financial obstacles because it’s too much work for too little reward. They may simply feel they don’t have a reliable funding source that delivers confidence of execution when those customers need it most.
That’s a missed opportunity for the vendor and the end-user customer.
Vendors and manufacturers can grow their business by a wide variety of credit circumstances, not just the easy application only or large, established customers. So, when a tougher credit background with a complex story walks into the office, vendors and manufacturers should consider serving their “challenged-credit” customer with a “story” lender.
Here are 5 recommendations for success:
- Take the work of the tougher deal off your desk. Working these deals can take time. They can require more documentation and a deeper look at business issues. An established, reputable story lender understands this and works the financial issues, so you don’t have to. The lender gathers information and sets expectations while freeing the vendor up to work their side of the deal or help the next customer.
- Get the story behind the application. To effectively underwrite and close challenged credits, the lender must make an investment in the story of your customer, before investing in the equipment of their business. The dedication to speak to and learn from the customer behind every opportunity is critical to success.
- Treat every business to a first-class experience. Just because a business may have financial obstacles doesn’t mean they should feel judged, put down or in any way inferior. Most people and businesses have had a few bumps in the road, so freeing the buyer of that derogatory feeling should be a staple of how a challenged credit lender goes to market.
- Leverage the assets. A great challenged credit lender can leverage a customer’s asset base to quickly get the deal done in some really challenging circumstances.
- Trust & Transparency. Vendors should know that upon introducing their customer, their valued relationship will be protected, they will always know where things stand in the process and that they can trust the lender to deliver results in a way that enhances the customer experience.
NFS Leasing: Your most challenging deals…done.
At NFS Leasing, we overcome the financial challenges that stall traditional lending alternatives. In fact, we give you direct access to our experts as an extension of your team to help work with the customer, dig deep for the story/assets and create a solution. If you have an opportunity that needs a funding source willing to go the extra mile and find real solutions, let’s talk.