How to Sell Consumer Financing: A Guide for Tree, Lawn, and Landscape Professionals

In today’s competitive market, offering smaller payment options for bigger jobs with customer financing payment plans can be a game-changer for tree, lawn, and landscape businesses. Whether you choose to implement in house customer financing or through a third-party financing company, here’s how to attract additional potential clients, sell higher value jobs, reduce overdue payments, eliminate discounting, and increase your average ticket price. 

What is Consumer Financing 

Consumer financing is a financial arrangement that allows your customers to contract your services on credit and repay the cost over time, typically with interest. This type of financing is widely available and can be used for various purposes, such as emergency tree work, small landscape construction projects, or complete property overhauls. Consumer financing often involves a loan agreement, which outlines the terms of the financing, including the interest rate, repayment schedule, and any associated fees. 

How consumer financing works 

Consumers generally have three choices to obtain credit for lawn, tree, or landscape work: 

1. Credit card financing: A popular option for customers looking to pay for tree care services. Many credit card companies backed by popular banks such as Bank of America or Chase offer flexible payment plans and rewards programs that can make financing mid-range expenses more manageable. While credit card financing can be a convenient way to pay for tree care services, it’s important to be aware of the associated variable interest fees, payment terms, and fees fluctuations. 

1. Equity loans or lines of credit are another option for customers looking to finance larger scale tree care or landscape construction projects. Equity loans are secured by the equity in a homeowner’s property, which typically means lower interest rates compared to unsecured options like credit cards. Companies like Bankrate specialize in secured loans. However, equity loans and lines of credit require homeownership, can be more complex to obtain, and may involve additional fees. 

1. Consumer financing through companies like Wisetack empowers small businesses with the ability to offer premium packages and flexible payment options to their customers. With Wisetack, customers can easily apply for financing and receive a decision in minutes. Wisetack offers a variety of financing options, including fixed-rate loans and revolving lines of credit, to meet the payment plan needs of different customers. By partnering with Wisetack, businesses can increase sales, improve customer satisfaction, and build long-term relationships. 

Consumer financing benefits for lawn care, tree care, land landscape service businesses 

• Offering financing options can significantly boost sales by removing the financial barrier that often prevents potential customers from making a purchase. When customers have the flexibility to spread out the cost of a service over time, they are more likely to choose the best option for their needs rather than settling for the cheapest one. This can lead to increased sales volume and higher average invoice prices, ultimately improving your bottom line. 

• Offer consumer financing and monthly installments to improve your customer experience and build stronger relationships. When customers have the freedom to choose how they pay for your services, they feel more empowered and satisfied. This can lead to increased customer loyalty, repeat business, and positive word-of-mouth referrals. Additionally, offering financing can help you avoid losing sales due to customers’ financial constraints, further improving overall satisfaction. 

• Offering financing can significantly improve your cash position by spreading out payments over time. When customers choose to finance their purchases, you receive the full payment upfront, rather than waiting for installments. This can help you manage your cash flow more effectively, invest in growth, and avoid financial strain. Additionally, financing can reduce the risk of bad debt by providing a more predictable income stream. 

• Offering a well-positioned financing program can give you a significant competitive advantage in your market. By providing customers with flexible payment options, you can differentiate yourself from competitors and attract more business. This can lead to increased market share, higher profitability, and a stronger reputation as a customer-centric company. Additionally, financing can help you retain existing customers by providing them with a valuable benefit that they may not find elsewhere. 

How to Sell Tree Care Services with Consumer Financing

Consumer financing benefits for your customers 

1. Increased purchasing power: Financing allows customers to say “yes” to your services that they might not be able to afford upfront. By spreading out the cost over time, customers can purchase higher-quality items or services that they may have otherwise had to forgo. 

1. Flexible payment options: Consumer financing often provides customers with a range of payment options, such as fixed-term loans or revolving lines of credit. This flexibility allows customers to choose a payment plan that best suit their budget and financial situation. 

1. Improved cash flow: By using financing, customers can avoid depleting their savings or incurring debt on their credit cards. This can help them maintain a healthy financial situation and avoid unnecessary stress. 

1. Potential tax benefits: In some cases, financing may offer tax benefits. For example, interest paid on certain types of loans may be tax-deductible. It’s important to consult with a tax professional to determine if you qualify for any tax benefits. 

1. Enhanced customer experience: Offering financing options can improve the overall customer experience by making it easier for customers to purchase the products or services they want. This can lead to increased customer satisfaction, loyalty, and positive word-of-mouth referrals. 

Effectively communicating financing options 

Tell them about financing. This should be an easy way. The information is available to the customer directly in an estimate or on the web. Those who express concern about their finances should be contacted by phone or by telephone to discuss the situation. The customer has a right to apply for integrated financing from a quick quote. 

• Make financing easy: Arborgold’s seamless integration with Wisetack is a perfect example of a user-friendly experience with customer financing. When your customer applies online, they receive a pre-approval response in under two minutes. Wisetack does the heavy lifting. Inside Arborgold your clients can review their eligible terms and conditions of financing, including interest rates, repayment periods, and any associated fees. Additionally, Wisetack provides excellent customer service and support throughout the financing process to ensure a positive experience. 

• Highlight the Benefits: Clearly articulate the benefits of financing to your customers, such as lower monthly payments or the ability to spread out costs over time. 

• Address Concerns: Be prepared to address any concerns customers may have about financing, such as the credit check process, credit minimum requirements, and/or interest rates. 

• Use Visual Aids: Share informative materials, such as brochures or infographics with your customers, to explain financing options in a clear and concise manner. 

• Train Your Staff: Ensure that your team is knowledgeable about financing options including minimum transaction amount, how they pay fees, and can effectively communicate them to customers. 

Consumer financing benefits for lawn care, tree care, land landscape service businesses

Implementing financing into your sales process 

Offer financing Early: Introduce financing options early in the sales process to avoid sticker shock.  

By presenting financing options early in the sales process, you can help customers overcome the initial shock of the price and focus on the value of the product or service. This can increase the likelihood of closing the deal and prevent customers from feeling pressured to make a quick decision. 

Pre-qualify customers: Use pre-qualification tools to determine a customer’s eligibility for financing before presenting options. 

Pre-qualifying customers allows you to gauge their financial situation and determine if they are likely to be approved for financing. This helps avoid wasting time on customers who may not qualify and ensures that you present financing options only to those who are likely to be approved. 

Provide clear information: Clearly communicate the terms and conditions of financing, including interest rates, repayment periods, and any associated fees. 

Transparency is essential when offering financing. Clearly communicate the terms and conditions of financing, including interest rates, repayment periods, and any associated fees. This will help customers make informed decisions and build trust in your business. 

Address customer concerns: Be prepared to answer any questions customers may have about financing. 

Customers may have concerns about financing, such as credit requirements, interest rates, or the application process. Be prepared to address these concerns and provide clear and informative answers. This will help customers feel more confident in their decision to use financing. 

Overcoming objections 

Resistance from customers: Some customers may be hesitant to use financing. Address their concerns and highlight the benefits. 

It’s common for some customers to be hesitant about using your financing partner. They may have concerns about credit checks, interest rates, or the application process. To address these concerns, be transparent about the financing options you offer and highlight the benefits, such as lower monthly payments, flexible repayment terms, and the ability to purchase higher-quality products or services. 

Integration difficulties: Ensure that your financing partner’s platform integrates seamlessly with your existing systems. 

A smooth integration between your financing partner’s platform and your existing systems is crucial for successful implementation. Ensure that the integration process is efficient and that the two systems can communicate effectively. This will make it easier for your team to manage financing applications and provide a seamless experience for your customers. 

Limited marketing efforts: Promote financing options through your marketing channels to increase awareness. 

To maximize the effectiveness of your financing program, it’s essential to promote it through your marketing channels. This includes your website, social media, email marketing, and in-person promotions. Highlight the benefits of financing and encourage customers to inquire about the options available. By increasing awareness of your financing program, you can attract more customers and drive sales. 

How to sell consumer financing to your tree, lawn, and landscape customers. 

Offering consumer financing can be a powerful tool for growing your tree, lawn, and landscape business. By understanding the benefits of financing, choosing the right partner, and effectively communicating options to your customers, you can increase sales, improve customer satisfaction, and gain a competitive edge in your market.