When customers ask for a discount, give them a head start instead. By offering financing with no payments for 90 days, you can give customers a chance to generate revenue with new equipment and software for three full months before making a single payment. It’s like getting money for nothing and it’s a great way to hold the line on price when customers ask for a break.
Everything-as-a-service (XaaS) is hot. Storage, desktops, networks, even entire infrastructures are moving to the cloud. If a businessperson wanted to, he or she could offsite an entire office's worth of technology, which can be hugely convenient and cost-effective.
But it can also be an expensive nightmare, if the relationship goes south.
Every sale is built on trust – trust that the product or service performs as advertised, trust that someone will be around to help if it doesn't. The degree of trust needed depends on the customer's investment, which, depending on the purchase, can amount to far more than the price on the invoice.
Not so long ago, customers didn't seem to mind waiting a few days to finalize the details of a sale – financing, paperwork, delivery scheduling, etc. Or if they did mind, they didn't have much of a choice anyway.
Now they do have a choice. Mobile is here. It's eating the world and changing expectations. It's accelerating the pace of business and decentralizing the place of business. Increasingly, it's the difference between closing sales and losing them.