If there’s one word everyone’s using now, it’s uncertainty. Especially businesses – equipment dealers across the country tell us that 62% of their small business customers are hesitant due to volatility around tariffs.

But what if that uncertainty could be turned around to create urgency instead of hesitation? It starts with a deeper understanding of what’s really bothering your customers.

What Your Customers Are Worried About Now

If you ask customers what’s making them hesitate now, they’ll probably just say “tariffs” and leave it at that. And while that’s basically true, it’s not all that useful for a dealer looking to move the needle. So we dug a little deeper to find out the specific factors driving concern around tariffs.

According to a recent study,^* here’s what customers like yours have on their minds right now:

• Cash flow concerns: 87% worry about depleting working capital
• ROI uncertainty: 73% question if the price premium erodes their return
• The average margin per sale of a bundled solution between traditional office technology and non-traditional office technology solutions is 36% higher than traditional office device leases alone 
• Competitive pressure: 68% fear their own competitors will get better deals by waiting
• Financing complexity: 54% believe high-cost equipment requires more complicated financing

That’s a lot to be up against as an equipment dealer. But the good news is this: properly positioned financing solutions can overcome these objections 78% of the time.

But what does “properly positioned” mean? The main takeaway is that, in today’s environment, it’s important to address customer hesitation head on. Yes, there’s a good reason to hesitate – but there are better reasons to act now.

The Power of Buy Now

It’s often surprising how many of your customers understand what opportunity costs are but don’t apply them to their own situations. Take tariffs – while waiting for more clarity can seem like a great idea, research^* says there’s a cost to hitting pause on critical equipment needs:

• Small businesses delaying equipment upgrades lose an average of $4,300 per month in productivity
• Companies that invest during uncertainty gain 11% market share within 18 months
• New equipment with 15%+ productivity improvements achieves positive ROI within 12-18 months, even with 30% tariff premiums
• Efficient equipment reduces labor costs by an average of 22%, offsetting tariff impacts
• Emergency repairs on aging equipment cost $12,000-$18,000 annually – typically 60-80% more than payments on new equipment

While the specifics will vary from customer to customer, the point is this: waiting is not without risk. The question now is what you can do to help customers avoid those risks, while driving larger, easier sales across all economic conditions.

How LEAF Helps Dealers Transform Tariff Challenges Into Sales Opportunities

From customized payment structures to bundled financing, LEAF gives dealers more of the tools they need to start and sustain profitable sales conversations.

Here’s how our dealers have increased close rates by 32% against tariff volatility using options like step-up and skip payments, 100% equipment/software/service financing, and more:

• Leading with monthly payments instead of purchase price
  Sample sales talking point: "This $2,100/month investment generates an estimated $3,400 in monthly productivity gains."
• Emphasizing the tariff-protection benefit
  Sample sales talking point: "This financing locks in today's terms, protecting you from potential future tariff increases."
• Creating urgency through limited-time financing promotions
  Sample sales talking point: "Our 60-day 0% financing program offsets the tariff premium entirely in the first year."
• Selling the productivity timeline advantage
  Sample sales talking point: "While your competitors debate purchases, you'll have six months of increased production capacity."

Your Next Steps

While your competitors focus on explaining price increases, LEAF can help position you as the solution provider who helps customers navigate market volatility with strategic financing.

If you’re ready to turn tariff uncertainty into sales urgency, here’s how to get started now:

1. Schedule a LEAF Dealer Program training session for your sales team to master financing-based selling techniques
2. Implement our digital financing tools on your website and in-store displays to shift customer focus from price to affordability
3. Partner with our marketing team to develop tariff-specific campaigns that emphasize the cost of waiting
4. Leverage our dealer portal for instant quotes, applications, and approvals that remove financing friction from the sales process

Drive larger sales that close faster in all economic conditions with LEAF.