You've seen it a hundred times: A customer comes in, flustered after an accident. You've walked them through the estimate, explained the repairs needed, and the conversation goes smoothly until you get to that one number: the out-of-pocket cost. Their eyes widen, their shoulders slump, and you can almost hear the gears turning in their head. "I'll have to think about it," they say, and you both know what that really means. It means this job is likely lost, all because of a financial roadblock you couldn't control.
This is a prominent revenue killer in our industry right now. It’s not about the quality of your work or the accuracy of your estimate; it's about the financial gap between what a customer needs and what they can afford right now. The good news? You can close that gap, and when you do, it doesn't just save a single job – it transforms your business. The return on your investment in consumer financing is a lot more powerful than you might think.
Unlocking the "Yes"
Sarah brought her car in last month after an accident. While her insurance covered most of the repairs, she was still responsible for a $1,000 deductible plus an additional $400 for a wheel repair she wanted done. Faced with a $1,400 bill, Sarah felt overwhelmed. She simply could not cover the entire cost at once.
You walked her through your consumer financing option, showing her how that $1,400 could be broken down into manageable monthly payments. The relief on her face was immediate. She scheduled her repair right then and there. You not only secured a job that was on the verge of walking out the door, but you also got her the additional repair work she wanted. This scenario isn't unique; it happens every day in shops across the country.
Financing gives your customers the power to say "yes" when they otherwise would have walked away. By offering flexible payment options, you give them the chance to move forward with the repairs they need, and you get a clear, predictable revenue stream in return. It's a win-win.
Putting Numbers to the Strategy
The anecdotal evidence is compelling, but the data is even stronger. A PMNTS Intelligence report found that 43% of consumers said buy now pay later options influence their choice of merchant. This isn't just about making things a little easier; it's about empowering a customer choose your shop over the one down the street.
Another study found that offering point-of-sale financing can boost your conversion rate by 30%. Imagine what that could do for your bottom line. It's not a matter of selling more services per job, although that happens too, as customers feel more comfortable adding extra repairs when the cost is spread out, it's about converting more of the jobs already coming in. For every three estimates you generate, financing could help you turn one of those lost opportunities into a finished repair. That's a significant and consistent increase in revenue.
Beyond the Payout: The Strategic Edge
While the financial gains are undeniable, the strategic benefits of consumer financing are just as crucial.
First, you build trust. In a stressful situation like a car accident, a shop that offers a simple, dignified solution to a financial problem becomes a hero in the customer's eyes. You're no longer just a business; you're a partner. This enhanced customer satisfaction leads to something priceless: referrals. A satisfied customer who has had a seamless experience will tell their friends and family about your shop. This is a core part of the "self-pay wave" you'll need to catch to stay competitive.
Second, you gain a competitive advantage. While other shops are still operating on a cash or credit-only basis, you're positioned as a forward-thinking, customer-centric leader in your market. You stand out by creating a seamless, modern customer experience and by effectively navigating the customer's journey from estimate to delivery.
Ultimately, consumer financing isn't just about offering another payment method. It's about optimizing your sales process, boosting your revenue, and providing a level of service that makes your shop THE clear choice for your community. It’s a smart investment that pays for itself over and over again.
To learn more about creating a customer experience that stands out, bringing more to your bottom line, and effectively navigating your customer's journey check out our Run My Business series on YouTube, or reach out to your CCC team.
You've seen it a hundred times: A customer comes in, flustered after an accident. You've walked them through the estimate, explained the repairs needed, and the conversation goes smoothly until you get to that one number: the out-of-pocket cost. Their eyes widen, their shoulders slump, and you can almost hear the gears turning in their head. "I'll have to think about it," they say, and you both know what that really means. It means this job is likely lost, all because of a financial roadblock you couldn't control.
This is a prominent revenue killer in our industry right now. It’s not about the quality of your work or the accuracy of your estimate; it's about the financial gap between what a customer needs and what they can afford right now. The good news? You can close that gap, and when you do, it doesn't just save a single job – it transforms your business. The return on your investment in consumer financing is a lot more powerful than you might think.
Unlocking the "Yes"
Sarah brought her car in last month after an accident. While her insurance covered most of the repairs, she was still responsible for a $1,000 deductible plus an additional $400 for a wheel repair she wanted done. Faced with a $1,400 bill, Sarah felt overwhelmed. She simply could not cover the entire cost at once.
You walked her through your consumer financing option, showing her how that $1,400 could be broken down into manageable monthly payments. The relief on her face was immediate. She scheduled her repair right then and there. You not only secured a job that was on the verge of walking out the door, but you also got her the additional repair work she wanted. This scenario isn't unique; it happens every day in shops across the country.
Financing gives your customers the power to say "yes" when they otherwise would have walked away. By offering flexible payment options, you give them the chance to move forward with the repairs they need, and you get a clear, predictable revenue stream in return. It's a win-win.
Putting Numbers to the Strategy
The anecdotal evidence is compelling, but the data is even stronger. A PMNTS Intelligence report found that 43% of consumers said buy now pay later options influence their choice of merchant. This isn't just about making things a little easier; it's about empowering a customer choose your shop over the one down the street.
Another study found that offering point-of-sale financing can boost your conversion rate by 30%. Imagine what that could do for your bottom line. It's not a matter of selling more services per job, although that happens too, as customers feel more comfortable adding extra repairs when the cost is spread out, it's about converting more of the jobs already coming in. For every three estimates you generate, financing could help you turn one of those lost opportunities into a finished repair. That's a significant and consistent increase in revenue.
Beyond the Payout: The Strategic Edge
While the financial gains are undeniable, the strategic benefits of consumer financing are just as crucial.
First, you build trust. In a stressful situation like a car accident, a shop that offers a simple, dignified solution to a financial problem becomes a hero in the customer's eyes. You're no longer just a business; you're a partner. This enhanced customer satisfaction leads to something priceless: referrals. A satisfied customer who has had a seamless experience will tell their friends and family about your shop. This is a core part of the "self-pay wave" you'll need to catch to stay competitive.
Second, you gain a competitive advantage. While other shops are still operating on a cash or credit-only basis, you're positioned as a forward-thinking, customer-centric leader in your market. You stand out by creating a seamless, modern customer experience and by effectively navigating the customer's journey from estimate to delivery.
Ultimately, consumer financing isn't just about offering another payment method. It's about optimizing your sales process, boosting your revenue, and providing a level of service that makes your shop THE clear choice for your community. It’s a smart investment that pays for itself over and over again.
To learn more about creating a customer experience that stands out, bringing more to your bottom line, and effectively navigating your customer's journey check out our Run My Business series on YouTube, or reach out to your CCC team.
