Led.Finance

Led.Finance is dedicated to the idea of making it easier for contractors to sell lighting projects. Our passion is sharing
solutions, techniques, and tools to eliminate the objections, and overcome the barriers
that exist in the energy efficiency marketplace.

How do we do that?

  • Eliminate the upfront cost to the customer (budget objection)
  • Create a cash-flow positive business proposition for the customer (what’s in it for me?)
  • Transfer operational performance risk (what if this doesn’t work?)
  • Provide working capital and bridge financing to help grow your business

Selling LED lighting to commercial accounts is really simple, right? Everyone wants to save energy, right? While that is what we would all hope to be the case, in reality, the majority of lighting retrofit proposals end up in perpetual follow-up mode, and eventually die due to lack of interest from the customer.

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So, what does today’s lighting sales process look like
and how can we improve it?

I think we would all agree that the most common objection that we face is the lack of budget (money), or willingness to use working capital, to pay for a lighting retrofit project, no matter how attractive the ROI. There are just too many other uses for those funds that are more important to the average business owner/manager. So, if your current sales process looks similar to the steps below, perhaps it is time to implement a financing strategy.

  • I would say that 25% of my deals are now going Finance rather than standard invoice. The big advantage to finance (if the project savings honestly save more than the monthly finance amount) is the fact that: #1 they put no money down #2 they create for themselves a monthly cash flow profit #3 they eliminate all maintenance costs during the warranty period #4 even if they have the cash, when they consider #s 1,2 & 3 it sometimes makes more sense to finance and use the cash where there is a bigger advantage for them. Hope this does what you want Thanks

    Art

  • We offer financing on every deal and have now for over two years.  The number one obstacle in selling our jobs is getting to the decision maker.  The second biggest concern is always the initial upfront costs.  We alleviate that concern with our financing options being presented at every job.   We present the customer with three options in our proposal.  I have attached a current proposal for your review. We attempt to inform the customer that by letting us retrofit their lighting, we will make their firm money, whereas in the past, lighting has strictly been an expense. Hope this helps.  If you need anything else, please let me know.

    Jay V. Morris, President

    NegaWatt Partners, LLC

  • As I mentioned to you previously, I now offer financing on every Proposal that I present. I’ve found it to be an easy transition to go from the product and price discussion directly to the lease options so the potential client doesn’t fixate on the price of the project, but rather on its affordability. The main points I convey are: 1. Easily Affordable - The cost of the project on a monthly basis is covered by the energy savings dollars. Typically, they can be in a positive cash flow situation. 2. Small Down Payment - This is perhaps the #1 reason businesses are afraid to retrofit! Cash flow is tough for many small businesses, and if they are shown a way to accomplish the project with very little out-of-pocket money, it allows them to say yes. 3. Tax Benefits- When I explain the first year tax benefits as well as savings it simply sweetens the deal for many customers. When their accountant verifies the Section 179 tax law, it gives us legitimacy as a professional organization. All in all, I find that always offering financing sets me apart from much of my competition. I use the worksheets you provide with the lease calculator to show just how easy it can be to get started saving energy dollars right away. I also explain to them “the cost of doing nothing”, and how they will waste money by not acting in a positive manner NOW! I’ve secured projects due to the fact that the client felt I had the most professional presentation compared to the other contractors they have spoken with. My closing percentages have definitely increased with the offering of financing! Regards,

    Randy

Our Customers

  • I would say that 25% of my deals are now going Finance rather than standard invoice. The big advantage to finance (if the project savings honestly save more than the monthly finance amount) is the fact that: #1 they put no money down #2 they create for themselves a monthly cash flow profit #3 they eliminate all maintenance costs during the warranty period #4 even if they have the cash, when they consider #s 1,2 & 3 it sometimes makes more sense to finance and use the cash where there is a bigger advantage for them. Hope this does what you want Thanks

    Art

  • We offer financing on every deal and have now for over two years.  The number one obstacle in selling our jobs is getting to the decision maker.  The second biggest concern is always the initial upfront costs.  We alleviate that concern with our financing options being presented at every job.   We present the customer with three options in our proposal.  I have attached a current proposal for your review. We attempt to inform the customer that by letting us retrofit their lighting, we will make their firm money, whereas in the past, lighting has strictly been an expense. Hope this helps.  If you need anything else, please let me know.

    Jay V. Morris, President

    NegaWatt Partners, LLC

  • As I mentioned to you previously, I now offer financing on every Proposal that I present. I’ve found it to be an easy transition to go from the product and price discussion directly to the lease options so the potential client doesn’t fixate on the price of the project, but rather on its affordability. The main points I convey are: 1. Easily Affordable - The cost of the project on a monthly basis is covered by the energy savings dollars. Typically, they can be in a positive cash flow situation. 2. Small Down Payment - This is perhaps the #1 reason businesses are afraid to retrofit! Cash flow is tough for many small businesses, and if they are shown a way to accomplish the project with very little out-of-pocket money, it allows them to say yes. 3. Tax Benefits- When I explain the first year tax benefits as well as savings it simply sweetens the deal for many customers. When their accountant verifies the Section 179 tax law, it gives us legitimacy as a professional organization. All in all, I find that always offering financing sets me apart from much of my competition. I use the worksheets you provide with the lease calculator to show just how easy it can be to get started saving energy dollars right away. I also explain to them “the cost of doing nothing”, and how they will waste money by not acting in a positive manner NOW! I’ve secured projects due to the fact that the client felt I had the most professional presentation compared to the other contractors they have spoken with. My closing percentages have definitely increased with the offering of financing! Regards,

    Randy