The Revenue Impact of Selling Value

Aug. 19, 2020

Is your sales team focused on selling value over price? Your answer has ramifications for your bottom line.

A six-year survey of office technology buyers and sellers reveals some eye-popping stats about the revenue impact of selling value:
 

  • Customers who lease are 78% more likely to return than customers who purchase technologies outright
  • Customers who acquire a bundled solution with the equipment and at least one other component are 142% more likely to return for the next purchase
  • Customers who acquire a bundled solution with the equipment and at least two other components (services, IT consulting, installation, etc.) are 237% more likely to return for the next purchase
  • Dealers bundling lease and IT consulting services average 163% more monthly recurring revenue than those who don’t
  • Dealers aggressively pursuing subscription, as-a-service, and other monthly recurring revenue service alternatives are 311% more likely be in the consideration set for their major accounts
  • Dealers bringing ideas and insights proactively to major accounts are 215% more likely to earn business

In a challenging environment where most dealers are looking to restore sales, isn’t it time to think bigger? At LEAF, we help office equipment dealers adapt to a changing office technology landscape and offer solutions that reach far beyond customer financing.

To discuss more ways financing can help you drive bigger sales that close faster, fill out the form below, and a dedicated LEAF Account Champion will contact you shortly.