Financing isn’t just for banks and big-box stores anymore. These days, offering financing for customers could be the difference between closing a sale or watching it walk away. In this episode, Chris Scoville joins me to talk about how payment options directly impact your bottom line and your customers’ buying power. We’re diving into practical strategies that help your business stay profitable, competitive, and sustainable. This is a unique profit leak, and Chris knows just how to help you stop leaving sales on the table.
What You’ll Learn…
- Why offering financing for customers helps close higher ticket jobs without discounting
- The one thing most contractors forget to ask that costs them sales
- How zero-cost averaging protects your margins when you offer financing
- Why customers are conditioned to expect payment options
- How financing for customers creates upsell opportunities you might be missing
- The simple mindset shift that keeps you from racing to the bottom
- How to build profit into your pricing the right way
Key Moments…
[1:00] Why contractors need to offer financing for customers now more than ever
[5:15] The roof that could have added $2,500 in pure profit
[12:30] Three buyer profiles and what kind of financing each one actually needs
[18:45] The real reason your customers are struggling to qualify
[22:10] How financing for customers impacts your upsells and customer satisfaction
[29:45] Zero-cost averaging explained with an easy-to-understand pricing example
[38:00] What to say when a customer wants a discount for paying cash
Why Contractors Need to Offer Financing for Customers
I hear it all the time: “My customers pay cash.” And maybe on paper that looks true. But what about the ones who didn’t become customers at all? Offering financing for customers gives people a way to say yes, even when the upfront cost feels out of reach. And in today’s economy, they’re expecting it. From furniture to smartphones, financing is how people pay for things now. Your home service business needs to adapt.
The Roof That Could Have Added $2,500 in Pure Profit
Let’s talk about real numbers. If a customer only has $10,000 available, that’s all you’re going to sell them—unless you offer a payment plan. But if you give them the option to finance, they might choose a $15,000 roof with better materials and a stronger warranty. That’s a $5,000 difference, and much of it flows straight to your profit line. You didn’t increase your workload, you just made the job more affordable with financing for customers.
Three Buyer Profiles and What Kind of Financing Each One Actually Needs
Not every customer needs the same financing option. Some are looking for long-term, low monthly payments. Others want promotional loans like 18-month same-as-cash. And then there are those who could qualify for secured loans based on home equity. When you understand these three buyer types, you can tailor your offers—and financing for customers becomes a tool that helps more people say yes.
The Real Reason Your Customers Are Struggling to Qualify
It’s not just about interest rates anymore. Many customers are stacking debt, which throws off their debt-to-income ratios and makes it harder to qualify. Even with good credit scores, this can be a barrier. By understanding how lenders assess applications, you can help set realistic expectations and still provide valuable financing for customers.
How Financing for Customers Impacts Your Upsells and Customer Satisfaction
Here’s what often gets missed—when customers can spread payments out, they’re more likely to upgrade. A better product, a longer warranty, or even an added service plan suddenly feels doable. That means higher tickets for you and better satisfaction for them. Offering financing for customers creates real value, not just for the sale, but for long-term loyalty.
Zero-Cost Averaging Explained with an Easy-to-Understand Pricing Example
Chris introduced a simple way to protect your margins even when offering promotional financing. If you blend the dealer fees across multiple jobs and adjust your pricing accordingly, you can offer multiple plans without taking a hit. This strategy makes financing for customers sustainable and smart.
What to Say When a Customer Wants a Discount for Paying Cash
Instead of dropping your price on the spot, build in a small cushion through zero-cost averaging. Then you can offer a “discount” in exchange for something of value—like referrals, yard signs, or future work. This keeps the sale profitable while still making your customer feel like they got a deal. Financing for customers gives you more flexibility at the table.
About Chris
Chris Scoville is the visionary founder and CEO of Improvifi, a leading provider of innovative financing solutions tailored for the home improvement industry. Under his leadership, Improvifi has transformed from a single-employee startup into a robust platform serving over 5500+ users and 675 contractor clients nationwide, including roofers, remodelers, painters, and deck builders. The company has expanded its offerings to include unsecured, secured, commercial, and business capital solutions, empowering contractors to close more deals and scale their businesses effectively.
Connect with Chris
What Should We Do? How to Win Clients, Double Profits, Grow Your Home Service Sales – Website to get the book
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