Today, many home improvement contractors use Customer Relationship Management (CRM) as well as Configure, Price and Quote (CPQ) programs to present various project levels and the related pricing options. At this point, however, the seamless in-home presentation can become disconnected: the sales representative must switch applications to discuss financing options.
This back and forth separates the project and pricing from financing, making it more difficult for homeowners to clearly understand their choices and make an informed decision.
The best approach is to integrate the financing system with the CRM or CPQ, making it possible to present both seamlessly with various project options and pricing levels.
This in turn will lead to a smoother Customer journey. Sales representatives can now focus on building relationships and addressing homeowner needs, rather than navigating a complicated presentation process and tool.
As a result, Customers may find it easier to understand their borrowing options, making the decision process less stressful, and creating a positive experience before the work begins.
Technically, the integration is made possible through the use of an application programming interface (API). The API acts as an intermediary, allowing applications to exchange data and functionality in a structured and standardized way. The complexity of the process depends on several factors, including what CRM or CPQ tools are used.
Integrated financing solutions are especially beneficial for parent companies, franchisors, and private equity-owned organizations, which often manage multiple brands and locations. These firms can centralize financing offers, maintain consistency across locations or sales channels, and quickly adapt to changing market demands.
With financing seamlessly woven into their CRMs and CPQs, sales representatives can provide instant quotes, pre-qualify Customers, and finalize deals on the spot, increasing conversion rates and boosting Customer satisfaction.
The GreenSky® Loan Program utilizes a proprietary API that enables Merchants to integrate financing into their systems. Many leading home improvement CRM providers are now able to present project and financing options together, simplifying their sales process.
For home improvement Businesses, the ability to present tailored financing options during a sales presentation not only improves the Customer experience, but it ultimately paves the way for frictionless transactions, greater transparency, and enhanced Customer trust.