Best practices playbook: Offer financing with GreenSky®Last updated on 02/23/2022
Overview
Offer financing with GreenSky®
GreenSky® is a simple form of financing that technicians can use to seamlessly offer financing options in ServiceTitan Mobile. When technicians offer GreenSky® financing options, they will no longer need to juggle paperwork, calculate pricing options, or worry about getting all the correct forms signed. Using GreenSky® financing will increase sales and grow revenue for your business.
Business impact
Grow revenue for your business
When technicians use GreenSky® financing, they will increase the average ticket, provide a better customer experience, and overcome customer objections.
Increase average tickets
Offering financing sells more product. Typically, customers will say No to purchasing big ticket items if they feel they are unable to afford them. If financing is always offered, customers will be more likely to say Yes because they feel like the items are affordable.
When items look more affordable, it decreases the sticker shock customers feel and results in a quicker and easier decision process. Customers are able to focus on selecting the financing option that best suits their needs and technicians are able to increase their average tickets.
Provide a better customer experience
GreenSky® financing is flexible and provides a better customer experience. Customers will have the privacy to select their preferred financing option and will be guided through signing all required documentation. Options can be presented with the monthly amount and the actual amount, allowing customers to view all pricing options in detail without having to manually calculate costs.
Overcome customer objections
When technicians do not offer financing, the company loses potential revenue. Technicians can use GreenSky® financing to educate customers on the benefits of the product and the different financing options available to them. When customers are approved for a financing loan, technicians will be able to enter payment immediately and close jobs quickly.
Implementation and training
Use service workflows and tools
Technicians are only as effective as they are trained to be. Using the following service workflows and tools will allow you to collaborate with your technicians and ensure your technicians have the tools they need to effectively offer financing with GreenSky® to customers.
Financing workflow
Technicians will be able to walk customers through the entire loan application process, all within ServiceTitan Mobile. This eliminates having to fill out paperwork. Customers can easily apply for financing in the Mobile app, and they will be given a decision from GreenSky® in seconds. Customers can accept their approved loan immediately and technicians can enter payment and close out jobs quickly.
Train technicians
Set regular training sessions (bi-weekly, bi-monthly, or monthly sessions).
Use training resources to learn more about how to offer financing with GreenSky® to customers. A variety of training resources can be accessed through the Knowledge Base, Academy, or TitanAdvisor.
Knowledge Base
Find documentation related to offering financing with GreenSky® by navigating to Knowledge Base > Mobile Handbook or you can click the following links for more information:
Sign up with GreenSky®: Offer instant financing to eligible customers
How to use GreenSky® Financing in Mobile
Academy
Enroll in financing-related courses by visiting the Academy and searching for Greensky® or click the following links for more information:
GreenSky® Custom Financing for Office Users
GreenSky® Custom Financing for Mobile Users
TitanAdvisor
TitanAdvisor recommends features in ServiceTitan that can help you achieve your business goals. To view recommended financing-related features, go to the navigation bar and click the Rocket icon to open the TitanAdvisor Overview screen. From the side menu, click Selling & Performing Work. For more, see TitanAdvisor overview.
Adoption and performance
Overcome industry challenges
Technicians will often refrain from offering financing with GreenSky® due to four main industry challenges:
GreenSky® financing allows both the technician and the customer the ability to complete the loan application process without having to fill out paperwork or manually calculate costs. Additionally, when technicians offer financing with GreenSky® every time, they will increase the likelihood of selling both big and small ticket items, resulting in increased revenue for the company.
Ensure adoption and track performance
Adoption is an ongoing process. You can track how well technicians are adopting and consistently offering financing with GreenSky® when they are out in the field.
When technicians do not offer financing, the company loses potential revenue. Estimates can be followed up by the Office and by the technician. The Office can track technician performance on the Estimates screen (Search > Estimates) or on the Follow Up screen by viewing Open (Unsold) estimate opportunities. Technicians can track their performance on the Follow Up tab in Mobile by viewing Open (Unsold) estimate opportunities.
Estimates screen (Office)
Follow Up screen (Office)
Follow Up tab (Mobile)
View Open estimates as a second chance to offer financing to customers and sell estimates. Technicians should aim to sell 10% of Open estimates. If the estimate is no longer of use to the customer, the company should dismiss the estimate to ensure the accurate amount of follow up opportunities is captured.
For more information on selling Open opportunities and estimates, see the following links:
Different ways to look up estimates and do estimate follow-ups
Step-by-step: How to follow up on & sell an open estimate
Important note: Some features may not be currently included in your account and additional configuration may be required. Please contact technical support for details.
Disclaimer: Information provided in this article is for informational purposes only and it should not be construed to be legal advice. Information provided in this article may also not constitute the most up-to-date legal or other information. You should not act or refrain from acting on the basis of any information in this article to meet any compliance requirements without seeking independent legal or other professional advice.