These involve several ingredients including:
¨ Identifying the type of lessee: Are they those that need to lease (motivated only by cash consideration e.g. MSMEs or those that want to lease (motivated by other factors apart from cash e.g. large corporate organisations. The approach to the two types of lessee will be different
¨ Knowledge of the lessee’s needs (who, what ,when ,where, and how)
¨ How can products be developed to meet these wants and needs?
¨ Understand the benefits of leasing and how they apply to the lessee’s needs
¨ Providing answers to objections
¨ Structure the lease to meet the needs
¨ Lessee must see you as problem solver
¨ Understand the equipment acquisition process of the lessee
¨ Who are the key decisions makers in the company? How do you reach the decision maker
¨ Product Development
* Products tailored to market in which the lessors has a competitive advantage
* Targeted leasing products based on industries or transaction size
¨ Channels of lease business
* Marketing staff
* Brokers
* Existing customers
* Potential lessee
* Advertising
* Vendors
* Centre of influence
* Every one
* Essentially “Increased awareness and understanding of the benefits of leasing by potential customers will lead to more business for the lessor”
A further breakdown and interpretation of the provisions of the Act will further add impetus to your business. Discover these and more, 08023176691, 08023179048, info@elannigeria.org, elan_nigeria@yahoo.com