A couple of weeks ago I sent, as part of this newsletter, a bullet point listing of some of our value propositions.
I had several comments regarding that particular newsletter. How does that work? I didn't know you did that. Do other companies do that or is that just something P&L does? After I answered the questions from the brokers, the response was always something along the line of -wow, I didn't know that.

Why do I bring this up? Why is this a newsletter topic? Because, I know that none of these value propositions came up until we listened to prospects.

Objection: I don't like FMV because I get billed renewals if I'm a day late.
Answer: I will send you a letter listing the assets 120 days in advance of the lease end.

Objection: If I lease 50 machines, and want to keep some of them, I don't want to get billed for all of them
Answer: Fine, pick and choose your returns. We won't bill all or none.

Objection: I don't want to keep the original boxes and packaging
Answer: you don't have to.

I recently had a broker ask me for a listing of the things P&L does better than DELL Financial. I can't provide that. "Better" is in the eye of the beholder-the end user. Not you or I. I would much rather get a question like; "Here is the situation, they currently lease through HP and are frustrated with returns. What have you done in the past with this type of scenario?" Then go over the process and come up with something that will help the end user.

I could go on and on. Here is my point again. These value adds were not a result of people at P&L sitting around trying to think of ways to penetrate the market. They are the result of listening to prospects over the past 12 years and coming up with solutions that matter to them.

Each deal brings us another process, another way to do things. It only matters if the prospect thinks they are good. The challenge becomes, how do I relate this to my prospect base? How do you know the better way to help your prospect? You simply ask them what their pain is, and solve it. .

Our Niche: Desktops, Laptops, Monitors, some Servers for companies who need to rotate, or are already rotating every 2-3 years.

To subscribe to the newsletter, email me: tim@plcapital.com