In my last post I talked about using Section 179 to sell more equipment, and focused on the fact that many business owners simply aren’t aware that Section 179 even exists. Let’s take that one step further and talk about a few specific strategies that can help equipment sellers sell more using Section 179.
#1 – Make Your Buyers Aware of Section 179
The first step is to make buyers aware that Section 179 exists. This can be in the form of website articles, blog posts, newsletter blurbs, Facebook posts, or similar. You need not even research or write in depth articles – a quick Facebook post with a link to a Section 179 informational site will work fine (simply search Google for Section 179 – you’ll have good informational websites within the first three results).
The bottom line is to start talking about it in your social media / blog / newsletter / other marketing.
#2 – Get Your Salespeople to Start Talking about Section 179
If you have salespeople, and they aren’t talking about Section 179 with every prospect, then listen up, because I’m about to make your next sales meeting the most beneficial (and profitable) one you’ll have this decade. Every single salesperson, on every single sales call, should be talking about the FULL PRICE DEDUCTION the prospect could take using Section 179. This is a powerful tool. Creative salespeople can even talk price, using Section 179 tax savings to overcome a price objection.
To give an example, a $10,000 piece of equipment has a net cost of $7,500 if you factor in taking the entire $10,000 as a deduction (this assumes a 25% tax rate. If the tax rate is higher, the savings are even more). Tell your salespeople they can talk about a 25% cost reduction, and watch their eyes light up.
#3 – Get Section 179 Into Your Marketing Collateral, and On Your Website’s Product Pages
You can find Section 179 banners and icons online (again, simply search). Put these on your marketing collateral and website, and let prospects know a particular piece of equipment is Section 179 eligible. Like I mentioned last post, who cares if your competition can do this too? They aren’t reading ol’ Fletch – you are.
One more post on this topic next time, with a few more advanced strategies.