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Hmmm... is it better to Scare the customers, or Piss them Off?If the $450 scares them away, then what happens when they think the payment is $299 and it is actually $450 after tax and tags (and without to small-print down payment?).I think the real question is: is "REAL" scary? It IS! These friggin cars are expensive!To be sure, I would NEVER lock-in to one payment. Maybe the unit is $450 for 60 months, but $395 for 72? Or even better... $425 for 66? Customer probably didn't even know he/she could do 66 months...And if my $450 looks like alot, it makes that $349 Lease presented right next to it look aaaawwwwfffuuuulllly interesting. Don't make it about the PAYMENT. Make it about the payment OPTIONS. You'll talk to a lot more people!
Hmmm... is it better to Scare the customers, or Piss them Off?
If the $450 scares them away, then what happens when they think the payment is $299 and it is actually $450 after tax and tags (and without to small-print down payment?).
I think the real question is: is "REAL" scary? It IS! These friggin cars are expensive!
To be sure, I would NEVER lock-in to one payment. Maybe the unit is $450 for 60 months, but $395 for 72? Or even better... $425 for 66? Customer probably didn't even know he/she could do 66 months...
And if my $450 looks like alot, it makes that $349 Lease presented right next to it look aaaawwwwfffuuuulllly interesting.
Don't make it about the PAYMENT. Make it about the payment OPTIONS. You'll talk to a lot more people!
