How to Offer Customer Financing in 4 Steps

Customer financing is when customers pay for a product or service in installments or with store credit instead of paying the full amount upfront. You can offer customer financing either through your business itself or via a third-party financing partner, like Klarna and Affirm. Offering customer financing options can boost sales, increase conversions, improve customer loyalty, and drive repeat business.

Because customer financing, also known as Buy Now, Pay Later (BNPL), happens at the point of purchase or point of sale (POS), it can also be referred to as POS loans.

Step 1: Decide What Kind of Customer Financing to Offer

The first step to offering customer financing is to determine what kind of financing to provide. Customer financing can be either in-house, meaning financed by the business itself, or provided by a third-party platform like Afterpay or Klarna. In-house financing requires running credit checks, offering financing, and managing payment collection yourself and also comes with more risk and legal responsibilities pertaining to consumer credit information.

Learn more about the customer financing landscape with our article Buy Now, Pay Later Statistics Small Businesses Should Know.

The ideal type of financing for your business depends on a number of factors, including implementation, scalability, cost, risk, and flexibility. Consider these factors when determining the type of customer financing program that’s right for you.

• Implementation: The best customer financing tools are easy to implement and don’t involve a lot of training for employees. Financing should also be intuitive for your customers and should not substantially interfere with the checkout process. Keep in mind that in-house financing will likely require growing your account receivables team.

Many POS systems are starting to integrate financing options into the checkout interface, so employees can easily offer financing terms on every day, in-store purchases right from the checkout screen. Square, our top POS system for retailers, has integrated Afterpay into its in-person POS.

• Scalability: Ideally, customer financing should help you increase sales as you grow across all platforms. This includes your brick-and-mortar store, ecommerce store, mobile events, and popup locations. If growth can’t be accomplished in-house, ensure the financing platform offers the tools your business needs to grow.

Offering a BNPL option to your customers can increase ecommerce conversion rates by 20%–30%, according to a recent RBC Capital report.

• Cost: Third-party financing companies charge merchants a percentage of each financed transaction, meaning the service can cut into a business’s bottom line. Additionally, stores offering in-house customer financing also see an initial drop in cash flow because they aren’t getting paid for financed purchases upfront.

• Risk: While there is always some risk in letting customers buy now and pay later, it is elevated for businesses offering in-house financing. Generally, third-party financing providers protect businesses from much of this risk because they pay the merchants in full. But, depending on the provider, there can be a risk of non-payment.

• Flexibility: Some customer financing platforms impose limitations on what can be financed. In general, however, they give shoppers the flexibility to finance even small purchases that individual stores might not be willing to finance in-house. Consider your prices and average order value (AOVs) when deciding how to offer customer financing.

Step 2: Choose a Financing Provider

If you decide to offer in-house financing, you can skip this step. Begin focusing on how you will perform credit checks for your customers and the internal payment system you will facilitate for them to pay off their purchases. Note, it is rare for SMBs to offer financing in-house, as BNPL partners take on much of the risk and create seamless systems for offering and completing loans. The rest of this guide will focus on the processes involved in working with a financial partner.

If you decide to outsource financing, the next thing you will want to do is select a partner. Click through the provider names below to learn about some of your options.

BNPL users will surpass 900 million globally by 2027—a 157% increase over 2022’s 360 million users. This surge will be driven by the increased demand for low-cost credit solutions that will come with the anticipated upcoming economic downturn.

Step 3: Integrate Financing Across Sales Channels

Regardless of whether you opt for in-house or outsourced financing, you’ll need to add the payment option to all of your sales channels. This means using a POS system that either lets you program your own financing options or integrates with a third-party financing platform. Additionally, online retailers should incorporate financing options into product listings and the checkout process.

The best POS financing partners make it easy to integrate with the top POS and ecommerce platforms, so you can streamline checkout and keep all of your sales data in one place. You should work to integrate your financing options with your:

• In-store POS: Allow customers to opt for a financing option for in-store purchases by integrating your financing option with your POS system.

• Website checkout page: Add your third-party or in-house financing option as a payment option to your checkout page, just like you would with Apple Pay, Debit, and Credit.

• Online product pages: It is best to display both the list price and the financing monthly rate so that shoppers can see that they can afford an item as they view it.

Klarna, PayPal, and Afterpay—options we explored in this article—allow you to integrate their financing options with your product pages. As we will discuss below, this integration can boost your conversion rates massively.

Step 4: Advertise Your Financing Options to Customers

After all of the leg work is done, it’s time to share your new financing options with your customers. Prominently advertise financing in your store, on your website, and across social media so that customers know about the options upfront.

This strategy can turn passive browsers into buyers, especially when it comes to big-ticket purchases and online shopping. Incorporating financing into your marketing strategy can also encourage shoppers to choose your brand over competitors.

You will also want to ensure that you train your employees to execute a financed purchase on your POS system and mention financing options at checkout and when working with customers.

Pros & Cons of Offering Consumer Financing

Customer financing can offer merchants a number of benefits, from the ability to compete with larger retailers to increased customer satisfaction and retention. However, there are some risks associated with customer financing, and they may lead to more complex accounting requirements for your business.

PROS CONS

Upfront payment: Using a third-party customer financing platform lets retailers get paid upfront and avoid the risk of nonpayment by a customer/borrower. Debt risk: Financing customer purchases in-house requires accepting the risk that not all borrowers will satisfy their debts. This can be especially damaging for businesses with already narrow profit margins. And, even if you contract with a third-party financing platform, it may reserve the right to terminate a financing agreement at any time—leaving you exposed to financial risks.

Competitiveness with big-box retailers: Most big-box retailers offer a financing option or store card with beneficial promotional offers. If you don’t provide customer financing, you could lose countless revenue to big-box competitors. More complex accounting: If you choose to do in-house financing instead of working with a third-party financing company, you’ll have to spend time tracking and following up with borrowers to collect outstanding payments. This translates into needing more resources for your accounts receivable department.

Increased sales: Offering customer financing means more shoppers can afford to make purchases at your store. This translates to a higher customer conversion rate, which can ultimately lead to more extensive brand loyalty. Reduced cash flow: Again, businesses handling customer financing in-house will see an initial dip in cash flow. This is because the business only receives a down payment when a customer purchases and finances an item. While financing options can lead to increased sales, waiting for full payment may not be an option for many businesses.

Higher AOVs: Consumer financing encourages customers to make add-on purchases because they add minimal cost to their monthly expenses. This means that financing can increase your AOV. Similarly, customers may upgrade to more expensive versions of products rather than settling for the more affordable product they can pay off immediately.

Bottom Line

In today’s economic climate, many customers don’t have the funds necessary to make large purchases. Customer financing gives shoppers the ability to pay off large purchases over time while increasing your store’s sales and transaction values. Make the most out of customer financing by choosing a POS financing partner that meets the needs of your business and its customers.