Boost Your Bottom Line: Cross-Sell Ratio Tactics for Subprime Lenders
Definition and Precise Measurement of CSR:
The Cross-Sell Ratio refers to the ratio of the number of products or services sold per customer.
It measures how effectively you can increase the number of services or products a single customer uses. For your lending institution, it measures the number of different loan products, such as installment, payday, or title loans, that a single customer uses.
To calculate the Cross-Sell Ratio, divide the total number of loan products or services sold by the number of customers.
For example, if you have sold 500 loan products or services to 250 customers, your Cross-Sell Ratio would be 500/250 = 2.0. This means that, on average, each customer uses two different loan products or services from your subprime loan business.
Current KPI Values:
As of my last consultation, the average Cross-Sell Ratio for subprime lenders in the market ranged between 1.5 to 2.0.
However, this general average can differ based on the specific market and lending strategies employed.
Aiming for continuous improvement rather than chasing a set number is best. Progress could be measured weekly or monthly, depending on your organization’s capacity and resources.
Specific Challenges:
One of the biggest challenges with improving the Cross-Sell Ratio requires a deep understanding of your customer’s needs and financial capacities.
It also requires a diverse range of loan products catering to these different needs.
Regulatory hurdles, especially those regarding predatory lending practices, can limit the type of products you can offer.
Technological issues related to CRM and data analytics could also limit your ability to track and improve this KPI.
Furthermore, staffing limitations may limit your ability to follow up with customers and offer additional loan products.
Investor Expectations:
Investors view a high Cross-Sell Ratio as an indication of customer satisfaction and loyalty.
It shows that your business can meet a broad range of customer needs, which could lead to increased revenues and profitability.
However, concerns about over-lending and customers becoming over-indebted in the subprime market could arise. Thus, a balance must be maintained.
Additional Commentary
While focusing on CSR, it’s vital to consider cross-selling quality, i.e., providing services that genuinely meet customers’ needs and not just pushing products to increase the ratio. Furthermore, while the subprime market offers an opportunity for high returns, it’s also associated with high risk. Maintaining a robust risk assessment and management framework is essential.
As a lender focusing on subprime consumers, CSR can be a crucial tool to measure your business’s growth and performance, but it should never compromise the ethical considerations of lending.
Cross Sell Examples
Here is a list of potential cross-sell products and services a brick-and-mortar and online subprime lender might consider.
The key here is to consider the variety of your customers’ financial needs and how you could provide services to meet those needs.
- Installment Loans: These are larger loans that are repaid over a set period of time. They can be used for major purchases or to consolidate other debts.
- Payday Advance Loans: These are short-term loans designed to cover a borrower’s expenses until they receive their next paycheck.
- Line of Credit: This service provides a pool of money that customers can draw from. It provides flexibility as the borrower only pays interest on the amount used.
- Vehicle Title Loans: If your customer owns a vehicle, they may be interested in a loan where their car is collateral.
- Secured Credit Cards: For customers who have poor credit but are looking to rebuild it, offering a secured credit card can be an excellent service.
- Debt Consolidation Services: These are particularly useful for customers with multiple high-interest debts. It allows them to consolidate their debts into a single payment with a lower interest rate.
- Financial Counseling Services: Providing financial education and counseling services can help your customers better manage their finances, which could reduce default rates.
- Credit-Building Loans: These are small, short-term loans reported to the credit bureaus to help customers build or rebuild their credit histories.
- Insurance Products: Providing insurance for items such as automobiles, health, or life could be an additional revenue source. This will depend on regulatory restrictions and partnerships.
- Emergency Savings Account: This can provide a safety net for your customers and reduce the likelihood they will need high-interest loans in the future. Offering a competitive interest rate could make this attractive.
- Tax services can be an excellent cross-selling strategy for a subprime lender.
Here’s why: Synergy with Core Business: Tax services align well with lending services, as both require a good understanding of a client’s financial situation.
Attract and Retain Clients: Many people find tax preparation confusing and time-consuming. Offering these services can attract new clients and encourage existing ones to use more of your services.
Increase Revenue: Tax services provide an additional source of revenue. Customers seeking tax help might also be interested in your other financial products.
Build Trust: By helping clients with their taxes, you establish a level of trust which could make them more willing to use your lending services in the future.
Financial Health Check: Offering tax services provides an opportunity to review the client’s financial health. This could lead to the identification of suitable cross-sell opportunities.
Seasonal Cash Flow: Tax season can generate significant business, aiding in cash flow during this period.
Considering the logistics and regulations involved in providing tax services is essential. This includes ensuring that you have trained staff who are up-to-date with the latest tax laws and software. Consider the cost of professional liability insurance and whether you must register with the IRS as a tax return preparer.
IMPORTANT: Some companies provide turnkey solutions for lenders who want to offer tax preparation services to their customers. Reach out to me for introductions. [TrihouseConsulting@gmail.com
Overall, tax services can be a valuable addition to your service offering, benefiting your clients and business.
While selling these additional products and services can boost revenues and improve customer retention, ensuring that products align with the customer’s needs and financial situation is essential. Always be mindful of responsible lending practices and regulations.
