Most mattress retailers lose 30-40% in sales by hiding financing—here’s how to turn payment options into your #1 marketing weapon (and boost ticket size).
Ever wondered why customers walk out without buying—or why your average ticket won’t budge? This week, Mark Kinsley sits down with Mark Shelley, Head of Sales at American First Finance, to reveal the untapped power of leading with financing. Discover how presenting flexible payment options early and often can unlock “Yesville” for every shopper, not just prime credit buyers.
If you’ve struggled with low foot traffic, missed sales, or the awkward “financing talk” at the end of a sale, this episode is packed with actionable insights. Learn about AFF’s all-credit-welcome approach, the “silent salesman” campaigns that drive repeat business, and an industry-first ad match program that can DOUBLE your marketing budget. Hear how retailers are seeing 30-40% higher average tickets by simply changing the financing conversation—and how you can implement these strategies both in-store and online.
Industry experts share proven tips for training sales associates, presenting payment options without discomfort, and using digital tools to pre-qualify customers before they even walk in. Plus, get a behind-the-scenes look at advanced ad tech that eliminates wasted spend and targets real, in-market shoppers—no more bot traffic!
Whether you’re a seasoned retailer or just starting out, this episode is your playbook for smarter selling in today’s challenging market.
Timestamps:
**
00:00 – The #1 mistake retailers make with financing
02:50 – How “Yesville” makes customers say yes (not just settle)
05:30 – The surprising reason your expensive mattress isn’t selling
08:20 – Unlocking secret campaigns: Turn unused approvals into return visits
11:15 – 30-40% higher tickets: The real numbers behind financing
13:30 – How the ad match program can double your marketing reach
15:00 – Beating bot traffic: Smarter digital ad spend for real foot traffic
17:00 – Mini pig tales & farm life: Meet the real Mark Shelley
20:10 – Industries served: Why AFF is more than just mattresses
22:00 – Rapid-fire golden nuggets you can use today
Connect with The FAM Podcast:
🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/
📱 TikTok: https://www.tiktok.com/@forallthingsmattress
📸 Instagram: https://www.instagram.com/forallthingsmattress/
📘 Facebook: https://www.facebook.com/thefamnews
🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4
🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818
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