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Collecting Past Due Accounts
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Things You Should Never Say
By Jim Finucan ©
2005 Tiare Publications
There are a number of lines which have no place in a
collections
call. If you find yourself using one or more of them – or something
similar you need to do a re-evaluation and change your approach.
"I don't know what to tell you."
It's your job to know what to tell these people! If
you don't know
then think of something aimed at getting the balance in full (and be
quick about it!)
"OK. I'll wait to hear from you."
Not a chance! You need to say something like
"I will call you frequently to inspire you to
get this money and I
will be relentless – you might even say `driven.'"
Never forget that debtors are procrastinators by
nature.
"Let's wait to hear from your insurance
company."
Whenever you hear a debtor use the word
"insurance" watch out for
the stall. Don't get taken in.
"Can you send a payment this month?"
There goes any chance you have for getting the
balance in full. This
question is not a tactic. It has no teeth in it.
"Looks like you are doing really good with your
payments."
This statement is a contradiction in terms. Partial
payments are not
your goal. Such a statement also reassures the debtor that it's OK
for him to continue them, rather than paying the full amount.
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About the Author
Jim Finucan knows all about the dances, dodges and delays debtors
will try to pull. Let Jim show you how to double or even triple the
money you collect from your accounts receivable. Check out his
unique collections manual "Past Due." For more information visit:
http://www.tiare.com/pastdue.htm
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