Currently, the success of a collection management depends largely on the skills and abilities achieved in the field of negotiation. Putting into practice the most advanced resources in this area represents an essential requirement for those who are part of the administration and finance, sales and commercial management departments of the most important companies in the world. Here are some very useful tools that will help you optimize your collection efforts.
- Any collection management that you are going to undertake is important that you do it with courtesy, kindness, courtesy and courtesy. Don't forget that collection is an area of customer service and diplomacy plays an important role in building friendly relationships - avoid being rude and impolite. Keep in mind that an assailant often gets assault in return - don't feel embarrassed or embarrassed about calling someone who owes you money. Remember that it is your right to demand payment of what is owed and that others would do exactly the same if it were you who owed them money. Therefore do not have any kind of emotional considerations with the debtor. Call him and collect him safely and confidently. Do not call before the start of the working day. Not during lunch, much less at night.Try to call him at a time that is appropriate for both you and your client. A recent research published by a renowned North American consulting firm pointed out that the most suitable hours to call clients are between 9:00 am and 11:00 am, by virtue of which people are usually more receptive and attentive at those times. If you did not have the opportunity to contact him in the morning, do it in the afternoon between 2:30 p.m. and 4:00 p.m. Study the case well before calling. Check the customer's location and phones. Be clear about the amount owed. If there are invoices, it is important to know how many there are and what the delinquency rate is. Check if there are purchase orders, delivery notes and if all the documents were signed and stamped by the legal representative of the debtor company. Be precise in what you are going to say. Don't improvise or ramble.It is advisable to prepare ideas or arguments before calling the debtor. Write them on a sheet of paper and practice them with a partner. Remember: The more security and trust you convey to the debtor, the greater the probability of generating in him a favorable attitude to your requests. Be persistent but do not overreach. Follow up without harassing the customer. An annoyed customer loses all consideration for you. Be patient. Remember that the process of generating ideas and designing solutions usually does not have a specific time frame. Do not put time limits on management, learn to work as a team. Ask for a business meeting with the debtor. Not to confront but to find solutions to a problem that concerns the parties.When generating solutions, always try to put yourself in the position of your client. Put yourself in his shoes and invite him to do the same. It would be interesting to find out what kind of solutions we could provide if we were the debtors.
