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Collection Agency Secrets
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by: Steve Austin
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Getting worried that one of your clients,
customers or patients will never pay? Have you
given up on a customer who's essentially said he
won't pay? Congratulations--being stiffed by a
customer or patient is a milestone in the growth
of a business or medical practice. But even the
most hopeless of bad debts can sometimes be
collected-collection agencies have been doing it
for years. Here are six of their secrets.
1) Don't Just Call, Write.
According to a leading collection agency, you're
much more likely to collect on bad debts when
you send a series of collection letters. Deep
down, you probably know why collection letters
are better. It's the same reasons that would
make you uncomfortable placing such a call in
the first place: 1) if a debtor knows why you
are calling they will avoid your calls; and 2)
if you do get them on the phone they will most
likely have a bad attitude, or just make excuses
like 'the check is in the mail' to get you off
their back.
2) Don't Ask If, Ask When.
This leading also recommends that you try to get
your debtor to set a date for paying you back.
The people who owe you money may have been
saying to themselves that they will get around
to paying you any day now. But tomorrow never
comes, which is why you need a specific date.
When you call, start by asking to be paid today,
then negotiate from there.
3) Be Mice.
Courtesy is important because: 1) it lets you
keep the moral high ground; 2) it makes it
likelier that you can establish a cooperative
relationship with the debtor for getting the
debt repaid; and 3) there are very strong laws
against harassment in the collections process
and you do not want even to approach their
limits.
4) Be Cooperative
Remember: you and your debtor have one thing in
common: you both want this debt to go away. In
particular, you both want you to stop having to
make all these calls and send all these letters.
With that shared goal you and your debtor can
work together to create a repayment plan. While
a repayment plan may not be what you had hoped,
it's better than holding onto a bad debt.
5) Know The Value Of Your Time
The one thing that is probably keeping you from
collecting on your supposedly bad debt is your
fear that the time you spend collecting the debt
may not be worth whatever you will recover. This
fear is justified; your time is valuable and
maybe it would be better spent on getting new
business.
But don't just let this fear linger in the back
of your mind, fighting with the little voice
that says you want your money. To get a rough
idea of how much time you can afford to spend
collecting the debt, and whether you have the
time to do it at all, sit down and write out a
rough estimate of the value of your time, the
likelihood of collecting, and the amount you are
owed.
For instance, let's say you are going to assign
this task to an administrative assistant whose
time is worth $15/hour. The debt is $1000. It is
owed you by an old customer who is three months
behind but has never been seriously delinquent
before, so you say you have a 50% chance of
getting the money, making the value of the
collection about $500.
You divide $500 by $15 and find that your
assistant could spend 33 hours collecting the
debt before it lost your company money. However,
you'd probably still feel a little unsure about
whether it was all worth it. Your feelings would
be correct: there's still the opportunity cost
of all the work your assistant won't be doing to
keep your business moving. To be safe, you can
also estimate the opportunity cost at another
$15/hour, which means you can only really afford
to have your assistant spend half as much time,
or 16 and a half hours. If you've already spent
that much time already, it's time either to call
it quits or call in the professionals.
6) Get A Collection Agency
The one secret the collection agencies know
about collections is the value their services
deliver clients. Unfortunately, businesses do
not usually agree to write testimonials for
their collection agencies or even recommend them
to a friend. If you didn't know that there are
small business collection agencies that will
collect your bad debt for under $20, you have to
admit that leaving your collections to the pros
is a pretty good business secret. In short, you
don't want your bad debt to cost you twice: once
when you lose it, and again when you waste a lot
of your or your people's time going after it.
Going with a collection agency can help you
avoid either outcome. |
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Free E-book 'Credit Helper'
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