Conclusion
Good collectors can convey the kind of urgency to a customer that results in an action being taken. Some collectors stand apart; they grab more attention, close more deals, and persuade more customers to send in payments. You can easily be one of those collectors.
A good strategy to follow is to pretend you are talking to someone younger than you when you make a collection call; always keep it straightforward and to the point. Speaking in clear and simple terms will bring you better results. Create and articulate your vision: to collect the money that is owed to you.
Listen carefully, and consider all feedback. One of the most effective actions you can take to achieve success as a collector is to listen. Listen enough to show compassion and understand the situation, but don’t lose control of the call or get stuck listening to someone’s woes for hours.
Review and practice your impending interaction. Go over your customer’s account thoroughly before you pick up the phone to call. Rehearse in your head what you will say in each particular situation. Be ready for every excuse and personify confidence.
Remember to be reasonable and appreciate the fact that not all customers will be able to pay in full when you call. Listen, be confident, ask for the full amount—and then listen again to their response. Devise a payment plan that works for the customer but benefits your company as well.
Always attempt to be as comprehensible as possible. Deliver financial information using ...
