COLLECTING PST DUE ACCOUNTS:  Be A Bulldog With Those Past Due Invoices
By Jim Finucan
Tiare Publications Group


Make no mistake – if you forget about that past due invoice, so will
the guy who owes it to you!

Professional collectors have an advantage over the in-house
commercial collection agent in the technology they use. They work
from highly sophisticated systems that dial collection calls
automatically, identify and track an outstanding bill and program it
for frequent phone follow-up. There is no way an outstanding bill
gets overlooked.

But you don't need a $30,000 dialer to give voice to your bill, just
a little self-discipline. Force yourself to get into the habit of
making calls to the debtor every day, and do not give up! Call the
debtor at different times of the day; vary your style, voice and
pitch. When you run into a really tough situation you need to act
like a bulldog. Turn up the intensity as needed.

Call anyone and everyone in the company that you have a number for.
Assume your conversation will be the topic of discussion in a
meeting – it will if your call is firm and unusual enough. If all
you can reach is someone's voice mail, utilize it as a last resort.
If you reach the CEO make your message something like this:

"Donny, you're not going to make it to the cover of Time unless you
start returning call from people to whom you owe money. With all
this corporate scandal in the news it's good to see that you are a
light of integrity in the business world. Don't be afraid to return
my call. My number is -----"

Sound tough?  You bet! It had better be tough and so had you. Let
him have it, because he is ripping you off, he's a thief. When he
returns the call he'll be upset and that's good, that's half the
battle. Hold your ground and state your position, don't yield or
settle for less than the balance in full.

(End)

Jim Finucan is the author of "Past Due" – a debt collection manual
which teaches you the inside techniques to get past the dances,
dodges and delays debtors use and even turn their excuses to your
advantage!  More info at: http://www.tiare.com/pastdue.htm