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DEBT COLLECTING Q & A
– Issue 2
By Jim Finucan
© Tiare Publications Group
Dear Jim,
I have a client who, for the most part, is an excellent
customer.
However, I've run into a problem. He has refused to pay a
$7,500
bill, claiming that they had to hire someone else to re-do
the work
we did for them. I've spent a great deal of time developing
this
relationship and I don't want to end it. On the other hand,
I don't
want to be looked on as an easy mark and get taken. What
should I do?
Ticked Off in Jersey
Dear Ticked Off,
This does not sound like a case of someone taking your
services and
then claiming they don't have the money to pay you. It's
important to
be able to recognize the difference between a genuinely
disputed bill
and someone who is deliberately trying to rip you off. This
appears
to be a quality client, the kind you want to keep and
nurture. I'm
guessing that your business relationship with this client
has
resulted in a lot more income for you than the $7500 in
question. Put
your experience and business skills to work here and ask
yourself
some questions:
Is the client a repeat customer?
How long have you had this client?
Have they paid on time in the past?
Have they given you referrals?
Can you see their side in this dispute?
How much money is involved?
Is losing that amount worth saving the relationship?
Is the client likely to give you more work in the future?
High much might the client be worth to you in the future?
Find out what caused the misunderstanding. Maybe someone
messed up on your end. Calmly and clearly communicate your
position to the client. Be polite! Don't push. Seek
information, not confrontation. If no understanding can be
reached, forget about the money and don't bring up the
subject again. If you see the client as being a big part of
your future you may want to forgive the debt without any
further
inquiry on your part. Instead, send them a large box of
candy and a
pair of tickets to the theater or a ball game.
-----(End) -------
Jim Finucan is a top gun professional bill collector. His
book "Past
Due – A Bill Collecting Manual" has helped many
businesses double
their debt collections using the professional techniques he
has developed over 15 years. More info at:
http://www.tiare.com/pastdue.htm
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