Collect & Prevent Overdue Outstanding Collections

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Today is a turbulent time for business and the economy is in a heightened state of flux. Reaching Business Targets is difficult. Credit thus plays it’s part in achieving higher sales and expanding markets. Unfortunately poor credit management can kill a business. Assessing business risk and prospects, deciding a credit limit and credit period are backbone of credit management. These areas are least understood or controlled by most organisations. This workshop addresses the concerns of an excellent organisation.

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Programme Schedule:

Building a Credit Policy:

• Fundamentals of Good Credit Management
• Principle of Offering Credit,Terms of Payment
• Collection Policies and Practices:
• Building Credit Policy based on Needs of Market,
• Credit Ratings-Will They Pay?
• Credit Worthiness

Managing and Controlling Your Receivables/Outstandings:

• When is it time to collect? Understand when it’s time for action — and what action to take
• How to steer clear of the collection mistakes made most often
• Does your company’s credit policy ease or impede collections?
• Tools of the trade: Staying organized and in control of your massive workload
• Why no business can afford to ignore collections
• Power techniques for keeping track of what you’re owed
• What you can do to prevent many accounts from becoming past due
• The importance of using up-to-date and accurate information

Secrets of Successful Collectors:

• Putting yourself in the debtor’s shoes: why people don’t pay
• Why you’ll be more effective in collecting if you make it as painless as possible for the debtor
• How to stay positive when you’re surrounded by so much negative energy
• Keys to establishing a rapport with debtors that help you collect more money fast!
• Smart tactics that help you ease the debtor’s defensiveness
• Maintaining goodwill so you don’t lose potentially good long-term customers
• When to turn up the heat — and when finesse will get you further, faster
• Be consistent — always follow up when you say you will
• Tactics to use when a debtor blatantly lies
• How to handle “special” collections situations — including when a debtor writes a bad check, how to get full payment from someone who thinks a partial payment is enough, and more
• When — if ever — should you agree to settle a balance for less than the total amount owed

The Telephone a Powerful Collection Tool:

• The importance of adopting a positive frame of mind
• Maintaining a client status report — important info you need to keep tabs on
• Getting past the gatekeepers who prevent you from speaking with your debtor
• When’s the best time to make collections calls?
• Should you ever put a debtor on hold?
• Listening and questioning skills that’ll prove invaluable in getting customers to pay up
• What days are “prime” collection days?
• Essential follow-up documentation to phone conversations
• One thing you should never do with a client — argue!
• Soothing the irate customer
• Reenergizing after you’ve had an emotionally upsetting call
• Establishing a rapport with clients — especially those you know you’ll be working with in the future
• How to handle abusive insults and yelling

Excuses – Handle Them With Confidence and Finesse

• I never received a bill for the product or service …
  • you probably never sent it!
  • you sent it to the wrong place.
  • you sent it to the wrong person.
• I misplaced the bill — when you send another, then I’ll pay.
• The Cheques in the mail.
• I just don’t have the money right now.
• Our computer prints all Cheques at the end of the month.
• We’re having serious cash flow problems — but we’re good for it.
• The boss is out of town and no one else has the authority to approve Cheques.
• I have moved to other company, somebody else is in charge.
• We’re expecting big Cheques in a month and then we can pay the balance IN FULL.
• The computer is down so we can’t print any Cheques right now.
• I don’t owe what you say I owe you.
• Those weren’t the payment terms I agreed to!
• I’m sure we’ve already paid that bill — your records must be wrong.
• This bill is way too high — I’m not about to be overcharged!

Collection Letters & Written Documentation of Conversations

• How to make sure your collection letter is opened — and read!
• How many collection letters are too many?
• What you should always include along with your collection letter
• When should you threaten legal action? And, just as important, when is it a BIG mistake?
• Phrases and words that do NOT belong in a collection letter
• Standard reminder letters — when to send and what to say
• Follow ups: The importance of doing what you said you were going to do
• Documenting a debtor’s payment plan agreement — get it in writing!
• Using certified mail — when and why
• Final notice: What to say and how to make sure the debtor understands you mean business
• Gentle reminders for people who usually pay on time

Legal Issues:

• Can a debtor sue you for harassment? Yes — learn when and how
• Promissory notes
• What are your options when you know — without a doubt — that the debtor has no intention of paying
• Working with outside collection agencies
• What you need to know about laws that apply to collections.
• Don’t put yourself or your company at risk: Learn which laws collectors violate most often
• Tips for tracking down customers who’ve skipped out on their debts

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Target Audience

The programme will benefit all Executives and staff from

• Sales
• Marketing
• Sales Administration
• Logistics
• Distribution (direct or channel)
• Production
• Customer Care

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Timings: 9:30 am – 5:00 pm, Registration begins at 9:00 am

How to Register:

• Fees: Rs. 8,950/- + 18% GST Per Person
• Please write to register@princetonacademy.co.in / Call -022 67256200
• Mention the name of participant, company, contact details.
• Fees include lunch, tea, course material, participation certificate etc.

Click here to Register