It is as important as ever to keep up with past due invoices for today’s sales professional. Collecting on invoices is never fun but it is extremely important! Why? Because nothing in the sales process is CLOSER TO MONEY! So I recommend reviewing your accounts receivable and attacking all invoices past 45 days first. How? Call your client Friday and try the following approach –
“Hi Bob, this is John from ABC Widgets. How is you Friday so far? (if you get vm, tell them happy Friday). Any plans for the weekend? (Only if you get a live person) The reason for my call is to follow-up on some invoices that have gone past 45 days. I want to make sure you have all the information you need to process payment. Do you have everything you need? Is there anyone else I need to speak with? Great, since you have everything, when do you expect to issue payment?”
It is that simple. If you don’t get them live, make sure you tell them on your voicemail that you will be following up with an email. And if you get them on the phone, you should STILL follow-up with an email recapping the conversation and thanking them for their business and continued support. This simple step can make AND save you thousands of dollars…and headaches.
