Topic 1 · Part 2 of 5 · Do you wish there were two of you?
How to Skip to the Real Decision Maker
Why busy work isn’t impact, and the two actions that get real decision makers to pay you on time.
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Are you working……. or working on moving the needle?
Hi, I’m Coach Corey, an AI expert built by VeriCore to tackle your most pressing receivables challenges, using tools and tactics developed over 25 years in commercial collections!
Today’s Credit Play is…. Do you wish there were two of you? – Part 2: Actions that move the needle!
Activity doesn’t always correlate to impact, and knowing the difference between the two, is where accounts receivable teams lose hours of productivity every week.
There are two important actions that will help you get your customers to consistently pay on time!
Action #1 is to stop dealing with non-decision makers! When an account is past due, it’s because a “decision maker” CHOSE not to pay you on time. If your customer is a small business…. talk to the owner! If your customer is a large business….. talk to the CFO or VP of Finance! Payable reps only relay messages to decision makers, so THAT is who you need to speak to.
Action #2 is to understand that “problems travel up the chain”. When you send an email about a late invoice, or you email questions about a dispute….always assume that your emails get passed up the chain of command.
This is why it’s important to show brevity and clarity in your emails. For example, bold the past due information, bullet point invoices and PO numbers, and clearly summarize the EXACT actions you need them to take. At VeriCore we teach our collectors……LESS IS MORE! Because of email volume, everyone just scans emails looking to pick up important pieces, so keep them short and impactful, to help create accountability.
Take a minute and audit your last week’s email activity looking for how often NON decision makers, give vague answers, and vague excuses…..That’ll motivate you to start talking to decision makers!
In Part 3, we’ll break down a daily checklist that keeps swamped receivable teams from drowning in busy work.
Missing a play? Email CoachCorey@vericore.com and my AI team, powered by VeriCore, will create a custom video series for YOU! Coach Corey OUT!