1. Separate the money over 60 days and ask yourself “Why?” and “What do we need to change so it doesn’t happen again?”
2. Remember, it’s not a “SOLD” job unless there is a signed proposal with multiple installment payments based on objective things like “rip out” or “rough in” … And always get a deposit.
- Example: 30% on signing, 30% on rip out, 30% on delivery of new equipment, 10% on testing and permits.
- “To keep our costs down and to be able to deliver on the promises we make, we require a signed proposal, which protects you, and a ???% deposit to reserve a date on our install calendar”
- a. We messed up and they’re not satisfied
b. There is work we need to complete
c. Are they truly tight for money?
Note #1: Then, decide how many cents on a dollar you’d be willing to take to get cash in and get it off the books. Remember, real money in is better than money on the books.
Note #2: Face to face is more effective at collecting money than a letter or a phone call. You can do all three, but nothing replaces face to face. Plus, it’s a chance to impress upon them about the liens you may have or their voiding of warranties. Make sure to do this in the nicest way possible as you also introduce the notion of taking cents on a dollar if it’s done quickly.
6. Post the amount of A/R Outstanding on a whiteboard for everyone to see and make it everyone’s problem. Then, celebrate the wins as you bring it down.
Al Presents 'Growing Big In A Recession'I’ll be presenting an online business seminar, “Growing Big In A Recession,” June 1, at 12 noon CST. This June date is the first part of six total seminars, with the others taking place every two weeks.
I already held these one-hour seminars in January, and now I’ve added additional features to enhance the experience. Participants will receive forms, procedures, a “Grow Big Optimizer” CD and have the opportunity to email me for further support up to 60 days after the series is over. Be sure to register by May 25.
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