Establishing efficient systems means that not only will you get paid faster, but you’ll also reduce the risk of late or nonpayers. The more robust your payment and credit systems are, the less your chances of having to chase up debtors. At the end of the day, prevention’s infinitely better than a cure, so keep the following in mind:
- Offer immediate payment options – people like paying on the spot, especially for a job well done. If your business offers a service that customers can pay for immediately, using a mobile payment option, then not only do you have the money faster, but you don’t have to waste time sending out and chasing up invoices. Talk to us about what solutions we can offer, such as online payments, debit and credit cards, and mobile payments.
- Don’t delay – if you do have to send out invoices, don’t put off chasing them down. The longer you leave it, the harder it’ll be. If you have a good accounting system, you can set up a flag system so you know who owes money and when.
- Run credit checks – if you’re going to offer credit terms to your customers, check them out first. That way you’re making an informed decision about the risk you’re taking. You can do this at Equifax or TransUnion. If you do decide to offer them credit, make sure you have a credit agreement in place where you’re both clear on the repayment terms.
Signs of a risky customer
You might be tempted to offer the same credit terms to everyone, but it’s better to be choosy when you’re deciding who to accept. In particular, be wary of:
- Large orders – it’s not usually a good idea to offer this to a new customer. You’ll expend time, money and resources fulfilling it, which will all go to waste if you wind up not getting paid. If you do decide to accept the order, ask for a deposit or progress payments, and of course, ensure you’ve checked their credit rating.
- Try not to rely on one customer – it’s safer to have a number of smaller customers than one large one. Customer diversification is important to small businesses.
- Don’t be a target – shady customers who’ve been blacklisted by other businesses may target you as their next unpaid victim. Again, credit checking is essential.
If your business uses invoicing payment options and you do extend credit, you’ll probably have to chase up customers at some point, despite your best efforts.
Before you begin debt collection procedures, make sure the debt’s valid. It’s important to confirm that you’ve supplied the correct products and services, in the right amounts, for an agreed price within a certain time frame, and of a certain standard and quality. Once you’re sure of that, it’s time to chase up what you’re owed.
Make it personal
If you can put a human face on the debt, reminding your customers that what they owe is affecting you personally, they’ll probably pay up faster. Try:
- Phone calls – speaking to your customer directly is a good way to personalize the issue, and if there are any misunderstandings, you can clear them up. Sending emails – instead of a past due notice – that emphasize the trust you placed in them is also a good way to make it personal.
- Offering a payment plan – if your customer is in genuine trouble, offer to let them pay in increments. Make sure you draw up an agreement outlining the payment plan.
- Explain to them that the money they owe you is important for your business and that as you don’t have stacks of spare cash lying around, you need it for your operations.
If you can, try to be flexible when it comes to repayments. You could agree to accept goods for their resale value, or accept a service instead of cash.
Hire a debt collection agency
If you’re still not getting anywhere, it might be time to call in the professionals. They are, after all, the experts, and they know what methods work. However, it’s a big step because when you get a debt collection agency on the case, you’re probably going to alienate that customer for good. If they’re a habitual nonpayer, you might not see this as any great loss, but it’s still important to think carefully about what the impact will be on your relationship with your customer.
Going to court
This really is a last resort and should only be used when absolutely everything else has failed and the debt you’re owed justifies the cost of legal intervention. Going to court because of a sense of outrage or a desire for revenge is never a good idea – your decision should be based on business principles and you should be confident that the facts stack up on your side. Speak to your lawyer about the process, cost, and potential outcome and make your decision based on their advice.