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Hub You - Credit Control - Manage those Receivables
When we consider all the things we have to do in our sales careers, taking on the "chore" of Prospecting on a regular basis digs up a lot of bad feelings in the minds of most of us.Probably the first thing most of you think about is the nuisance of having to add another activity to your workload. Plus, of all the things to have to do, Prospecting to most sales people is about as much fun as a root canal, anesthesia or not.But, Prospecting is the life blood for all of us, so we should do it on a regular basis.When we teach our BLITZ CALL® System for Prospecting, we cover everything f
Credit Controllers who are q
Over the past five years an epidemic of rudeness has swept America. Here's how to perpetuate the disease.1) Ignore people. Don't return phone calls. Never answer the phone. Don't listen when people talk to you. Talk on your cell phone when with others, especially in restaurants or other public places. Don't acknowledge that others exist. The greatest insult that you can give someone is to ignore the person. If you excel at this skill you can skip the next four paragraphs.2) Show disrespect. Make fun of others. Assign stupid nicknames or deliberately mispronounce names. Make people wait for
For the small business owner this may be easier said than done.
Administrative help may not be available, or may only be there on a part-time basis, and the credit control function may form only part of an employee’s job description. Then of course there is the level of expertise and knowledge that may be required to ensure settlement of debt is achieved. This may not have formed part of a general accounts clerk’s training.
Credit Controllers who are qu
Direct mail marketing should be a part of your business, whether it is an offline or online business. Established companies can use their existing client list to use as a base of mail marketing. Alerting your current customers to promotions and new products can keep your name in front of theirs.If you have a website and wish to build a mailing list, it is very important to not just get their email address. This is important for a few reasons.Emailing people (even existing clients) is not always effective. Sure, it's the cheapest and takes the least work, but the mass emails people are getti
For the small business owner this may be easier said than done.
Administrative help may not be available, or may only be there on a part-time basis, and the credit control function may form only part of an employee’s job description. Then of course there is the level of expertise and knowledge that may be required to ensure settlement of debt is achieved. This may not have formed part of a general accounts clerk’s training.
Credit Controllers who are q
Ah, the technical interview. Nothing like it. Not only does it cause anxiety, but it causes anxiety for several different reasons.How many people will be asking questions? From experience I can tell you there's nothing like walking into a room and seeing nine people on the other side of the table.Second, what will you be asked? You'll sometimes hear people say the questions they were asked in a technical interview were 'easy', which translated means 'they asked me stuff I happened to know'. Sometimes you'll hear people say the questions were 'hard', which translated means 'they asked
Credit Controllers who are q
As a business coach, I spend a lot of time working with people who want to improve different aspects of their business. Many times these aspects are merely symptoms of a more fundamental, underlying issue.If you want your business to truly shine, then there are some basic principles that, if not present, can lead to sub standard performance in other areas. And here they are:1. Crystal clear purposeThe most common reason companies run into trouble is losing sight of the customer and their needs. Having a crystal clear purpose helps keep the focus from becoming too internally fi
Credit Controllers who are q
The phone rings and you have a very unhappy person on the line. Your order went out late, was damaged, incorrect and the customer has a deadline he’s bound to miss because of it. It ripples because this was part of a larger project, and this minor glitch is now affecting his entire plan. He’s got his boss breathing down his neck, and he’s breathing down yours. You check your supplier, it can’t be replaced fast enough to make his date.What do you do to calm, assure and retain your customer?You learn the three R’s of an apology.Customer retention is vital to a company of any size,
Credit Controllers who are qualified by experience may be acceptable, but those qualified through formal training in the subject of credit control collections may adopt an entirely outlook.
What does this mean for the small business owner?
Indeed the business owner may also be the credit controller, perhaps a task undertaken through necessity rather than desire.
It is generally accepted that cash inflow into the business is critical, however, in some instances scant regard is given to
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