Presentation on theme: "Telephone Collection Call Scripts & How to respond to excuses"— Presentation transcript:
1Telephone Collection Call Scripts & How to respond to excuses By Michelle Dunn
2Before you make a collection call Research the account historyKnow who signed the contract, credit application and/or ordersCome up with two solutions
3Your pre-call planWhat two solutions can you offer based on the history of this account?Who will you talk to?What actions are you prepared to take?
4Opening remarks Always know what you are going to say before you dial “Hi, this is Michelle Dunn calling from MAD Collection Agency for North-end Veterinary hospital about your balance of $450.” *pause*I am calling to find out if you can pay this today over the phone with a credit card? *wait*
5The meat of your callThis is where experience comes in. The meat or body of your call is when you must determine your approach/ solution/ response based upon the customers response.Listen.Stay in control of the call
6Closing the call Repeat and confirm the payment agreement Hang up. Send a confirmation letter outlining the payment agreement – be very detailed.
7Follow upThe most important part of a collection call is the follow up. If you don’t follow up, or plan to follow up, don’t make collection calls.Follow up vs. babysittingBe firm, hold people accountable.
8Dealing with excusesTo deal with excuses, you need to be familiar with some excuses.Experience with common excuses will help you have a reply ready when you are hit with one.Accountability.
9Collection call scripts Should you use scriptsHandling objectionsCommon senseStaying in control of the call
10What to avoid Not being prepared Avoid being to easy or lenient, be firmAvoid having payment mailed, get a payment over the phoneGetting emotionalMulti-tasking – stay focused on the prize!
11Stop accepting excuses and Get Paid Available in bookstores everywhere