What will you see today?
In this article, we’ll show you how efficient B2B debt collection management transforms your relationship with buyers.
In addition, we will provide essential tips to help you with this task;
Finally, we will teach you how to charge customers without damaging the relationship and provide 4 message templates that can be used in your collections.
Let's go!
How to charge B2B customers without affecting relationships?
Carrying out collections is a very important step for sales representatives . It can either build customer loyalty or, in the worst case scenario, scare them away and prevent them from buying products from you again.
Therefore, it is essential that you use efficient strategies to australia whatsapp number manage customers and monitor payment status, ensuring that the relationship between you is not affected.
Check out how to do this below.
Classify customers into groups
First of all, to create good collection strategies and decide which path to follow, understand your portfolio. Use payment history to separate customers into groups that pay on time and those that tend to pay late.
This way, you can create different action plans for each group of customers and personalize service based on recorded information. Check out some examples of categories:
gold: customers who are not late;
silver: customers who are late but don't have many problems;
Bronze: Customers who are late and have frequent problems.
Create a billing schedule
Plan your billing in advance and set a date to send reminders about upcoming debts. This way, customers won’t be surprised by a sudden billing, and you’ll ensure that everyone is aware of payment deadlines.
Also, remember to use the same communication channels as your buyers, such as WhatsApp and email. This ensures that all interactions and agreements are recorded and well-kept.
Keep in touch with customers
To show customers that you care about them and are available to help with any issues that may arise with your products and/or services, maintain regular contact and strengthen the relationship.
This way, consumers will have a different perception of you as a professional and will not think that you just want to sell products and receive payments.
Record everything
Prevent information and conversations from being altered and causing conflicts between sellers and consumers. Record all interactions via email, WhatsApp, and phone calls to be used as references in the future.
Automate processes
Keeping track of customers is time-consuming and can be compromised by human error. To effectively manage customers and have all the purchase and payment data at any time without having to spend days looking at this information, use a mobile sales force.
With it, you can keep track of all orders, buyer information, inventory reports, and much more. The best part is that you have access to all important data on your cell phone, without having to carry around a bunch of papers and without risking losing your records.
Take advantage and learn:
-> How can a mobile sales force double the productivity of representatives on the road?
Tips for structuring an efficient collection process
As we have seen so far, carrying out collections efficiently strengthens the relationship of trust with customers, ensuring that new purchases are made and that they recognize your value as a professional. In addition, good management of the customer portfolio maintains cash flow and prevents default.
Therefore, it is essential that you use effective strategies and tools that facilitate the management of this process. Next, learn how to structure your collection process without making mistakes.
Keep a calm tone of voice and be patient.
We know that staying calm with a customer who is always causing problems is almost impossible. But try to keep a calm tone of voice, don't insult the customer, and explain your situation. Also, emphasize that you need to meet deadlines and that they must be respected.
If this doesn’t work, ask the customer if they are open to renegotiating and how long they need to make the payment. This ensures that they don’t feel pressured and see that they have other payment options.