The Mindset of Non-Payers

Some people would rather spend $50 trying to avoid paying $100. They play games, procrastinate, and sometimes refuse to pay at all. Why is that? It’s the way they are hard wired. But consider this, just as good marketing causes people to buy a product, the way you “market” and request payment (bill and collect money) causes customers to pay. You are selling people on paying their bill and your process determines the outcome. It’s vital that business owners understand this. Clients who are hard wired to procrastinate respond both consciously and subconsciously to “the way you bill and collect money”. You can command payment and respect while enjoying a good relationship with clients. Even with that, there are still some problematic customers who drag their feet. We can blame the customer or learn how to change and train them to pay on time. It’s time to train the non-payers to get on board. 

 The truth is, most of the customers who don’t’ pay have the money, but they don’t want to give it up. These same people have the newest phone the nicest clothes and a sweet car while they owe you money. It’s not their ability to pay but their desire. Your ability to create a sense of urgency with these clients will set you apart from other companies and even your competition.

 Again, your capacity to take control of even the most difficult customers will make them pay you while they make others wait. Building trust and credibility from your first meeting through the business relationship will continue to help you get paid and sell to every client. Proper Communication and Consistency are key to getting paid. What does that mean exactly? When you practice great billing and collection strategies, customers respect you and you are perceived as a great business man or woman. Perception is part of your brand and should be taken seriously.

Christopher Mangan is the President of CJM Billing Solution, Inc. and the author of the Top 10 Billing Secrets.