Face-To-Face Meetings – How to get a debtor talking.

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Face-To-Face Meetings – How to get a debtor talking.

get the debtor to talk by using a bullet-point listThe debtor hasn’t paid and the accounts pretty badly overdue. 

He’s coming IN to the office to meet with you.

You really need to discuss his overdue account with him.

For most of us, this can be difficult. (Raising a sensitive topic like this in a face-to-face situation.)

The solution?
Don’t YOU raise the topic first!
Get HIM to, like this …

1: On a notepad or piece of paper, write out a short list – capital letters & bullet-point format – of all matters you want to discuss.

2: Be sure your printing is clear, legible and reasonably large if on paper. Use a large font if on a notepad.  In other words, not small.

3: Number each point.

4: Make the very LAST numbered bullet-point “YOUR ACCOUNT”.

5: Bring the notepad or piece of paper into the meeting.

6: Put it on the table between you and debtor. WITH THE LIST FACING YOU

7: Glance at the list now and then as you discuss each point. This encourages the debtor to do the same. And he’s very likely to notice the last item. Even though it’s upside down. 

You read the words in the image above ok didn’t you?

He’ll see those two words “YOUR ACCOUNT” which say both nothing and everything at the same time. 

1: Makes you plan the meeting properly.
2: Means you won’t miss anything you want to discuss.
3: Makes him look at your list to see what’s coming up next.
4: Forces you to raise the topic – if he doesn’t!


By | 2020-03-11T05:34:31+00:00 January 17th, 2017|techniques|0 Comments

About the Author:

Have you ever wondered why a client does business with you and then ignores your invoice like they had no intention of paying it in the first place or they treat you like their own personal line of credit, leaving YOU dangling, waiting months for their payment? Unfortunately this situation is all too common and can even be puzzling for the most experienced business owner. If you’ve ever had to handle outstanding accounts or you are just so over non-payers, then we can help. Real-world skills, solutions, tips & strategies to get more accounts paid on time, and, most importantly, how to maintain customer goodwill while keeping YOUR cash flow in the positive. You will find the blog posts helpful but to get real results, contact us by using any of the forms on this site, by email or by phone. I’ve been involved in the management of accounts for over 30 years, heard every excuse in the book, can spot a non-payer at 20 paces. Finance Companies in the 70s (systematic, tough), professional firms in the 80s (no systems, too gentle) and, since then, just about every other sort of business you can think of. I’ve written books on the topic, spoken all over the place about it and the blog in this website is my way of “giving back”. I hope you find it helpful.

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