How many influencing techniques can YOU find?

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How many influencing techniques can YOU find?

influencing techniquesHow many influencing techniques can YOU find in this short, yet extremely effective, email?

Using only one of any of the influencing techniques mentioned below won’t work. BUT … when used as they have in this email these techniques are extraordinarily powerful and WILL get a response.

We use a combination of them in almost all of our email reminders.  See how many YOU can find.

Dear Mr and Mrs Jones,

When we spoke on the phone earlier this month, you advised that you would
look at payment of the invoice mentioned below when you returned to the office last week.

Payment of this invoice is now seriously overdue, so please
advise when will you be settling it so that I may advise the Partners.

Thanking you, in advance.

Elaine Smith

So, how many DID you find?
There are eight.
Here they are …

1  People prefer NOT to talk about overdue accounts on the phone.
This email mentions that we had spoken to her on the phone, inferring that we will again.

2  It repeats a commitment made.
If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment because of establishing that idea or goal as being congruent with their self-image.

3  It only has three paragraphs, it’s short and to the point
You didn’t want to write it. They don’t want to read it. So, don’t mess around. Apply the K.I.S.S. principle – Keep It Simple Stupid.

4  It’s written in plain English.
It’s simple and straightforward.

5  Two ‘instructions‘ and one ‘statement of fact‘ are written on the left hand side of the email.
*  The instructions being
— “Look at payment” and
— “advise when will you be settling it”.
(Note: The correct English would be “advise when you will be settling it” but it has been deliberately written incorrectly so that it becomes a question in its own right and makes the reader read it twice, emphasising the question asked.)
*  The ‘statement of fact‘ being
—“Payment of this invoice is now seriously overdue”

6  The word YOU is used 5 times in this very short email
Keeps their attention. Makes it personal. They’ll read the email in full.

7  It informs the reader that the collection of this debt is being escalated.
The phrase “so I may advise the Partners” brings in the “Fear of the Unknown” factor.

8  Although ending on a friendly note, it uses the “assumptive close”.
The phrase “Thanking you, in advance” is assuming that they’ll either pay or at least reply. And they do.

By | 2017-07-20T00:03:10+00:00 September 15th, 2015|techniques, wording|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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