When you are courting a new client, you emphasize your success with existing customers. You increased collections for Citibank by 33% over the past 2 years and increased revenue for Mass General Hospital by $2 million over the last 12 months. Both are great accomplishments, but your prospect may be more inclined to work with a Collection Agency that will make his job easier.
What are your prospects biggest issues dealing with his current collection agencies. You may learn that his/her issues concern getting reports on current performance. How much money has been collected month to date? How many accounts have made payments in the past 12 months and what is the total dollars collected? How many accounts have paid their balance in full? Can I get a report that shows my current inventory of accounts placed? Can I view last month’s invoice?
Currently, the prospect calls his customer service representative and asks for this information. The prospect has given up calling and asking for any special reports from his current agencies because he or she needs the information for their management immediately.
Here is your opportunity to show your prospect how you can solve these deficiencies. Sitting down at their PC or from your laptop, show them they have full access to their data including the ability to modify existing accounts. They received a direct payment today for $1000. You log them into their client web portal and show them how they can enter the payment directly. Then you show them a step down report that they can view. Print that report for them. Show them their current invoice that shows you paid them $250,000 last month.
When you finish viewing their new web portal, ask him or her, “what else would you like to see?” Now you will see them light up! There is virtually no bit of information that they cannot find or report that you can create for them. Grab their logo and have it displayed on their web portal dashboard. Print it out with the list of reports they have immediately available for them to view, download, or print.