For 2 years I had a salesman from B&C calling me. He wanted me to use his company’s collection services, and he wanted to pay MY COMPANY when I placed the business. I understood the concept; however, could not wrap my brain around why they had this product. Every quarter or so I would entertain the salesman for 10 or 15 minutes. He would ask me why I would turn down upfront payment, why I didn’t want to look like a hero. I couldn’t really tell him that there was something I didn’t trust about the program. Truth be told, I couldn’t find anything wrong with the program, but I couldn’t tell him I was scared that there was something I wasn’t thinking of. The bizarre thing was that this gentleman never strong armed me, never harassed me – he simply spent a few years counselling me in how to take better control of receivables, how to think outside-the-box, and how to solve tough collections problems. I felt bad, but a few times he called I had a situation with a customer who owed us money that was bugging me. So, I asked him what to do. Without faltering, he gave me his advice. He didn’t ask what was in it for him – I got the feeling that he genuinely wanted to help me. I took his advice, and it worked out great.
I finally told him that I already used seven different collection agencies but could send him the business that I typically sent to the lowest producing agency. And here is what the B&C guy said to me:
“I can’t understand why you would use seven agencies. That is so much administration on your end, and I would bet you have watered down any enthusiasm from all seven. However, I will take your offer. I will charge the same rates you are getting from the others, and I will give you real time offers of what we net back. All I ask is that after 90 days, you let me pay you what I am netting back to you instead of charging a contingent rate.”