THE first letter should be courteous in tone, calling the customer’s attention to the fact that his account is somewhat overdue and requesting an early settlement. It is well to at least impress the customer with the fact that he has your confidence by mentioning that the bill has probably escaped his attention.
This, as if youhad forgotten that this were a collection letter at all, follow with some good selling talk, some intimate inquiry about the things that interest you both. In short, show your man that you think of him primarily as one of the firm’s valued friends.
You will be surprised to find how a little supplementary talk of this kind will bring in the customer who really wants to be square.
And you can well afford to be cordial, for at this stage his future business is still valuable to you.
From the average careless but honest delinquent, a letter like this will pull a partial, if not a full payment of the account.
Throughout it radiates only the good will of the house and from the man who intends to settle without difficulty, it is certain to appeal because of its evident fair play. There is a chance, too, that it will pull business as well.
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