You don't want to hear this, but if a lot of your customers have fallen seriously behind with payments, you first have to realize there's only one person to blame: You. At least, that is the mindset that Cincinnati-area Mac Tools Dealer Bruce Holsinger has.
Holsinger, for example, makes sure he gets every piece of information he can when he first opens a new truck account. He asks questions that might seem a bit invasive: Do you have a wife or girlfriend? What's her name? What's her phone number?
Holsinger says if the customer mentions a dad, uncle or brother he asks for their name and number too. Never know when it might come in handy.
Some customers may balk at these somewhat intrusive questions. But just remind them they're in essence applying for an interest-free loan. If they were applying for a bank loan, they'd be asked many more personal questions.
Why does he want this information? He may not call them as a reference, but if a customer starts dodging him, Holsinger is not above calling a wife, girlfriend or family member to try to collect his money.
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