Always urge the customer to pay upfront (option 3).
If your customer is broke, do everything you can to secure a debit card or checking account number so you can collect your payment once the service is rendered (option 2).
Sadly, even the greatest salesmen will never enchant every customer into coughing up that luscious plastic.
Sometimes you have to wave the white flag and bill a bitch.
The problem with billing (beside the fact that you have to wait for your $money$) is that your employer will often “audit” the customer after you close them to “finalize” the sale.
Handing a Discover card to a salesman affirms consent. However, if you bill a customer and she claims she’s never heard of your service, now you have a game of “he said, she said” on your hands.
Therefore, before you get paid the customer must be closed twice: once by you and again by the auditor.
Obviously, you don’t want her flaking.
So, if a customer is being audited do not let her out of your sight before you WRAP IT UP.
“Ok, we will invoice you like last year. In about an hour, someone from our secure data center will be calling you to finalize the scheduling. Is this the best number to reach you? Will you be available in the next hour to answer the phone? Once again, I’m Askari and my direct number is 708-555-5555. Do you have any other questions or concerns? Okay, so again within the next hour they will contact. So, make sure you answer and confirm the service so we can get out there right away when the weather breaks, okay.
Let’s break it down:
- Confirm call time
- Confirm phone #
- Confirm availability to answer said phone
- Personalize the sale be giving name and #
- Ask about concerns to test for flaking
- Reconfirm call time
- Reconfirm for the 3rd time
WRAP IT UP = POUND THIS CONCEPT INTO THE CUSTOMER’S HEAD WITH A SLEDGE HAMMER BUILT FOR PAUL BUNYAN.
It’s amazing how many customers “forget to answer the phone” or become “super busy” without warning or “never receive a call” when you fail to WRAP IT UP.
You better wrap that sale up, B.