Getting By The Receptionist On A Collection Call

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I often hear people in the b2b sales and b2b collection industries complaining about getting past the receptionist on the phone to the decision maker. This is a big problem that a lot people have so you are not alone. Receptionists are basically a blocking force for the company. This means that they are the first person that you'll speak to when you call or visit the company. If you're someone who the decision maker doesn't want to speak with then they're told to not let you speak with them. This includes mostly all sales and collection calls.

The way you get past the receptionist on the phone all depends on the person and what type of business you have with the company. If you're in sales, just pitch them what you would pitch the decision maker. Do not sound like you're reading from a script because everyone hates that. You want to develop a good rapport with the receptionist in order for them to put you through. If they hang up on you oh well, do not get discouraged and move on to the next call. The more people you contact the better you will do.

As far as collection calls go I take a different approach. Now when you are doing consumer (personal) collection calls you cannot use this method due to the Fair Debt Collections Practices Act (FDCPA). When you call on a commercial (business) collection account there are no FDCPA laws to follow.

I start by asking for the person in accounts payable. If the receptionist tries to get more information I tell them exactly what's going on. This information would be the company they owe, the amount, etc. Normally that does it and they pass me off to the appropriate person. There are some cases that are a bit more challenging but that comes with the territory.

The most important thing is just to be able to read the person you're speaking with over the phone. Is this person easy going or pretty ridged? Are they willing to chit chat or do they just want you to get to the point? All of these things you'll be able to tell when you are in the field for a while.

So my advice to people who are just getting into either b2b sales or b2b collections is just to stick with it. You'll run into several objections which you will learn to overcome as you go along. You cannot get upset about rejections because you'll get a lot of those. Then once you get a sale or collect your first past due account it will all be worth it. Also, take advice from your fellow workers who have been in the field for a while.


Copyright (c) 2011 Derek Gray


About the Author:
Derek Gray
Internet Reviewer
http://www.twothousandmonthly.com



Article Originally Published On: http://www.articlesnatch.com


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