Assume Payment

Assume Innocent, Not Guilty: A Fresh Approach to Overdue Accounts

What if you approached every overdue account call assuming your client had good intentions? Better yet, imagine they've already paid, and the payment simply hasn’t been located. How would this shift your tone? Likely, you'd handle the conversation much differently.

Here’s an example of how to phrase your call:

"I was reviewing the accounts today, and it seems we haven't received payment for May yet. Has it been sent or is it on the way?"

Notice that this assumes the payment is either in process or already sent. By offering what seems like a multiple-choice question, you give the debtor a nudge towards honesty. When neither option fits, they often reveal the actual status of the payment—exactly what you're aiming to learn.

This method allows you to remain the "Good Guy" while still effectively chasing payments. Try it—it works!