Sometimes, the less said ...

When all your collection efforts (emails, letters, calls, and messages) have gone unanswered, sometimes saying less is more. This approach nearly always prompts a response—but only if you follow each of the six steps below. It’s a straightforward psychological tactic.

Why This Works

• Direct Impact: The message is concise and impactful—just three one-sentence paragraphs.

  • Paragraph 1: States the overdue amount.

  • Paragraph 2: Explains the next step.

  • Paragraph 3: Puts the responsibility on the recipient: “What happens next is up to you.”

• Dual Delivery: The message is sent twice:

  • Email on Thursday: Short and “vague” enough to demand attention.

  • Send Letter on Friday: If ignored, it lingers over the weekend, creating urgency.

• Shift in Tone: The email is sent by a different team member, signaling that you’re no longer invested in whether or not they respond.

• No Discussion Invited: It’s a simple directive without room for negotiation.

Steps to Follow

Step 1: Prepare a letter with the following wording:

Dear Mr. Bloggs,

Overdue Account – $14,623.44

Payment of the above amount is now well overdue.

On Thursday, 05 February, this matter will be referred to our solicitors to pursue payment on our behalf in whatever manner they deem necessary.

The future course of this matter is now entirely in your hands.

Yours sincerely,

Step 2: Save the letter as a PDF.

Step 3: Have a Receptionist, PA, or other colleague send an email with the PDF attached, using this wording only:

Dear Mr. Bloggs,

The attached file is self-explanatory.

Regards,

Step 4: Send the email on a Thursday.

Step 5: Mail the letter the next day, on Friday. It will arrive a few days later massively increasing pressure on the debtor.

Step 6: Four to five days after the deadline (if no response), instruct your solicitor to send a 7-Day Demand Letter. Do nothing further until then, even if the debtor calls.