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Just Asking for Money

What collecting? It's merely asking for money that's owed to your organization. Should anyone be uncomfortable about that? Not according to David Sher, CEO of AmSher Receivables Management (Birmingham, Ala.).To become comfortable, he says, use the ASK model:

Attitude. "Realize that it is OK to ask for money that is owed to you," he says. "A lot of business owners are uncomfortable asking."

Speed. "Collection is urgent," he adds. "The longer you put it off, the less likely it is that you will be paid."

Knowledge. Finally, successful collections depends on your knowledge of credit policies and appropriate customer contact.

To put the ASK model into practice, Sher recommends following the six-step AVENUE model: . . . (to read the remainder of this article, please log in below.)
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