unfavorable. Write to Messrs. Lee and Watkins,
refusing them credit but trying to get their cash
business.
=Exercise 230--Letters Requesting Payment=
It is better not to make threats in a collection letter except as a last
resort, and then the threat should be carried out. It is advisable in a
first letter of the kind to take for granted that a customer is honest
and that the failure to pay is an oversight. If some inducement for
further purchases is included in the letter in the form of good selling
talk, a remittance will probably be sent, and perhaps another order as
well.
If the customer, however, takes no notice of the first letter, a second,
making the request for payment more urgent, may follow. The tone of the
second letter and subsequent letters will depend on the value that you
put on the customer's trade. Finally, if he ignores all of these
letters, dally no longer. Say that if payment is not made by a certain
date, you will draw on him at sight. If he does not honor the draft, put
the matter in the hands of your attorney.
* * * * *
Study the following letters. Select from them those that you think would
make a good series:
1
Dear Sir:
Ten days ago we mailed you a statement of your
account, which was due at that time. As we have heard
nothing from you, we have concluded that the letter
must have miscarried. We are, therefore, enclosing a
duplicate of the former statement. We trust that it
will reach you safely and have your prompt attention.
Yours very truly,
2
Dear Sir:
Evidently you, too, are experiencing the increase in
business that our customers in general are reporting.
In the rush of orders you probably have overlooked the
fact that your account with us is three weeks
over-due. Your remittances hitherto have been very
prompt, and we trust that this reminder will be
treated equally promptly.
By the way, have you found that the Holeless Socks are
coming up to our guarantee? From all parts of the
country we are getting flattering reports in the form
of big orders. We feel that they merit their
popularity, and with the extensive advertising
campaign that we have inaugurated they are bound to
continue in favor.
We are especially prepared at present to give you an
attractive price, enabling you to realize large
profits on these socks. If you need more of them, we
can make shipment at once.
Yours very truly,
3
Dear Sir:
In looking over our accounts, we find that your
purchases have lately been increasing considerably and
that your payments have been few and unimportant.
Statements have been sent regularly, we believe, but
have probably been overlooked because of the stress of
your other affairs. Such things, of course, can happen
with any of us, especially when we have many other
matters to look after.
We have always valued your account, and we greatly
desire our pleasant relations to continue. As the
amount that you owe us is now long over-due, we would
appreciate your returning the enclosed bill to be
receipted during the next few days.
Yours very truly,
4
Dear Sir:
Your attention has twice been called to your account
for $----, but for some reason you do not reply to our
letters.
Our terms, as you know, are thirty days, and we cannot
allow a longer extension except by special
arrangement. We have borne the matter very patiently,
realizing that unusual conditions sometimes prevent
one's doing as he desires. At the same time, it is
entirely out of reason that your account should still
be owing at this time. May we not expect your
remittance by return mail?
Should we not hear from you by the 15th, we shall draw
on you, and, if you have not remitted in the meantime,
please provide for our draft upon its arrival.
Yours truly,
5
Dear Sir:
On March 15 we drew on you for $250. Our draft has
been returned to us by the Blank Bank, unpaid.
Your account is long past due, and, although we are
willing to do almost anything to accommodate our
customers, we feel that in your case the time for
concessions has passed. We desire your check at once
for the balance due us.
You are credited with using considerable money in your
business, and it would seem that you should without
difficulty be able to take care of amounts such as you
owe us. If we do not hear from you by April 1, we
shall send a second draft. If you permit this to be
returned unpaid, we shall be compelled to take action
to force collection. We wish to express the hope,
however, that you will not allow this to be done.
Yours truly,
=Exercise 231=
Letter (2) above is written primarily to get a check for the over-due
account and incidentally to get another order. Suppose that the customer
sends an order and no money. You do not wish to extend further credit
until the old balance is paid. Write a tactful letter, saying that you
will hold back the order until you receive a check to pay the over-due
account.
=Exercise 232=
Write the letters in the following transaction: