Last updated on February 21, 2016
Marketing a service that is as delicate as debt collection is, especially in the case of business to business commerce, is certainly an unflattering and often a very demanding task. The industry itself has changed drastically over the last twenty years, nevertheless the need for this type of service hasn’t declined. In fact it grew over the years with all the other small businesses.
In every industry, every business, and every form of trade – overdue payments are stressful. Some customers don’t pay because their business isn’t doing well, some simply have no intention of paying at all, the reasons are many and, naturally, everyone wants to get paid for their work.
However, most businesses are ready to make every effort in order to maintain a reputable brand and a clean profile as well. Having a clean, respectable brand is of vital importance in the world of contemporary marketing, where all information is available online and just a search away.
This should be a cornerstone for every debt collection agency when writing a marketing plan. Ideally, a B2B debt collection agency should insist on transparency, legal licensing, subtle approach and it should also focus on and address the problematic factors which concerns representation of your clients. And of course, it should be all included in your online representation.
Legal License as a Lead Magnet
Probably in every state and every country you are required to license a business, and your business should be no different. On the contrary, when you take into consideration that most people will approach this manner in a very cautious way before they decide whether to invest in your service, the smart choice would be to present your license right there on your homepage. Always keep in mind that every party involved will certainly want to have a guarantee that your part of the job will be performed in a legal manner and in accordance with your limitations and abilities, and you can’t stress that part enough.
Provide valid proof that will convince your potential customers that your services are strictly regulated and, of course, entirely legal.
Spying on Competition
This is a valid strategy of every marketing agency, and monitoring efforts of your competition should come natural to you. Inspect all elements of your competition representations, social media profiles and websites. Pay special attention on their lead magnets, discounts, content marketing methods and don’t be afraid to steal and apply some ideas on your website and other profiles.
Your competition is also spying on you, be certain about that. If you are handling your marketing in house, have a mandatory checkup of at least three different companies within your niche to make sure that you are always on top of things.
Specialize in a particular Field
Specializing for a particular field and niche could present an opportunity and a problem as well. Emphasizing your expertise for a particular type of clients will definitely drive some of your prospects away. However, the ones that you target will feel compelled and encouraged to do business with you. And don’t think that this industry should have the same approach to every business inquiring for services. For example, individuals running a business will always want a direct call with your sales team and will ask for a referral. Larger business will certainly have you setting terms with their teams, the process of interview will probably be significantly longer. Basically the entire communication is on a completely different level.
The best thing that you can do is get referrals. Targeting publications and hoping for the best won’t work. So get those testimonials and present them on your homepage as well. Bear in mind that the best message that you can send is the message of your satisfied customers. So be careful when you choose your advocates.
Emphasizing Important Factors
Finally, the number one question that every prospect will want to know is how successful you are in your business. People will certainly want to know who is representing their company and how. So include images of your agents, their background info and all services that your company provides in detail, from consulting to debt recovery help.
While almost all debt collection companies work on a commission, the initial contract is nevertheless important and your client should feel secured that you will do everything that is in your power to acquire the payments. This is why you should have testimonials on your landing page, as well as find a not-so-subtle way to underline your own revenue as a proof of successful business.
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