Summary:

Making a sale to a credit grantor in the recessionary environment of 2009 has been more challenging than in years past — especially with the frequent turnover that we have seen within recovery groups. However, with the increased volume of past-due accounts, credit grantors have been looking to add to their agency networks.

In addition, this article states that once you’ve determined your unique selling proposition, discuss in your meeting whether you are fully communicating this strategic advantage in everything you do, including your marketing literature, your website, your sales pitch, your conference booth, and so on.

Article Quote:

“This past year, getting that call from the recovery manager was likely a function of whether your agency had all the boxes checked; SAS70, no substantial legal issues (FTC/State AG), the paper skill-set, a strong back-office, and, don’t forget the other important factor, the pre-existing relationship!”

Link: http://www.insidearm.com/go/arm-news/ask-the-experts-strategic-planning-for-2010-driving-sales-results

This article points out strategies for creditors to increase profits. As the author points out, one way to increase sales is to do a review of customers, past, present and future prospects. Making and maintaining connections with customers increases referrals, make customers feel they are important to you which in turn increases your bottom line. With the right technology, accessing customer lists along with other information such as their past payment histories is made simple.

For more on strategic planning technology, see http://www.performancesolutionstech.com/category/strategicplanning/