In today's video, I'll explain how to avoid unpaid invoices and the best ways to deal
with clients who pay you late or even worse, don't pay you at all.
I'm Priyanka Prakash, senior staff writer and small business expert at Fundera.
Unpaid invoices and late payments regularly plague freelancers, consultants, and small
business owners.
If this problem is hurting your business's bottom line, you'll be glad to know that there
are ways to deal with habitual late payers that really work.
I'm going to cover five ways to handle those pesky unpaid invoices and late payments proven
to work by real small business owners like you.
Strategy number one is to send your invoice to your client right away.
One of the best ways to get paid right away by a client is to send your invoice immediately
after providing the good or service that you're charging for.
Ryan Holden is the director of Progressive Heating and Air, an HVAC company based in
San Diego, California.
He says that he has seen a 70% reduction in overdue invoices by sending his invoices early.
By sending your invoices right after you finish a job, you’re top of mind for the client,
and they don't have a reason to forget you.
Invoicing software also makes it easy to get your invoices to your clients ASAP and reduces
the friction around payments.
For example, QuickBooks lets you schedule and send recurring invoices to clients that
you regularly work with.
You can even send invoices on the go from their mobile app.
Strategy number two is to let your clients pay you online.
The easier you make it for your clients to pay you, the sooner you'll see their payment
hit your bank account.
Matt Woodley, a freelance digital marketer based in San Francisco and founder of MoverFocus.com
has seen a 10% increase in on-time payments since he's expanded payment options for clients.
Now Matt's clients can pay by credit card, bank transfer, or PayPa.
Payment processors like Square integrate with your invoicing and accounting software and
let customers pay an invoice online.
Strategy number three is to ask your clients for an upfront deposit.
Even asking for a small deposit upfront gets your clients psychologically and financially
invested in the work that you've done for them.
For example, if you're doing a $1,000 job for a client, consider asking for a 25% payment
up front and the rest after you complete the job.
Dylan Sprouse, co-founder of eco-friendly transportation site Sprousebros.com says that
asking for upfront payment, along with some other strategies, has resulted in 80% of their
clients paying them on time.
Sprouse says requesting the deposit is a good way to gauge the professionalism of a client
before you even start working with them, and you're already setting the tone that being
paid for your goods or services is an important part of the professional relationship.
Strategy number four: Offer early payment discounts, and charge late fees as needed.
Many small business owners have luck with offering early payment discounts to their
clients.
As the name suggests, this simply means offering a 3% or 4% discount on pricing when clients
pay within a certain timeframe, such as within 10 days of receiving an invoice.
Many budget-conscious clients will bite and pay you on time to earn the discounts, and
this is great for your cash flow.
Matthew Ross, co-owner and COO of The Slumber Yard, a mattress review site, says that about
40% of their customers take advantage of the early payment discounts, which gets them the
cash sooner that they can then use for operating and other business expenses.
On the flip side to early payment discounts, it can be a good idea to set and enforce late
payment penalties.
If clients know in advance that you'll charge, for example, 10%, for an invoice that's one
week late and successively higher penalties for even later invoices, they're more likely
to get things in gear sooner.
Strategy number five is to create a drip campaign of reminders.
This is actually a tip from Brian Cairns, CEO of ProStrategix Consulting.
Drip campaigns are email marketing campaigns which automatically go out to customers on
a set schedule.
Normally, drip campaigns are used to nurture clients through a sales funnel, but Cairns
adopted this strategy for invoice payments He ensures that email reminders to make a
payment go out two days before the payment is due, the day that payment is due, and then
at plus two days, plus five days, plus seven days, plus 10 days, plus 14 days, and plus
21 days.
After the invoice ages 28 days, it goes to collections, with a penalty.
Once payment is made, the client exits the drip campaign.
Payment options are embedded in every email.
According to Cairns, this system decreased their late payments by 45% and collections
by 72%.
You can use email marketing software such as MailChimp to set up a branded drip campaign
to your clients.
Invoicing software also lets you send recurring email reminders.
Strategy number six is to do homework on your clients.
Doing a bit of research on a prospective client can go a long way towards reducing unpaid
invoices in the future.
Here are some tips for researching clients.
First, look up their business credit report.
Any business can look up the business credit report for another company and see how many
accounts that company currently has that are past due.
Several overdue accounts should immediately send up a red flag.
You should also ask other vendors, if you know that the business works with other vendors,
or fellow business owners if the client paid on time and ask about their payment process.
Before working with the client, ask about their payment process.
If they have an accounts payable department or dedicated staff for paying vendors, that's
a good sign.
Strategy number seven is to escalate the issue if needed.
As a last resort, you can always escalate a late or unpaid invoice.
This is most helpful when an invoice is overdue 90 days or more.
You can retain a lawyer to write a demand letter on your behalf, which states that payment
is due and that you'll take legal action within a certain timeframe.
Now, actually suing the client in court could be a waste of your time and resources, particularly
for smaller invoices, but just sending a letter can incentivize many clients to pay.
You can also hire a debt collector to chase down unpaid invoices.
Just make sure that if things reach this point, don't work with that client again.
Those are seven proven ways to deal with unpaid invoices and late payments.
Following these strategies should help you improve your business's cash flow.
For more information on running a business go to fundera.com.
You can also visit YouTube.com/fundera loans and subscribe to our channel for more videos.
Thanks for watching everyone, and let us know in the comments if you have any questions
or strategies for chasing down unpaid invoices that worked for you.