Growing your business can be a challenge, especially when you are just starting out. Client onboarding is one of the most important parts of the sales process. Without it, you could be starting a client relationship that results in delinquent or late payment; and this could ultimately hurt your cash flow and bad business debt.
Here are the top four on-boarding best practice tips to ensure prompt payment and a satisfied new client.
Utilizing Credit Application Forms
While credit application forms are an obvious first step, many businesses can become lazy with the execution of them. The excitement of a sale may result in being more lenient with the credit terms or forgetting it altogether. Companies should maintain a solid, consistent policy for all future clients.
We offer a free credit application form as a sample for your company to use.
Verifying Credit Application Forms
Out of the percentage of companies who utilize credit application forms, many do not actually verify the information and check credit references. They simply go through the steps. This could be a result of employees being too busy or the company being too eager to make the sale.
Here are a few reasons why your company should check credit:
- Ensure the future client that you are a serious business who is concerned about their bottom line
- Ensure cash flow
- Learn more about the company you are doing business with
- Protect yourself against fraudulent companies
- Save time and money by going after qualified leads and not needing to chase down potential future delinquent accounts
New Account Welcome Letters
Sending a new account welcome letter not only creates a personalized experience for the client, but it reaffirms payment terms and reminds the new client that you are a serious business who expects to be paid.
In the welcome letter include the following:
- Important payment contact information
- Payment terms
- Reemphasis of the value of your company
Streamlined Approach through the Pipeline
Making it easier for the client to go through the pipeline from start to finish saves your company time and money, and typically always results in a happier client. To accomplish a positive experience, companies should do the following:
- Build relationships with the client. Have one dedicated salesperson that works with the lead. The lead, and future client, will feel a personal connection to the company.
- Talk to your clients and leads in real time when possible.
- Minimize the number of people the lead has to talk with during the process. The simpler it is for them, the more likely they will come back to you for more orders.
It costs 6–7 times more to acquire a new customer than retain an existing one –Bain & Company.