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32 by habit. They do various things not through any process of thinking, but because they have always been accustomed to doing them, and because they have nothing else to do. If they can be gotten into the habit of paying their indebt- edness promptly, the problem resolves itself into keeping them there. When once the bill is paid the next bill should be presented punctually, and so on. Or, when a part payment is made, and a date set for the next payment, it is important that the call be made on that date, or a reminder mailed to reach the debtor the day before that date. One should never become lax in this respect. If payments cannot be made when due, then some payment, at least a part of the part-payment, should be insisted upon. The importance of instilling the suggestion of habit into the debtor, cannot be emphasized too strongly.

Likewise, suggestions through various emotions must be used. Suggestion through good-will and confidence is cer- tain to obtain a favorable response, especially with the smaller accounts. When confidence is reposed in one, one usually attempts to merit such confidence and it is always - well to begin all sets of letters with this appeal. Tactful suggestions to the pride of a debtor stimulate him to favorable action. Suggestion as to pride in his name, his credit, his reputation are excellent; every one wishes to be looked up to, to be held in respect by his neighbors and acquaintances. Where the debtor is acquisitive, an appeal to the saving of a discount or the cancelling of an interest charge is of value. The appeal to shame is suc- cessful at times, but of course shaming any one is bound to incur their ill-will. Also, the appeal to fear is effective