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A. That's an excellent question. Your situation is very common. Supporters of an organization are akin to a business relying on payments from customers. Both businesses and associations need funds to stay viable. Because asking for payment can be uncomfortable, you’ll want to prepare before you call to ensure the best possible outcome.
Be clear about your message. Be ready to explain how the funds were earmarked. If the funds are being used to honor a commitment to staff, tell the sponsor. Do not be embarrassed. You have a better chance of having the commitment honored and getting paid when funds can be traced to specific expenses rather than a general pool.
In your preparation, anticipate various scenarios.
Expect the sponsor or supporter to either make payment arrangements previously overlooked, ask for extended payment terms or a decrease in the committed amount, or state they cannot meet their commitment. Plan a response for each scenario.
Understand that almost every organization and individual is having a rough time now either personally or professionally. Begin the call by connecting personally and exchanging pleasantries. Find out what challenges your supporters are experiencing.
Remember, your supporters got involved with the association because they have a connection. Making the details more personal will help. Think of added benefits for the sponsor or supporter that would keep them financially involved and connected.
You should Initiate communication immediately. Do not continue any radio silence. Doing so will only leave members wondering about payment and the association’s future.
Don’t merely send an email asking for payment, if you can avoid it. Make contact, preferably by phone. If you are unable to connect, send a follow-up email to schedule a call. Meaningful communication is key. Approach the call in a positive manner. Even though they can’t see you, smiling while speaking might help get you in that headspace.
Jocelyn Nager, Esq.
Managing Partner Frank, Frank, Goldstein & Nager, PC.
A law firm devoted to debt collection
