Persuasion is the art of getting what you want by giving people what they want. For example, people want to get rewards and avoid punishment. Collectors who understand this never threaten to ruin credit ratings, sue, or initiate other punishment. Instead, they show how payment protects one's credit standing and keeps attorneys and collection agencies out of the picture.
Remind your staff that persuasion is the appropriate technique to use when your practice is having difficulty collecting patient outstanding balances. It's a way to preserve a healthy relationship with these patients.
For more advice on improving your practice's internal collection systems or to find out about outsourcing problem accounts, contact I.C. System , a TMA-endorsed company that can help you manage accounts receivable. Call (800) 279-3511 or visit www.icmemberbenefits.com and be sure to mention you are a Texas Medical Association member.
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