How to Ask for Money Nicely

by Mark Latour
Vollmer Public Relations Houston

The scene is a workhouse in 19th century Britain. The camera focuses in on a group of poor, hungry boys drawing lots. Oliver is the loser. He picks up his bowl, anxiously approaches Mr. Bumble, the parish beadle, and says: “Please sir, I want some more.”

Some people have no trouble asking for what is rightfully theirs, and others are timid to the point of their own detriment. You might believe that talking to your clients about money will cause a mild case of angina, but my goal is to help you overcome your fears so you can ask for what is rightfully yours.

In this article, we are going to discuss how to ask for money nicely.

You come to work every day to earn a paycheck, and you work hard for that money. If your employer failed to issue your paycheck, you probably wouldn’t have any trouble saying: “Excuse me, but I think you forgot something.” Asking your clients to pay their past-due invoices is exactly the same.

Fortunately, I work for a great company that provides an extraordinarily high-quality product to its clients. When an invoice isn’t paid on time, I don’t have any hesitation in asking that our company be paid for its efforts. I’m sure you feel the same way. If you are the person at your firm who has that personal relationship with the client, then it may be your job to help make sure your firm’s invoices are paid in a timely manner.

Because most of our clients enjoy excellent reputations and have the highest level of integrity, the people I generally talk to are respectful and professional. They want to honor their contracts, and I try to make these conversations as painless as possible. In most situations, it can be distilled down to a few quick questions:

1. “Have you received our invoice for the month of (fill in the blank)?” It seems so simple, but clients cannot pay invoices they have never received. In my experience, most past-due accounts are the result of an invoice that went missing, so don’t be afraid to ask. After all, some invoices really do get lost in the mail, some wind up on the wrong person’s desk, and a few get buried under a stack of other things in a person’s inbox. If your clients don’t have a copy of the invoice, fax or email them another copy. Then call back and confirm they have received it.

2. “Do you have any questions or concerns regarding your invoice?” Maybe your client needs more information in order to feel comfortable approving the payment. Now is the time to uncover any obstacle. Address their concerns immediately and get their agreement that they will approve your invoice for payment. (Remember that only “approvals” equal payments.)

3. “Will you do me a favor?” Because your client contact is your friend on the inside, he or she may be in a position to help expedite a past-due invoice. Don’t hesitate to ask. Let your contact know that the folks in your finance department are pressuring you because the invoice is more than 30 days old. Explain that you’d like to tell them when the payment should arrive, and you need your contact’s help in getting an answer. It’s a reasonable question – the same sort of question you’d ask if your paycheck were unexpectedly late.

This three-step process is quick, non-confrontational and professional. The questions are very specific, and they generally achieve excellent results. When it is time to ask for money on behalf of your company, don’t hesitate to say: “More, please.”