Tavelli Co., Inc.- Feb 15, 2024
Collection Agency Rates, Recovery Rates, Reputation and Relationships
During a recent sales call, a potential client sought information about our rates and services. Articulating our uniqueness can be challenging, but this conversation provided the perfect opportunity to convey what sets us apart, particularly as a Marin County and Sonoma County collection agency. While typical sales pitches often include generic claims like “best customer service” or having a great team, this discussion reminded me of a key insight from a previous prospect.
The pivotal question that emerged during this call was, “Why wouldn’t someone seeking rates always opt for the lowest rate?” It’s a valid inquiry, and the answer is nuanced. When it comes to collections, the real qualities companies should be searching for are results and competency. For instance, imagine your favorite NBA team recently acquired a new player for just $1000 a year, and that player happened to be me. This may not come as a shock, but this seemingly advantageous deal may not truly benefit your team. While focusing on the price tag, one might overlook important considerations. Opting for companies with the lowest rates might lead to compromises in other crucial areas, akin to selecting the cheapest dentist or roofing specialist. If someone excitedly mentions, “I got a new roof for $100 dollars,” it’s essential to delve deeper into the conversation. In the accounts receivable management industry, asking additional questions becomes paramount: “Is the company bonded? How do they handle disputes? What’s their accessibility like? And what do their Google reviews reveal?”
Despite offering lower rates, some companies may fall short in critical aspects. In the collection’s realm, it becomes crucial to partner with a company that values quality more than just volume, avoiding practices like debt parking or strategies that diminish human interaction. Key inquiries should revolve around returns rather than rates because the newly established agency down the street might offer low rates without delivering on essential aspects of ARM services.
We often find that returning prospects or potential clients may have experienced something negative elsewhere. Finding the right collection agency may be more difficult and daunting than the initial endeavor first appears. Often businesses aren’t even sure how to conduct their initial investigation into such a partnership or how to find an agency that will protect their reputation and already has a stellar reputation in the community. Articulating this in a sales call without sounding redundant can be challenging, but I believe I’ve found a more precise way.
A few months ago, a receptionist in the medical/dental field called, expressing concerns about maintaining patient relationships. She sought a collection agency that cared for patients and wouldn’t damage established connections, and her employer was very concerned about how sending accounts over to collections might impact the relationships they care about and have fostered throughout the years. Later I realized – this is exactly what our company excels at! Not only that, but – these are the types of companies we want to partner with! In the past, I used to explain to prospects that our company gets almost no complaints, or I would explain a time where someone sent us a handwritten note sharing with us what a gentleman one of our collectors was on the phone. The challenge for us previously had been this well-kept secret. Our company and staff are exceptional. The feel of our company is light and not like some shadowy dungeon-like call center with a rotating staff door. This is due to the fact that we value people and relationships, we value human interaction. However, nothing could encapsulate what our company excels at better than this one phone call. Our goal is accommodating and partnering with prospects like this, because their largest concern is the one area where our company has set the gold standard. This also denotes an alignment of values. Our company values people and relationships, so when potential clients call in and they demonstrate a concern for the needs of their patients or consumer base, this generally serves as an indication that a future partnership with this group will endure for some time to come.
Ultimately, the answer to the question, “What sets Tavelli Co. apart?” is straightforward. We operate as a small family business in the heart of Sonoma County, placing high regard on family, staff, clients, and the relationships we cultivate. Our core principle is valuing people. Should your company need a quality collection agency, and share this perspective, feel free to give us a call at (707) 509-5565. We look forward to speaking with you!
Tavelli Co., Inc. has over 37 years of unparalleled experience in the debt collection and receivables management industry. Our mission is to achieve the right balance between getting clients paid and being empathetic to debtor circumstances, through implementing innovative practices, hiring experienced people, and improving business decisions through analytics. We provide peace of mind to all involved by collecting money with no complaints. Tavelli Co., Inc. takes the time to carefully listen to your customers and share their feedback with you through meaningful data and transparent communication, so you have access to the information you need to make quality decisions and improve your processes in the future. Contact us today and let the debt collection experts at Tavelli Co., Inc. help you set your business up for success.
IMPORTANT: Information provided by Tavelli Co., Inc., any employees of Tavelli Co., Inc., or its subsidiaries is not intended as legal advice and may not be used as legal advice. It is not intended to be a full and exhaustive explanation of the law in any area, nor should it be used to replace the advice of your own legal counsel.
