Here is blog post number 19 about getting paid by your customers. This material is taken from the article, “How to Collect from Anyone (Even Enron)” found in Inc. Magazine,
Way to get paid #19: Use Guilt, Not Anger. To achieve your aim — getting paid — it’s important to get the name of all the people you’ve talked to, especially if they’ve made a commitment. “Once you get that commitment, whoever you talk to will feel guilty when you call back,” says Wald. “They’ve made you a promise, and I’ve found that they’ll do what they can because they don’t want to be thought of as someone with no integrity. It could be the owner, a clerk, anyone.” What’s the proper way to react if your contact lies to you? With disappointment rather than anger. “It’s just a sigh, mostly,” says Wald. “Then I say, ‘I told my boss you guys were going to pay, and now I’m going to look like an idiot.’ And after saying something like that, rather than being pissed off at them, I ask for their help.”
“Engage people with what they are able to understand; it settles them into a predictable pattern of response.”– from The Art of War by Sun Tzu.
“A gentle answer turns away wrath, but a harsh word stirs up anger. The tongue of the wise adorns knowledge, but the mouth of the fool gushes folly.”— (Proverb 15:1-2) from The New International Version of the Bible