In this three part series, we discuss pathos, ethos and logos and how to effectively use this to recover payments on past due invoices. In this blog, we will cover how to best utilize your ethos. Read Part II on Pathos and Part III on Logos here.
- Have you provided a good or service to a customer who is now slow to pay?
- Are your outreaches of additional invoices, phone calls, and more proving unfruitful?
Maybe it’s time to up your ETHOS!
What is ethos?
Ethos is defined as “the distinguishing character, sentiment, moral nature, or guiding beliefs of a person, group, or institution” (Ethos Definition & Meaning – Merriam-Webster). As it relates to business, think of ethos as being credible or knowledgeable on the subject being discussed.
How to use Ethos to Recover Past Due Invoices
When asking for a payment on past due invoices (in person, phone, email, etc.), use ethos as a way to show your customer that payment is reasonable and overdue. Show your credibility in the following ways.
- Discuss the work done and how it relates to the work requested. If there are details on the customer signing off, picking up goods, or commenting positively on the work, mention these.
- State the work was done and the agreement of a timely payment has not occurred.
Personalized Communication in Collections
Incorporating personalized communication into your collections strategy can significantly enhance the effectiveness of your efforts. By addressing clients by name, referencing specific details about their accounts, and acknowledging their past relationship with your business, you create a more human connection.
This approach not only demonstrates respect and understanding but also increases the likelihood of a positive response. Personalized communication helps to soften the impact of the collections process, making it more about resolving issues collaboratively rather than imposing demands. This can lead to better outcomes and maintain goodwill.
Utilize your pathos (emotions) and logos (logic) along with your ethos to bring resolution to past due invoices by asking for a “good faith” payment with a future payment plan or payment in full!
Learn more about pathos at Using Your Pathos To Collect Past Dues (beyondgreensolutions.com) and logos at Using Your Logos To Collect Past Dues (beyondgreensolutions.com).
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Photo by Vero Photoart on Unsplash
