This question came from a client who wanted help positioning different payment options in hopes of increasing payments and getting clients to pay sooner and more predictably. They were presenting 3 payment options in the following order and asked if I agreed with their logic:
- Extra Payment, which would allow them to pay in smaller monthly payments, by adding one additional payment. It would work for clients who are more budget sensitive than time sensitive.
- Increase of Plan, which would allow those with more urgency to file sooner as their account would be paid in full sooner.
- Pay off Balance with Discount, which would allow clients to pay in “full” but with a 20% PIF incentive.
Here was my response:
Actually, I would reverse this order. If they can’t pay in full, we’d say, “No worries. Let’s increase your payment each month.” If they can’t do that, then we’d offer to do a one time extra payment.
Note: But this also changes depending on the client. If they are planning to pay off anyway then do it faster w no discount driving home the benefit of filing sooner.
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