(DAY 97) Ghosting and collections in B2B business

B2B business with SMBs

One challenge in B2B sales is a customer going silent, especially when payment is due. That uncertainty can affect cash flow. Collecting from small and medium-sized businesses (SMBs) brings its own difficulties.

Ghosting in B2B

When a customer suddenly stops responding, it is hard to know what is happening with a deal or an unpaid invoice. Financial trouble, internal issues, or communication breakdowns may be behind it.

Collections from SMBs

Dealing with SMB collections can be particularly challenging due to a variety of factors.

Lack of Financial Resources

Some SMBs have limited cash and may pay invoices late.

Inefficient Payment Processes

Less established accounting and payment processes can also lead to delays or errors.

Communication Barriers

Language barriers, miscommunication, and different business practices can make collection harder.

Today I realized that one of Exambazaar’s long-term customers, the director of Trishul Defence Academy, had stopped responding. He had continued communicating with us, claiming financial troubles and health issues in his family, and finally went quiet. It does not feel good to spend time and resources on a customer who stops responding.

That is why I try to say no quickly to sales and business development teams. Once I have been clear, any further effort is their choice and investment of time and resources.