Understanding Pinch for Your Payers

Payer 1 - The Business Owner

Industries: Professional services, agencies, tradies, wholesalers, advisors, accountancies

Understanding why they pay late
Small business owners often manage their own cash flow and may delay payments until they feel comfortable releasing funds. This is usually a cashflow management choice rather than deliberate non-payment. Another common challenge is when the person who contracted your work is different to the person who pays the bills. That separation can delay payment while responsibility is clarified.

Mitigating the concern

• Try to build a direct relationship with the person who controls payments. If you can make them your main contact, you can address concerns and follow up more effectively.

• Position Pinch as a way to reduce the administrative burden for them and to get their customers paid on time. If a business owner sees value for their own operations they are more likely to accept automated payments for your services.

• Be persistent and patient. Trust often grows over time and repeated, respectful requests are commonly successful.

• Where appropriate, offer to walk them through the Pinch sign-up so they see how secure and simple it is.

Summary

• They often delay for cashflow reasons.

• Building a relationship with the actual payer is the best solution.

• Referring Pinch to them as a tool they can use themselves increases credibility.

• Patience and perseverance pay off.

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Payer 2 - Employee

Industries: All B2B except sole traders

Understanding why they pay late
Employees responsible for accounts payable usually work to internal processes and priorities. Late payment tends to come from workload issues, internal approvals or company policy rather than unwillingness to pay.

Mitigating the concern

• Confirm whether the employee has authority to approve a pre-approval. If they do not, ask who you should speak to and offer a short, clear message they can pass on.

• Reassure them about security and compliance. Provide concise documentation or links to your Pinch support pages so they can validate the solution.

• In smaller businesses AP staff can be conservative and risk averse. In larger organisations the blocker is often policy. In both cases, a consultative approach works best. Explain how Pinch simplifies reconciliation and reduces admin for their team.

Summary

• Similar dynamics to Payer 1 apply, but employees may be more cautious.

• Lack of authority and company policy are common blockers.

• A calm, helpful approach and short documentation make it easier to get buy-in.

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Payer 3 - Wealthy Home Manager

Industries: Home services, some accountants, sporting and community clubs, healthcare, gyms, tradies.

Understanding why they pay late
This group often misses payments because they are busy or forgetful rather than because they do not intend to pay. Some prefer manual control of household bills and may be hesitant to set up automated payments.

Mitigating the concern

• Emphasise convenience. Position pre-approvals as a way to remove one more task from a busy schedule.

• Offer reassurances about security and the ability to set limits. If a payer prefers partial control, suggest a plan with a deposit or set maximum debit amounts.

• Use friendly reminders and follow up calls. A short phone call to take a payment and then opt them into auto-debit often works well.

Summary

• Strong candidates for pre-approval if you emphasise convenience.

• They respond well to gentle reminders and reassurance.

• Be prepared to handle some objections about control or security with clear, simple explanations.

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Payer 4 - Modest home manager (tenants etc.)

Industries: Home services, some accountants, sporting and community clubs, healthcare, gyms, tradies.

Understanding why they pay late
Their concern is typically cashflow certainty. They may fear unexpected debits and prefer to control timing of payments. Despite that, many in this group already use automation and appreciate solutions that make life easier.

Mitigating the concern

• Offer predictable payment options such as subscriptions or regular instalments so the amount and timing are consistent.

• Use Pinch features to set a maximum debit threshold so they feel secure about the limits.

• Address security concerns clearly and simply. Practical reassurances and transparent settings remove the main barriers.

Summary

• Often the easiest group to convert to pre-approval if you handle their cashflow concerns.

• Objections are usually straightforward to resolve.

• They may represent the largest share of customers who will accept pre-approval quickly.

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Closing notes

Understanding payer types helps you choose the right approach for each customer. For all payer types: lead with empathy, explain the practical benefits of Pinch, provide concise security and compliance information, and be persistent in a friendly way. Over time these approaches reduce late payments and improve cashflow.

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Updated 2025