Express your feelings about the difficulty in collecting money.

It's hard to get through the Shu Road, and it's hard to get to the sky.

Many risks of enterprises are caused by customers' failure to pay back the money in time after sale, and the return of goods and money has become a long-standing problem that puzzles the normal operation of enterprises. Based on my previous personal experience and understanding, the author puts forward the following 12 countermeasures for reference.

First, for new customers or uncertain old customers, the transaction amount should not be too large, whether it is on commission or on credit. I'd rather make more trips, settle more accounts and sharpen my lips than give a large number of goods to the other party for commission or credit. It is important to know that the more money you owe, the harder it is to recover.

Many salespeople have the experience that some new customers will buy a lot of goods as soon as they open their mouths.

And don't ask about quality, price, and any additional conditions, and promise all the requirements put forward by the seller. This kind of customer is the most risky.

Second, the risk of non-return of goods and money is sometimes caused by sales staff. Some salespeople are afraid that the products can't be sold (especially the products that are in a weak position in the market), so under the condition of uncertain customer credit status, they adopt the method of consignment or credit sales, which causes great losses to enterprises.

In order to avoid this situation, a transaction system can be implemented between the enterprise and the sales staff, that is, the enterprise collects the payment from the sales staff according to the standard of 100%, and the sales staff is responsible for collecting the payment from the customers. In this way, the risk responsibility of the wrong goods and money is placed on the sales staff, who will think twice before supplying the customers with certain risks. Once the payment cannot be recovered, they will do everything possible to recover it, otherwise it will directly harm their economic interests. This is the best way to mobilize the sense of responsibility and enthusiasm of sales staff, which is much more effective and simple than the supervision of superiors.

Third, some salespeople will show some cowardice in dunning. An important issue here is that they must have firm beliefs.

When a person is dunning money, if he is full of confidence and has his own ideas when things happen, he can often win by surprise and recover hopeless debts. On the contrary, it will be led by the other party, and the payment that could have been recovered may not be collected. Therefore, the mental state of the debt collector is very important.

Others think that too tight collection will make the other party unhappy and affect future transactions. If you think so, not only will you never receive the payment, but you will also lose your future transactions. The more money a customer owes, the more difficult it is to pay, the easier it is to turn to other parties (third parties) to buy, and the less stable you are to this customer, so it is the best policy to step up collection.

Four, in order to prevent customers from defaulting on payment, it is necessary to clearly stipulate the terms of the transaction, especially the date of payment, without any flexibility. For example, some consignment contracts or receipts say after-sales payment.

As long as the customer has one product that has not been sold out, he can justify not paying; There is also a contract or receipt that says that payment will be made after 10, which is very likely to lead to disputes in the future.

In addition, the terms of the transaction cannot be agreed orally by both parties, but must be in written form (contract, contract, receipt, etc.). ) and affix the special seal for the client unit contract. Some customers only stamp the personal seal of the manager on the contract or receipt, and when they go to check out after several months or half a year, the other party may say that this person has left and the contract he signed cannot represent our unit; Some even say that there is no such person in our unit. If it is stamped with the special seal for the contract of this unit, the other party can't shirk or deny whether the agent is in or not.

Five, after the deal is reached, we should always observe the customer's business situation, timely detect its changes. If there are abnormal changes in customers, there are usually some signs in advance, such as a sudden decrease in the amount of goods purchased, the slow sale of goods in stock, a delay in payment, a sudden increase in the number of employees in the customer's unit, the boss's involvement in irrelevant business or indulging in debauchery all day. There are also some changes in the external environment that should be detected in time. For example, the words demolition are written in red paint on the house near the customer, indicating that the customer's store will be closed for demolition in the near future. If you find these situations, you should check out immediately to prevent customers from missing them.

6. For customers who simply don't pay, if they only go on the payment date stipulated in the contract, they will generally not receive the payment, and they must pay in advance.

Confirm the amount owed by the other party when calling in advance for collection, and tell him to come on time on the next collection day, so that he can prepare the money in advance. This is definitely much more effective than asking for it on the day of collection.

If there are too many customers and the distance is far away, you can call in advance to confirm the amount owed by the other party and inform the exact time before the payment date. Or send the reminder to the other party and ask him to sign and confirm before sending it back.

Seven, to the collection date stipulated in the contract, the door-to-door time must be early, which is a trick to collect money. Otherwise, customers will sometimes bite back and say that I waited for you for a long time and you didn't come. I have other more important things to do, so you have nothing to say.

When you call for payment, don't walk away when you see another guest in the customer's office. Be sure to explain your purpose and wait. This is a very effective payment method. Because the customer doesn't want his guests to see the creditors come to his house, which will ruin his other business or lose face in front of relatives and friends. In this case, as long as you don't owe much, you will usually pay it back quickly and send you away.

Generally speaking, customers who are in arrears also know that they should not do this. They feel guilty about their debts, and at the same time find various reasons to delay repayment. I took it for granted from the beginning that the repayment was delayed. After the customer has settled the payment, it is best not to associate with him again.

9. If the customer starts to please you as soon as they meet, or asks you to wait for a while, he will immediately go to a place to withdraw money and return it to you (the other party says that nine times out of ten, the other party has the best reason to be sorry). At this time, he must expose the other party's tricks and take substantive measures to force him to repay according to the specific situation at that time.

10. If only a part of the payment is received, which is different from the agreement, you should put forward the correction immediately instead of waiting for the other party to explain.

In addition, we should pay attention to the new business after the payment is completed. In this way, business negotiations will be smoother.

12. If the other party still refuses to repay the loan after repeated reminders, it must show considerable efforts, or when it is aware that the other party has cash on hand, or when it has just deposited a sum of money in the other party's account, it immediately rushes over and catches it red-handed.

When the above-mentioned series of soft grinding and hard winding efforts fail, you have to use the last two killer weapons:

One is to drag the goods back (if they haven't been sold yet);

The other is to ask the court for enforcement.