Talk about some feelings about dunning.

Recently, I have been collecting money because of the needs of the project. Up to now, it has accounted for more than 2 million. Regarding dunning and collection, I was not used to talking about money with people at first, and I couldn't keep my face. Now I can make a successful dunning, and I feel that I have broken through a lot, so I hope that by the end of the year, I can give some inspiration to my partners who are dunning.

First of all, straighten out the accounts and classify the estimates. When I took over this job, the last one messed up a lot of projects, and she took over other people's jobs, so the last one didn't give her a good handover. Accounts this kind of thing, the most taboo not to hand it over, to wipe your ass, thankless. So after I took over, it took me a long time to straighten out the accounts first, so that every customer had a clear idea. Don't underestimate this action. In this step, you divide the payment into different levels: the customer's situation, the docking person's situation, the payment size, the other party's current financial situation, whether the payment facts are clear, etc. After this division, you should have a pre-judgment on the payment, mark the uncertain part and the certain part, and then have a preliminary payment plan according to the other party's financial situation. (pay attention to this part and try to be conservative. The advantage is that many things are unfamiliar at first, so they don't set too big goals, don't put too much pressure on themselves, and gradually feel more fulfilled. Moreover, if you can't figure it out, come up and communicate the accounts with the customers. Finally, the other party will cooperate for a long time, but you will find that your data is not clear. If you ask the other party for confirmation again, the other party will be unwilling to cooperate, thus increasing the difficulty of recovering the money that might have been successfully recovered.

Secondly, every breakthrough gives a solution. You may think this is not nonsense. Who doesn't know that dunning needs a customer to discuss? But my predecessor, a group of clients talked, and finally I couldn't figure out which one I talked about and which one I didn't. In addition, it is important to give a solution. Although it is natural for customers to give money, if you don't make the other party comfortable, the other party won't give it. As yourself, you still can't get the money. So if the audit is complicated, you must keep the complicated part for yourself, and use excell to give the formula to the other party, so that the other party can check it, not let the other party calculate it. This will make the check work easier and will not give the other party too much workload.

Third, clear priorities and find the decision-making level. Understand the primary and secondary, one is the primary and secondary debt, which determines the completion ratio, and the other is who is in the decision-making position in the payment of a company. Sometimes I talk to the business people for a long time, but the other party says that the boss has the final say. At this time, I will go to the boss again. I have wasted a lot of words before, and time is limited. It is important to find the decision-making level.

Fourth, act according to law and use legal tools. This premise is that your cooperation must have an agreement. In the process of dunning, I found that many of my predecessor's contracts were not filed. Once the customer has personnel changes, the other party can't find the contract, or asks you to issue a contract to cooperate with the reconciliation. Without the contract, it is very passive, which increases the difficulty of dunning. On the premise that there is a contract basis, once the other party refuses to accept the payment or refuse to pay, it can use legal tools according to law, first issue a reminder letter with official seal, and then issue a lawyer's letter with the help of a lawyer. Of course, if you want to cooperate well in the future, it is best to solve it by consensus.

In short, in the whole dunning process, you may meet customers who cooperate, but most of them are not cooperative because of the epidemic itself, or you want to cooperate, but you have no money to pay, and you may even meet customers who have lost contact or want to send a lawyer's letter to file a lawsuit. It is said that it is the "uncle" who owes money and the grandson who urges money. It's really full of emotion! Since we are passive in dunning, let others do it to the end, which will make people feel comfortable, and they will naturally make you feel better.

P.S. eats beef hotpot at noon and works at home voluntarily in the afternoon and evening.