Recent reminders section of customers, some customers postponed again and again, I do not want to decorum. In addition many of which are inside the phone, there is no written agreement, customers once again reason, always shirk.

It is necessary to charge the next, and the next dunning related learning and skills, then surgery! , Following Reprinted from "life, then surgery"

Dunning Eight Tips

First, straight to the point, the principle of cooperation earlier statement

Marketers often have such a psychological: if the conditions for cooperation (in particular payment method) straight to the point raised, customers are likely to think that the conditions are too "harsh" and lack of cooperation, thus affecting the after-step business. In fact, this need not worry: first, explain in advance, showing their sincere cooperation in the principle; second, to reduce the late sequelae of business processes and unnecessary trouble. Excessive conditions may then let the customers to give up cooperation. However, this is better than the later supply of goods customers, and then to his payment settlement criteria and modalities disputed paragraph statement as an excuse not stronger.

So, marketers in the beginning of the cooperation, it should be a "purchase and sale agreement", "contract of sale" and other instruments having the force of law, regulations and instructions to make payment settlement in detail: 1. The supply price (ie settlement price) is number; 2. Results section of a particular embodiment or the time Results section. If the business more frequent way of Results section to indicate that cash spot, get two a knot, or fixed periodic knot models (such as the knot once a month, etc.); if it is "one-shot deal", then the Results section date should make specific provision to the day of the month. In this way, the work carried out to make the payment collection has become evidence-based.

Second, if made Nobuyuki, on the supposed supposed

Marketers make temporary concessions because of the situation facing the customer cares deferred payment requirements, which led to the payment collection several times to no avail phenomenon is not uncommon. Therefore, marketers should adhere to the principle, implementation of the company's business-related provisions, when a sum of money every settlement, "which is supposed to supposed":

1, the company provides only cash settlement, it is determined not to consignment, even if the client requests every other day payment does not work, because maybe, after a day later, customers "move" to get away or "close of business" of;

2, according to "get two knot a" settlement of the contract, the customer does not settle the payment before a group, determined not to supply the second consignment;

3, the end section of the date specified in the contract or specified by the customer, be sure to go on time. One to be ahead of other operational staff, so that customers will be limited funds to pay for themselves; and secondly, do not leave drifted to the customer, "I told you a moment to, you do not come at some time, well now, money other companies knot is gone ";" Unfortunately, the boss left, not signed, I can not pay "......

4, to form a habit customers paragraph statement perceptible. Diligent in visiting customers, at regular intervals, the customer mind, let him remember yourself short of money which shipment, how many were poor, as well as how long in relation to pay.

If marketers do these points, it will allow customers to form a "non-payment arrears of the company," the impression, so, naturally, payment collection more smoothly.

Third, reasonable manner, soft with just described Zhongchang

Some marketers think: recover the purchase price to the customer is seeking other people work, so in the process of negotiations with each other, without the slightest confidence, so that customers feel "bullied", thus deliberately making things difficult or refused to pay. So, in the collection process, put right "attitude" is very important.

First of all, confidently stated rightly explained what he wanted to customers: Today, I was specifically stipulated in the contract door receivables. Allow customers to understand, this is not to ask him to acquire their goods, but he should pay the sum of his own money; but these can not be exhausted non-knot today.

Second, the difficulty in understanding the customer at the same time, so that customers understand their difficulties. Sometimes clients will say: "You see, my business is now so bad, really difficult cash flow, can slow a few days and then end?" At the same time this "excuse" to mean "understanding", he should also take the opportunity to tell their own difficulty with: 1, agreed guitar models to be held today, if you do not back section today, the leadership of incompetence would say that they will be fired; 2, the company has for months did not give me wages, and their ability to get salary, bonuses depend on whether the payment of. When complained, to be looked serious, and strive emotionally moving.

Third, in the show "non-knot can not be" resolute attitude at the same time, so polite and restrained. Each node in the details section of filling orders, sign, write-offs, registration, and other recipients, should sincerely express my gratitude to their specific managers, in order to avoid its next intentionally make excuses make things difficult for themselves.

Fourth, thorough investigation, knowledge of your business-like

Sometimes customers will be a variety of reasons as an excuse not to pay. Such as: responsible person is not no money on the account, the company not yet reached the time of payment (some companies have a fixed date of payment), the product is not sold out or poor sales, and so on. This requires that marketers usually do observe conscientious, timely grasp all the information related to the dynamics of the Results section. The only way to identify a variety of customer truth "excuse" and to take effective measures against.

First, the usual business contacts, find out some basic information of customers:

1. Results section time: is any given day can bear; or only a fixed monthly paragraph statement a few days before handling procedures;

2. Results section method: cash payment or transfer payments; transfers should pay attention to fill in the date of payment to arrive;

3, paragraph statement signed by the person in charge imprisoned time;

4, with or without reconciliation program;

5, are required to provide ordinary invoices, or the value-added tax invoices; when available.

Second, with customers one or two subordinates to establish strong personal feelings, let him become his "inner should" or "informant" unreservedly to customers of the relevant circumstances "informer" to yourself as the person in charge not whether the money on company accounts, the company checkout were many people and so on.

Third, with particular attention to sales for their own products. As in the Results section when the time period, product sales, the amount back, how many stocks are, whether the conditions as specified in paragraph statement. If indeed poor product sales, should be immediately introduced to help sell policies, and customer sales provide guidance, as based on the actual product sales is the junction of the most convincing.

Fifth, collate and analyze, know what a fine figure

If marketers own minds details of accounts receivable and no number of words, the effects are poor collection. To do this, marketers should regularly carry out the payment plan inventory.

First, the good delivery record. Clear day in which customers were sent to what goods, how much money in total; each sum of money on contract when should we return.

Second, make payment classification. In accordance with the payment scheduled recovery time and the possibility of recovery, it will be paid into non-payment, collection money, quasi-bad debts, bad debts, dead accounts several categories for different types of loans, to be different from collection efforts.

Third, good collection plan. Based on the length of the loan term, loan amount and type size, Traditional and Simplified customer payment program, a client's distance from other factors, to make a payment collection program priorities, and has a head flocculation step by step to carry out payment collection work.

Six, flexible, clear dark catalyst fine deal discussion

In the Results section grasp the opportunity, the occasion, object, marketers should refuse to pay for different excuse, different types of customers flexible to deal with:

Whereas when its capital is indeed tense; first, take different actions for different excuse, when a customer to a certain person is not an excuse for non-payment, may be combined with other manufacturers of business people together to force everyone to put pressure on their should avoid other manufacturers of business, and to act alone. If you refuse to pay because of concerns about their products or companies, marketers should reflect promotional weak sluggish sales, bonus rebate has not been fulfilled, or other policies put in place does not affect the enthusiasm of customers and immediate rectification.

Second, to distinguish between the types of customers. Payments are not big concerns is very straightforward person, you can in front of the offices of its employees and customers, asking him to pay, then he will take into account the company's image and reputation settle the purchase price; or even to go to him in the off hours, he did not We would like to be disturbed family life shall end models immediately. Payments refreshing, should be clearly informing them of the end section of the reasons and basis; and often encourage him, it will be included in the list of reputable agents to guide customers to the sound development.

Third, select the time. Some customers taboo a duty cycle of one or more days out of the first disbursement of funds, because he believed that this indicates a loss of business. So that customers are reluctant to marketers on the first day of the week, month and day of the first two days of morning to find his guitar models. In addition, it is best not to choose a bad person in charge of mood, emotional instability make demands end models.

Fourth, a good grasp of who to discuss the account. Capital flows tend to be business dealings sensitive topic, cash flow strength is a secret, so in the end section to identify the key people, to make demands end models Zuobulezhu people, can only be futile, even "arouse his suspicions" so counterproductive.

Seven, always pay attention, bad debts dead accounts Anti first place

Marketers in the same respect the customer as God, but also put him as a "thief" anti equally, always pay attention to all unusual circumstances, such as personnel changes, organizational change, business steering the demolition site, or even shut down, collapse, bankruptcy the aura and so on, there is a wind driven immediately to carry out follow-up work and take preventive measures, to eliminate bad debts, dead accounts, in order to reduce unnecessary loss of money.

First, the purchase situation. Mainly the time, frequency and the number of purchase if customers purchase large quantities several times in the off-season, obviously not normal move.

Secondly, sales. Note whether the client maliciously changing commodity sales across the region, "bloodletting" lowering their prices, "jumping" clearance sale and other acts.

Again, it is restructuring personnel changes. The main stakeholders in charge of their counterparts in the original work of the organization transferred or revoked. Once changes or adjustments, be sure to require customers completed transfer procedures, based on the best corporate identity work to make the payment confirmation, to prevent "deadbeat" phenomenon.

Fourth, the time of payment. If the customer has always been timely and full payment has repeatedly requested an extension of time for payment or partial payment, which must be something wrong.

Fifth, the management direction. Customers should not have the economic strength to swerve to invest or engage in other industries, must reluctantly on the financial and human resources. If he fails, the company is likely to become the object of his account down.

In addition, force majeure factors, such as the government requires the demolition of a large area so that customers have to close down, bad debts could lead to the same dead accounts generate.

Eight, clever pressure, want to talk about cooperation payment

In the Results section, marketers in addition to "follow procedures," "play by the rules", but also need to be smart pressure applied to the customer, the customer to prevent delays in the payment deadline or reduce the payment amount, so as to achieve full and on time Results section.

First, the purchase requirement decentralized, multi-batch, fewer species, a small number of supply quantity to the customer. For example, a customer wants 20 varieties each ten, only sent him dozens of varieties, each species only to send five, we intend to let customers in a "hungry" state.

The second, related to the termination of the sales policy. Not timely customer payments, in addition to the development and corresponding supply prices according to different account of the length, you can also terminate the promotional gifts, distribution of samples and canceled year-end rebates and bonuses.

Third, the dominant species out of stock, each manufacturer has one or two there is a market demand, mature, popular dominant species, if such species to stop supply to customers, bound to each other's customers transfer offline purchasing channels even lost forever.

Fourth, the preceding paragraph does not end, do not send the goods. Stopping the supply of all goods to the customer until he paid pre-payment. Even to recover the goods, with whom no business dealings.

All these pressures forced the customer to make their own long-term interests will not be harmed, as would generally about payment.

Wherein the fifth \ seven \ eight very important!