Marketers often have such a mentality: if the conditions for cooperation (especially payment methods) are put forward directly, customers are likely to think that the conditions are too "harsh" and refuse to cooperate, which will affect the next step. business dealings. In fact, there is no need to worry about this: first, explaining it in advance shows your principle of sincerity in cooperation; second, it reduces the sequelae and unnecessary troubles in the later business process. Too high conditions may cause customers to give up cooperation at that time. However, this is better than supplying the goods to the customer and then refusing to pay the customer on the pretext of disputes over the payment settlement standards and methods.

Therefore, at the beginning of cooperation, marketers should make detailed provisions and explanations on payment settlement with legally binding documents such as "Purchase and Sales Agreement" and "Sales and Sales Contract": 1. Supply price (that is, the settlement price); 2. The settlement method or specific settlement time. If the business transactions are frequent, the settlement method should indicate whether it is cash on hand, two-for-one free, or fixed periodic settlement (such as once a month, etc.); if it is a "one-time transaction", then the settlement method must be specified. The date should be specified to the specific day of the month. In this way, the payment collection work will be carried out with evidence.

Be true to your word and do what you have to do.

Marketing staff made temporary concessions to customers' requests for deferred payment due to Gu Nianqing, which resulted in repeated collections of payment to no avail. This phenomenon has become commonplace. Therefore, marketers should adhere to principles, implement the company's relevant business regulations, and "just do what needs to be done" when settling each payment:

1. If the company stipulates that only cash settlements are made, then Resolutely do not do agency sales, even if the customer requests payment every other day, because maybe after this day, the customer will run away or "close down";

2. Click "Get two for free and get one for free" "If the settlement method is signed, if the customer does not settle the payment for the previous batch of goods, the second batch of goods will not be delivered;

3. When the settlement date stipulated in the contract or specified by the customer is reached, be sure to arrive on time . Firstly, you can get ahead of other business personnel and let the customer pay the limited funds to you first; secondly, you don’t leave a clue to the customer, “I asked you to come at a certain time, but you didn’t come. Now it’s fine, all the money is gone.” "I was closed by another company"; "Unfortunately, the boss just left and no one signed, so I dare not pay"...

4. Form a payment habit that customers can perceive. Visit customers diligently, and remind them at regular intervals to let them remember which batch of goods they still have to pay for, how much the difference is, and how long they have to pay.

If marketers achieve these points, they will give customers the impression that "the company cannot default on payment for goods". In this way, payment collection will naturally be much smoother.

Neither humble nor arrogant, soft but firm in speaking sincerely

Some marketers believe that asking customers for payment is asking others to do things, so they do not show any concern in the negotiation process with the other party. The confidence makes customers feel "easy to bully", so they deliberately make things difficult or refuse to pay. Therefore, it is very important to have a correct "posture" during the payment collection process.

First of all, explain the purpose of your visit to the customer confidently and righteously: Today, I came to collect payment according to the contract. Let the customer understand that this time he is not asking him to buy his own goods, but that he should pay himself a sum of money, and this amount of money must be settled today.

Second, while understanding customers’ difficulties, let customers also understand their own difficulties. Sometimes customers will say: "Look, my company's business is so bad right now, and it's really difficult to turn over funds. Can you postpone the settlement for a few days?" While expressing "understanding" of this "excuse", you should also take the opportunity to express your gratitude to him. Tell me your difficulties: 1. The agreed payment time is today. If you don’t pay back today, your boss will say that you are not doing well and will be fired; 2. The company has not paid me a salary for several months. Can I Getting wages and bonuses all depends on whether you can get the money back this time. When speaking, you should look serious and strive to be emotional.

Third, while showing your firm attitude that "you must get married", be polite and courteous. In every detail of the settlement, such as filling out forms, signing, canceling accounts, registering, and collecting money, you must sincerely express your gratitude to the specific person in charge, so as to avoid them deliberately making excuses to make things difficult for you next time.

Undercover inspections and deep understanding of customers’ performance

Sometimes, customers will use various reasons as excuses not to pay. For example: the person in charge is absent, there is no money in the account, the company payment time has not been reached (some companies have fixed payment dates), the products are not sold out or the sales are not good, etc. This requires marketers to be attentive, observe more, and grasp all information related to settlement in a timely manner. Only in this way can we identify the truth behind various "excuses" made by customers and take effective countermeasures.

First, in daily business interactions, find out some basic information about customers: 1. Settlement time: Can settlement be made on any day; or can settlement be handled only on a fixed few days each month? 2. Payment method: cash payment or transfer payment; those who transfer should pay attention to the payment arrival date filled in; 3. The working hours of the person responsible for signing the payment; 4. Is there a reconciliation procedure; 5. Must Should we provide a general invoice or a VAT invoice? When should we provide it?

Second, establish a strong personal relationship with one or two of the client's staff, let them become your "internal response" or "informant", and tell you the client's relevant information without reservation. "Tell-tale", such as whether the person in charge is present, whether there is money in the company's account, whether there are many people coming to the company to settle accounts, etc.

Third, you should pay special attention to the sales of the products you supply. For example, during the current settlement period, what are the sales volume, repayment amount, and inventory of the product, and whether they meet the settlement conditions stipulated in the contract. If the product sales are indeed poor, you should immediately introduce a sales support policy and provide guidance on the customer's sales work, because the actual sales volume of the product is the most convincing basis for settlement. \r\n\r\nBe flexible and respond openly and covertly

In terms of timing, occasions, and objects of payment, marketers should target different excuses for chargebacks and different types of customers. Handle it flexibly:

First, take different actions for different excuses. When a customer uses someone’s absence as an excuse to not pay, you can join forces with business personnel from other manufacturers to use everyone’s Forces put pressure on it; and when its funds are really tight, it should avoid the business personnel of other manufacturers and act alone. If the reason for the chargeback involves their own products or companies, marketers should reflect on whether poor promotion, unsalable products, unrealized bonus rebates, or other policies not being implemented have affected customers' enthusiasm, and make timely rectifications. \

Second, distinguish the types of customers. If you are not happy with payment but are very face-conscious, you can ask him to pay in front of his employees and customers at the office. At this time, he will take into account the reputation of the company and settle the payment; you can even go to his home during off-duty hours, and he will not May disruptions to family life also pay immediate dividends. For those who pay quickly, they should be clearly informed of the reasons and basis for the payment; and they should be encouraged regularly and included in the list of reputable agents to guide customers to healthy development.

Third, choose the time. Some customers are taboo about paying out funds on the first day or days of a working cycle because they think it indicates a loss in business. Therefore, this kind of customer does not want marketers to approach him for payment on the first day of a week, the first two days of a month, and every morning. In addition, it is best not to make a payment request when the person in charge is in a bad mood or emotionally unstable.

Fourth, know who to ask for debt. The flow of capital is often a sensitive topic in business transactions, and the strength of capital turnover is even more of a secret. Therefore, it is necessary to find the key people when settling the payment. It is futile and even harmful to make payment requirements to people who cannot make the decision. "Striking the grass to scare the snake" will have the opposite effect.

Always pay attention to avoid bad debts

While marketers respect customers like God, they must also guard against them like "thieves" and always pay attention to all abnormal situations. , such as personnel adjustments, organizational changes, business transitions, site relocation, and even signs of closure, bankruptcy, bankruptcy, etc., as soon as the wind blows, follow-up work will be carried out immediately to nip it in the bud and eliminate bad debts and dead debts to reduce Unnecessary loss of payment.

First of all, there is the purchase situation. The main factors are the time, frequency and quantity of purchases. If a customer purchases large quantities of goods multiple times during the off-season, it is obviously abnormal.

Secondly, it is the sales method. Pay attention to whether customers have malicious cross-regional sales, "bloodletting" selling at reduced prices, "jumping off buildings" clearance sales, etc.

Thirdly, it is personnel changes and organizational adjustments. The main reason is that the relevant personnel who were originally responsible for the corresponding work were transferred or the organizational structure was cancelled. Once there are changes or adjustments, the customer must be required to complete the handover procedures. It is best to confirm the payment as a corporate legal person to prevent "default" from occurring.

Fourth, payment time. If a customer who always pays in full and on time repeatedly asks for an extension of payment time or payment in batches, there must be something fishy.

Fifth, business direction. Customers who are already weak in financial resources and manpower will inevitably struggle if they suddenly turn to investment or concurrently engage in other industries. If he fails, the company is likely to be the target of his debt.

In addition, force majeure factors, such as government requirements for large-scale demolition that force customers to suspend business, may also lead to bad debts.

Smartly apply pressure, and if you want to cooperate with the payment, then talk about resource network

When settling the payment, in addition to "acting according to procedures" and "acting according to rules", marketers must also tactfully Put pressure on customers to prevent them from delaying payment deadlines or reducing payment amounts, so as to achieve the purpose of settling payments in full and on time.

First, break the purchase requirements into parts and supply customers with multiple batches, fewer varieties, and smaller quantities. For example, if a customer wants 10 pieces of each of 20 varieties at a time, only 10 varieties will be given to him, and only 5 pieces of each variety will be sent to him, deliberately putting the customer in a "hungry" state.

Second, terminate relevant sales policies. For customers who do not pay in time, in addition to formulating corresponding supply prices according to the length of the account period, they can also terminate the delivery of promotional gifts and samples and cancel year-end rebates and bonuses.

Third, the advantageous varieties will be out of stock. Each manufacturer has one or two mature and best-selling advantageous varieties that are in market demand. If such varieties are stopped from being supplied to customers, the other party will inevitably be Downline customers are diverted to purchase channels, or even lost forever.

Fourth, if the first payment is not settled, the subsequent goods will not be delivered.

Stop supplying all goods to the customer until he pays the advance payment. They may even take back the goods and no longer do business with them.

Due to the above pressures, customers will generally pay as promised in order to protect their long-term interests from damage.