Matters needing attention in recovering accounts receivable, strategies for recovering accounts receivable

1. How to recover enterprise accounts receivable

Although the market environment has been much more standardized in recent years than in previous years, recovering accounts receivable is still a problem that every enterprise and every salesperson must face. Some enterprises have worked hard for a year to earn a lot of money, but when they settle accounts at the end of the year, more than half of them are accounts receivable. So some enterprises specially recruit some people to collect debts, which wastes a lot of manpower and material resources and has little effect. Not to mention the economic losses suffered by enterprises, it may also affect the next business plan. Even more, some enterprises don't know their accounts receivable at all, which is a complete muddle.

how to turn these accounts receivable into collections? How can we successfully make dormant account "live"? The recovery of accounts receivable should be divided into several situations. For example, the situation of dealer's arrears and hotel's arrears is different, and the way of recovery can't be the same.

Take the dealer as an example. Most of the money owed by the dealer just wants more support from the manufacturer and asks the manufacturer to treat him better. If this dealer has great potential, the sales staff can take the initiative to win more support from the manufacturers and advertise more. Let dealers have confidence, it will have a good effect, and it is easier to recover the payment.

But the hotel's debt is generally not so simple. Generally, there are two ways: one is to ask for it every day, that is, to sit there and not go. If the hotel owner ignores him, he will keep saying and complaining, for example, "Our business manager is very strict. If the money is not paid, the unit will deduct our salary." Originally, our salary was not high, and it was not easy to earn money. You can return the money immediately so that we can discuss the next cooperation. " Wait a minute. However, some people are not easy to get along with. They kick people out, right in their hotel, and tell whoever they meet: tell the waiter, tell the guest, and he won't leave until he gives the money.

Hotel owners are most afraid of pestering people, so they usually don't delay for too long. Some big hotels can repay the money after deducting some fees.

I met that kind of hard-to-give. Take the second method: call people from relevant departments to ask for it. For example, industrial and commercial, tax officials and so on, use social relations to force him to pay back the money. And stop supplying him. Businessmen, who make money by products, stop their goods and stop their financial resources, and some people give in.

It's easier for debtors to cooperate with you by calling when they are in the best mood. In addition, after the dealer purchases the goods, it is estimated that it is the best time for him to repay the arrears after he sells 8%. At this time, if you have money, as long as you are firm, he will have to pay back part of it considering that the company has a good face when purchasing the goods. Finally, when the end of the month comes, some dealers consider that when the company pays the monthly prize, there will be a happy situation for everyone, and he will also pay off some of the debts.

after receiving the arrears, be polite and courteous. You should sincerely thank the specific manager for every detail of the payment, such as filling in the form, signing, canceling the account, registering and collecting the money, so as to avoid the next time he deliberately finds an excuse to make things difficult for you. If you only receive a part of the payment, and it is different from the agreement, you should immediately act as if you are very angry. If the other party really has no money, let him go. The main purpose of losing his temper is to make him not break his word easily next time. Generally, you can't listen to each other patiently at this time. If the customer does have natural and man-made disasters, while understanding the customer's difficulties, let the customer understand his own difficulties. If you can say that because you didn't receive the arrears, the company has made you unpaid for one month, and even the salary of the sales manager has been deducted by half. When telling, you should look serious and strive to be emotional.

understand the business conditions of the distribution customers as comprehensively as possible, including the purchase cycle and the checkout cycle. The key is that you should get the accounts receivable one step ahead of other enterprises every time. Because the capital turnover of most customers is not very loose, you can squeeze into the first bus, and the business personnel of other enterprises can only wait for the next bus.

sometimes, in order to achieve the two targets of both sales volume and payment collection, individual business personnel of an enterprise cheat customers' trust by being clever, and easily receive a certain payment. But in fact, customers' receivables are not recovered in time, so when customers wake up, business personnel will inevitably not be able to collect money smoothly in the future.

don't collect money for debt collection, but help customers manage their payment together, which is the fundamental way to reduce enterprise receivables.

II. Methods of debt recovery of enterprises

There are three main methods of debt recovery of enterprises:

First, the internal staff of enterprises collect debts, mobilize relevant internal personnel to recover debts, and use everyone's strength in the process of debt collection;

the second is to entrust the legal department and professional economic lawyers to conduct litigation debt collection mode and conduct in-depth recovery actions at the legal level;

Third, entrust a professional enterprise commercial account collection agency, that is, entrust a professional debt collection company to recover debts.