Hello friends!
With you, Mikhail Snitko, and the topic of this video - negotiations on accounts receivable.
What is a receivable?
Let's say that we shipped the goods to the customer on the 1 st day, and under the contract,
we must receive payment on the 10th day, but in fact the customer paid us the 20th, then
from the 1st to the 10th it will be the receivables, and from 10 to 20 - the overdue accounts receivable
. Why do customers always strive to pay for
an order after shipment?
The client invests in his business a certain amount, for example, for the purchase of goods.
After which this product is sold.
As a result, it makes a profit, for example, 30%.
What is 30%?
This is the return on investment that he invested in his business.
What happens in normal practice?
First of all, the client uses all his working capital, and secondly, he wants to be credited
for our account.
How does this happen?
He will ask us for a reprieve.
What happens next?
After this customer selects goods from suppliers with a deferral, he will start taking loans
from banks.
Why loans, it will use the last?
Because loans have interest.
This is the main reason that the customer will always seek to receive the goods with
a delay.
How does this affect the supplier?
Suppose we purchased the product on the 10th day, and we get only 20 money from our client.
What happens?
As a result, on the 10th we already paid our supplier, and we, for example, already have
a minus one million, and our client will pay us only 20 numbers.
In this period, we need to find this million somewhere.
This interval from 10 to 20 is called a cash gap.
What should I do to cover this money?
We must take credit, but credit always costs money.
It turns out that we made a deal on less favorable terms.
Why?
Because of our profits, we deduct the interest on the loan.
What happens if there is a delay in payment for 30 days?
We have a huge cash gap.
De facto, we are forced to credit for 40 days.
Therefore, if you take the rate of 24% per annum, then a month - it will be 2%, but short-term
loans are always greater, for example, 4%, i.е. with a million, we have to pay 40,000.
If our net profit from this transaction is, for example, 10%, then a million is 100 thousand.
It turns out that if overdue accounts receivable, we get only 60 thousand.
What does this mean?
This suggests that our profit is almost twofold.
It is important to understand that accounts receivable are a tool, and this tool is not
bad and not good.
But what is the problem?
Problems arise when a receivable becomes uncontrolled when it becomes an overdue receivable.
How does the receivable become overdue?
For example, a client has different suppliers and costs in the form of paying taxes and
leasing.
Suppose he has accumulated the following payments: 100 thousand rent, 100 thousand salary, 100
thousand taxes and payments to suppliers: 50 thousand company A and 50 thousand company
B. The total amount of payments is 400 thousand,
but let's say that he has only 350 thousand on his account.
In this case, 50 thousand is a cash gap.
The amount that he can pay to suppliers is 50 thousand.
There is an immodest question - who will pay?
Suppose that vendor A behaves aggressively, regularly calls, is interested in how things
are going, constantly asks about payment.
It turns out that psychologically, it will be justified to pay him first.
Because if we do not, hysterics will begin.
Let's look at an example where supplier B is not at all interested in payment.
What in this case in the head of the director, begin to occur mental processes?
In the mind of a person there is a certain psychological bar, called cross the line.
What is it about?
If a person crossed this bar once, then subconsciously in his head appears the idea that these guys
can not pay.
What is the problem?
If she once jumped in her head, then to return the person's thinking to normal, it is almost
impossible.
Therefore, the main tool for dealing with accounts receivable is prevention.
What does prevention consist of?
Prevention is work before an overdue receivable arises.
Because, if it arose, it turns into a non-recurring receivable.
The client will always try to be credited for our account.
Therefore, if in the head of a person with a psychologically correct bar we do not fix,
that he can not not pay us - the client will find for himself one thousand and one reasons
why he can not pay us in time.
What is the problem?
The fact is that we instigated this crime.
How?
His connivance at the stage when it was necessary to comply with the point of passing the receivables
into the overdue one.
Let's look at how to work with accounts receivable in the approach to the point of payment.
What algorithm can be used to do prophylaxis?
This algorithm consists of three-way: a bell - a bell - a letter.
For example, we shipped the goods on December 1 and December 10, we should receive payment.
What should we do?
We need to find an excuse for the customer to call 5 and 9 December.
What we use info guide?
You can ask whether the goods were received, whether everything was in order with the documents,
were there any questions?
And at the end of the conversation we find out about the upcoming payment.
What do we do on December 10?
We write a letter, where we thank the client for the timely payment of an account for such
and such from a certain number that must pass today.
Why do we need all these dances with sabers?
On the eve of December 10, in the head of our client, we fall into the category of supplier,
which must be paid.
He understands that if we do not pay, we will start calling, we will not leave this question
alone.
Therefore, than not to pay, it is better for us to pay.
The key point, if in the course of a conversation on December 5, when we start talking about
payment, and the answer we hear common words and vague answers, is a signal to start to
sound the alarm even before December 10th.
For example, we call the customer to find out whether everything is in order with the
goods, and at the end we ask whether all the documents are in order for payment?
Let's say the customer answers that everything seems to be.
In this case, we can clarify: "You said like, maybe there are some doubts about the payment?"
For example, a client says: "Well, you know, there can be some difficulties."
Then he can answer: "Nikolai Ivanovich, please tell me, how can this affect our calculation?"
If the client says: "We'll pay you later."
In this case, you can answer: "Nikolai Ivanovich, you are a decent man, you really excuse me,
I suggest we still meet to discuss the issue of payment, just in time."
Let's say the customer answers: "I do not know."
You can say: "Nikolai Ivanovich, I understand that things are not so simple, apparently
there are objective reasons, that's why everything is reliable, it makes sense to agree on a
payment schedule."
What are we doing?
Thus, we begin to control the situation, even on the 5th.
Our task is to create a feeling for the client that if we do not pay, we will continue to
drip further.
Therefore, it is better for us to pay all the same in time.
On the one hand, we deliberately create discomfort to the client.
Why do we do this?
So that he will remember that we need to pay in the first place, and on the other hand,
that the person has nothing to be offended, because we will smooth out the sharp angles.
Let's take a closer look at the instrument, how to properly drip?
What does it mean to drip?
This means asking questions that extract.
For example, we tell the client: "We have to pay on the 10th day, are they all right?",
And the client answers: "We have an accountant doing this".
In this case, we begin to drift towards the accountant, we can say: "Nikolai Ivanovich,
tell me please, do you find out yourself in the accounting department, are there any problems,
or should I do it personally?"
For example, the client says: "The accountant should not be asked , I will check with her
myself.
" Then you can tell him: "If it's not a secret,
do you plan to implement it in about a certain time range?"
Let's say we agreed with the client that we'll call him back to find out the accountant's
answer.
We call back, and the client replies that: "The accountant said that there is no information
on payment yet."
In this case, you can tell the client: "Ivan Ivanovich, I'm worried that the 10th payment
may not happen.
I respect you as a professional, it's a pleasure to work with you, but do not misunderstand
me, let me talk with your accountant to understand how we can get into the order of payments.
" After that, you can call the bookkeeping department,
get acquainted with the chief accountant, and find out about payment on the 10th.
What does this give us?
The fact is that the accountant already knows that the issue of payment is not indifferent
to us, and if the payment does not pass, we will continue to call.
As a result, the likelihood that we will be placed higher in the order of payments - sharply
increases.
Suppose, the 10th number has come and payment has not arrived.
What are we doing?
We call the customer and say: "Nikolai Ivanovich, today is the 10th day and our accountant does
not see the payment, can you send the scan payments?
Let's say that the customer did not make a payment.
What, in this case, are we taking action?
Be sure to ask for the reconciliation certificate and the letter of guarantee.
What is it for?
Because, if the situation drags on, then even an act of reconciliation will not be possible.
Especially if it comes to court.
The fact is that in such cases, lawyers advise no correspondence and do not provide any documents.
Therefore, our task in this case is in the guarantee letter, to receive a specific payment
date.
The next excuse that can be is that there is no money.
What is the problem?
If the client does not speak specifics, it is possible that he is lying.
What to do about it?
If it turns out that the company is preparing to close, the only true reaction is to immediately
file a claim with the court.
Also, in order not to pay, there is often an excuse that we have delivered defective
goods.
What should be done in this case?
It is necessary to find out whether the acceptance was carried out?
How was it revealed that the goods are not of high quality?
Can the client provide an act confirming that the examination was carried out.
But nevertheless, accounts receivable are a tool that allows you to become richer.
How?
Let's say there is our company and a market where there is a demand for our product.
Naturally, we have a certain gentlemanly set of product characteristics, working conditions,
and much more, which is our unique trade offer.
What is the unique offer?
If we imagine the market segment as a lock, then our unique trading offer will be the
key that this segment of the market will open.
Therefore, as soon as we decided to seize a larger segment of the market, we need to
change our UTS.
But what's the problem?
The fact is that the quality of the goods can not be changed.
Therefore, the best way is to change the conditions.
As a result, with a delay, our offer starts to fall into a larger segment of the market.
In order to compensate for the risks, we naturally raise the cost of our product.
Because the delay is always more important than the difference in price.
In fact, accounts receivable - this is a great tool, because.
Receivable - this is better than not shipping.
For example, we can expand the market for ourselves twice, and as a result, double the
sales volume.
At the same time, without losing profit, because we will increase the cost, taking into account
that this money, with which we lend to our customers, also has a price.
On this optimistic note, I propose this video to be rounded off.
Therefore, I want to wish to extract the maximum benefit from the debtor for the national economy.
Because such an instrument as a receivable allows us to create additional value for the
market.
But at the same time observe the principle of control over the situation, which is desirable
not to be missed, so that the receivables were under our control.
Subscribe to my channel, click the bell to not miss the next release, express your point
of view in the comments, put a husky and see you in the next video.
Bye!
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