Work instead of being a boss

Chapter 22 Collection of Accounts and Fund Raising (3)
Strategies for dealing with "emotional" debtors To some extent, "emotional" debtors are more difficult to deal with than "tough" debtors. "Tough" debtors are likely to arouse the vigilance of creditors, while "emotional" debtors are easily overlooked.Because people with "emotional" personality are very easy-going in conversation, can cater to the interests of opponents, and can persuade people unconsciously.In order to effectively deal with "emotional" debtors, it is necessary to use their characteristics and weaknesses to formulate corresponding strategies.

People with "emotional" personality are generally characterized by being friendly and sympathetic to others, focusing on a single specific job, not adapting to the atmosphere of conflict, and generally avoiding offensive and rough attitudes.When negotiating, it is better to be weak than strong.Therefore, we must train ourselves and cultivate a habit of "humility", and say more: "Our company is in difficulty, please support", "We are facing the possibility of stopping production", "The payment is too long, please consider solving it", "Can you take care of our factory" and so on.Due to the personality characteristics of "emotional" people, repayment will be considered.

"Emotional" debtors sometimes do whatever it takes to take into account "popularity", hoping to be recognized by the creditors and the outside world, and at the same time hope that the creditors understand the difficulties of the debtor company.Therefore, the debt collectors of the creditor company should say some compliments to make the debtor happy, which are very effective for people with "emotional" personalities.For example: "Now all companies are struggling with funds, and your factory can do so well because of you leaders." "It's good that you can survive the collapse of your industry." The support of the factory is recognized by our factory.”

Maintain an aggressive attitude without losing etiquette: create a business-like atmosphere at the outset of the demand, don't get hot with the other party, and keep an appropriate emotional distance.At the same time, ask rhetorical questions about the other party's repayment opinions to arouse disputes, such as "who will bear the interest for such a long time in arrears" and so on.This will make the other person nervous, but don't irritate them.Because the debtor is emotionally unstable, he will take the initiative to fight back. Once they tear their face, it is difficult for the creditor to expect the negotiation to achieve results.

Strategies for dealing with "stubborn" debtors "Stubborn" debtors are often encountered in debt settlement.The most prominent feature of these people is that they insist on their views and have a spirit of persistence to the end.This kind of person is very disgusted with new ideas and suggestions, needs to be continuously recognized and instructed by superiors, and likes to follow the rules.

Make a request for repayment first, and wait and see the other party's reaction, so as to analyze its falsehood and true intention.If a repayment plan that is unfavorable to both parties is proposed, if the debtor responds sharply, then other methods can be used to clear the debt (such as litigation), and if the response is mild, there is room for it.Using this strategy, you can also test the scope of authority of a fixed reception or negotiator.For those with limited power, a quick fix can be adopted.Because he is a faithful executor of the boss's intentions, and will not exceed the authority given by the superior.Therefore, in debt settlement negotiations, do not waste time with this kind of person, bypass him and talk directly to his superiors.For the person in charge of a "stubborn" company with greater power, hot and cold tactics can be adopted.On the one hand, use some excuse to create conflicts, or use various forms to put pressure on the other party, on the other hand, try to restore normalcy, and when appropriate, you can praise the opponent's prudence and care.In short, the purpose of making the other party change their original thoughts or opinions is achieved through the method of soft grinding and hard foaming.

The point of view held by the "stubborn" debtor is not unchangeable, but difficult to change.Without this recognition, your proposals will be limited.In order to turn the debtor, try to influence and touch him by the force of precedent.For example, presenting to the debtor company the repayment agreements of other debtors that have already become a fact, the judgments and mediation documents that the court has executed for it, etc.

Strategies for dealing with "vanity-type" debtors Vanity is common to everyone, and their characteristics are: strong self-awareness, like to express themselves, and are very sensitive to other people's hints.Be good at taking advantage of your own weaknesses.

Start the topic with familiar things: When discussing with the "vain" debtor about the debt, the effect is generally more obvious when the debtor is familiar with the topic. This will give you a chance to express yourself, and at the same time, the opponent's hobbies and relevant information will also be obtained. Understand, but pay attention to the false words and deeds of the vain people, and beware of being fooled.

You can ask for money from the side in advance, and try not to talk about debt collection when there are many people or in public, so as to satisfy their vanity.Don't believe that fierce personal attacks will make the other party succumb, but think more about the other party, take care of the other party's face, and at the same time let the debtor know about the face-saving approach.Of course, if the debtor hides and repudiates the debt, they can use their "soft threat" to save face and confront each other tit for tat.

One of the greatest weaknesses of "vanity" debtors is grandiosity.Therefore, creditors should be wary. In order to avoid the harm of exaggeration, in the debt settlement conversation, the commitment to the "vanity" person should be recorded, and it is best for him to make a written commitment in the name of the company.The repayment agreement reached was established at that time.The terms of rewards and punishments must be particularly clear to prevent him from making excuses to deny it.

How to raise money for a small business
In order to obtain the funds needed for development, it is not only necessary to establish economically reasonable financing channels, but more importantly, the ability to raise funds must be strong to achieve rapid capital accumulation.For this reason, when setting up a company, we should pay attention to and formulate various effective strategic measures centered on improving fund-raising capabilities. Such strategic measures include the following main aspects:
First of all, the quality of the company must be enhanced, and the company's ability to raise funds must be improved.The company's ability to raise funds depends on the company's internal operations, that is, the quality of the company itself.Among them, the key point is whether the company has profitability.If the company's quality is good and its operation is stable, its profitability will of course be good.A company like this, even a small and medium-sized company, has a strong ability to raise funds.

For example, there is a small company in Japan with only [-] employees. They operate and produce cosmetics for hairdressing and beauty. Because this company has its own unique direct sales system, it divides the market in detail and continuously develops new products. The company's benefits are quite good.Judging from the actual situation of this company, in addition to expanding the internal retention of the company, the increase in profits has also played a role in improving the company's fund-raising ability in the following aspects:
①Improve the company's reputation and obtain bank loans under more favorable conditions. When the bank lends to the company, it is mainly based on the company's profitability and liquidity, the characteristics of the company's products and its needs, the reason for the company's loan and the possibility of repayment. Factors such as the operating conditions and operating capabilities of the enterprise are used to determine whether to borrow from the company and how much to borrow.If the quality of the company's management is relatively good, the profit is relatively high, and the company has a relatively high reputation. Such companies generally have good development prospects. Therefore, they can obtain loans under relatively favorable conditions.For example, the above-mentioned companies can obtain long-term loans from banks on relatively favorable terms due to their good management quality and high profits.

②Expanding the company's influence and increasing its popularity will help the company open up various fund-raising channels. The company's good management quality can improve the company's popularity, enable the company to establish a good corporate image in the society, and enable the company to increase capital through various channels. Corporate bonds, expansion of corporate credit, etc., which are conducive to the company to open up a variety of capital supply channels.

Enhancing the company's quality is the most basic strategic measure to improve the company's fund-raising ability and the foundation of the fund-raising strategy. Therefore, the key to improving the company's fund-raising ability is to strengthen the company's internal management and enhance the company's quality.

Adjust the relationship between the company and financial institutions to ensure long-term and stable loan sources.In order to obtain loans from banks stably under favorable conditions, companies, especially small companies, not only need to have good company quality, but also to establish a good relationship with banks, which is especially important for small companies.

Formulate flexible asset raising policies to adapt to changes in the external economic environment.The economic environment in which companies operate is constantly changing, and it is the small companies that are most affected by this change.For example, small companies are often used as a financial "adjustment valve", reducing loans to small companies during financial tightening, and on the contrary, increasing loans to them.In this case, small companies need to adopt flexible funding policies to adapt to changes in the external environment.

In short, the core of capital accumulation and accumulation by small companies through fund raising strategy is to determine the best fund raising method and fund raising channel through the analysis of the internal and external environment of the company, so as to ensure the economy, rationality and convenience of capital accumulation and accumulation and security.

At the same time, pay attention to the "three taboos" when raising funds:
First, don't cheat.Some private company owners often use unscrupulous means in order to obtain the funds they need in a timely manner.Fraud is one of their common methods.

In fact, people who practice deceit are just playing tricks and can be easily spotted by others.And once you find out, not only will you not be able to borrow the funds you need, but it will also affect your own reputation, and it will be extremely unfavorable for future financing.

Second, don't melt without investing.Financing is for investment, expanding the company's scale, and increasing profits, not for squandering and enjoying the appearance.However, some bosses do not have such a purpose.As a boss, you should remember that the money raised in financing and other activities should not be spent indiscriminately, let alone squandered and wasted.Be careful when using borrowed money.

Therefore, the boss wants to earmark the money for his own use.If you are always making up for it, it is better not to raise money, so as not to waste your time.

Third, don't be greedy.Many bosses are bent on raising more funds, blindly believing that the more financing the better.In fact, this idea is quite incorrect.For the boss, the principle of "financing as much as you need" must be followed when financing. As long as it can meet your own investment needs, there is no need to raise more funds.If you are too greedy when financing, the result will not be very good.

Fourth, private lending.This is the most common way of raising funds for small businesses.If you have a good project that you want to manage, the first thing you think of is to borrow money from relatives and friends.The projects selected in this way are preferably projects with less funds and less risk, which are especially suitable for simple production and operation and the initial stage of capital accumulation.The downside is that if there is a loss in business, it will have some negative impact on your family.

Fifth, membership system.When you have a unique project but do not have sufficient funds for development, and you are unwilling to partner with others or raise funds from relatives and friends, you can consider this method to let potential consumers of the project pay a certain amount of funds in advance, so that They become members of the project, and they can enjoy special treatment when members consume.People who adopt membership-based fundraising generally have better intangible assets (such as celebrities) or more special real assets.

Sixth, shareholding system.When you raise funds from relatives and friends, it is because it is difficult for acquaintances to handle things under certain circumstances.In this case, you can consider finding suitable investment partners and let them invest in the project, making them shareholders of the project.After the project is confirmed, you can sacrifice part of your own interests in exchange for corresponding funds, so as to achieve the purpose of starting operations and making profits.This method of raising capital is feasible without losing control.

(End of this chapter)