Quelles attitudes adopter face aux clients mauvais payeurs ?

Toute entreprise fera tôt ou tard face à un problème commun : les impayés. Ceux-ci constituent un manque à gagner pour la société. Ce manque va se répercuter sur la comptabilité en général. Nul n’est sans savoir que beaucoup d’impayés peuvent entrainer la faillite de la société. Ainsi, il faut pallier à ce problème pour éviter ces effets pervers. Mais encore faut-il adopter les bonnes attitudes.

Essayer de comprendre les causes du retard de paiement

Aujourd’hui, les mauvais payeurs apparaissent de plus en plus. Néanmoins,  rien ne vaut la compréhension dans toute relation. Ce qui permet de résoudre le fond du problème et non seulement le problème apparent. Parfois, le retard de paiement n’est que la partie émergée de l’iceberg. Mais en réalité, le client se heurte à des soucis plus graves. Il se peut que ses investissements n’aient pas fructifié. De ce fait, il n’est pas en mesure de payer ses dettes. Il n’est pas un aussi mauvais payeur que ça. Ainsi, vous devez l’inciter à trouver une solution pour relancer son investissement. Inutile de le presser, car cela ne fait qu’aggraver son problème. Et votre but n’est pas de nuire à votre client, mais de recouvrer ses dettes. Il est vrai que vous n’êtes pas un coach en investissement. Toutefois, vous êtes le mieux placé pour conseiller votre client à réorienter son investissement. Impliquez-vous davantage dans son activité au lieu de le blâmer tout court. N’oubliez pas que dans toute démarche, vous devez être courtois. Évitez de mêler les proches aux affaires personnelles de votre client. Cela pourrait créer un gouffre entre vous.

Soyez calme, mais ayez un ton très persuasif

Parfois, les mauvais payeurs cherchent des moyens pour vous énerver. C’est le cas des clients de mauvaise foi. Si vous vous laissez prendre, vous allez commettre du tort. Et ce n’est pas bon pour le recouvrement. N’oubliez pas que votre but ultime est le paiement. Et si le contrat est rompu, vous sortez perdant. Ainsi, gardez votre calme bien que le client s’énerve. Parlez toujours d’un ton posé, détaillez vos arguments avec prudence. Si le client monte d’un ton, raisonnez-le et rappelez-lui ses obligations. Si possible, munissez des détails de ses factures pour appuyer vos propos. Néanmoins, parlez avec persuasion. Trouvez les bons arguments pour l’inciter à payer au lieu de fuir. Vous verrez que votre calme et votre ton persuasif le raisonneront.

Évitez à tout prix le recours à la force

Votre tâche est plus ardue lorsqu’il s’agit de client difficile. Les mauvais payeurs ne veulent pas la visite d’un agent de recouvrement. Ils vont vous chassez et vous traitez de tous les noms. C’est possible. Mais, de votre côté, vous ne devrez pas suivre son jeu. Quelle que soit la nature de votre visite, évitez le recours à la force. Vous aurez toujours tort, car vous êtes chez lui. Alors s’il arrive que le client soit agressif, retirez-vous et faites appel à des tiers. Quand un simple recouvrement à l’amiable vire à une agression, c’est grave. Que ce soit verbal ou physique, l’existence d’agression salit l’image de votre entreprise. Il vaut mieux recourir à la justice et rompre le contrat.

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