Sabemos que una de las mejores estrategias que utilizamos para enganchar y atraer más clientes es vender a plazo, o simplemente pueda que ofrezcas servicios en los cuales los clientes deben pagarnos en varias cuotas o pagos. Esto puede transformarse en un gran dolor de cabeza para los emprendedores, si no sabemos administrar las cuentas por cobrar, es necesario diseñar una correcta política de crédito, o pagos en cuotas, y más aún ejecutarla con la más alta precisión.
Hoy día, la venta a crédito o en múltiples pagos presenta muchas ventajas como:
- Facilitar las compras a tus clientes.
- Aumenta tus ventas.
- Mas clientes potenciales.
- Mayor participación de tu producto o servicio en el mercado.
- Mayores ganancias.
- ¡Te permite estar en la jugada!
Pero, ojo, aquí tenemos que hacer las cosas bien organizadas, existen muchos negocios que se ven forzados a cerrar debido a la falta de liquidez para cubrir sus gastos fijos.
Es muy importante que estés consiente que, si no tienes una política de crédito bien definida y un mecanismo de cobertura de riesgo, puedes poner en peligro, todo lo que has luchado para sacar adelante tu emprendimiento.
Por eso quisiera darte algunos tips que te puedan dar una idea de por dónde comenzar para definir políticas y procedimientos que debes hacer cuando tu negocio maneja cuentas por cobrar, pagos en cuotas o cuentas al crédito.
#1 Revisa y mejora tu proyección de forma continua.
La proyección o planificación financiera es una herramienta de mucho valor, debes compararla mes a mes, las cifra proyectadas con las cifras reales (tu resultado), analiza las razones de los resultados que obtuviste.
A finales del año pasado, escribí acerca de la importancia de planificar tu año financieramente, donde la finalidad era ayudarte a fijarte objetivos y metas de crecimiento. Estipular todos tus esfuerzos y estrategias de inversión, ventas y mercadeo y a la vez tener la posibilidad de ir monitoreando tus resultados reales. Te puede interesar esto: 4 Factores a considerar para hacer tu planificación financiera.
Es recomendable que si por tres meses, tus resultados no corresponden a lo que te proyectaste que lograrías, que realices una revisión del presupuesto del año completo.
Esto te ayudará a tomar decisiones como: aguantar alguna compra, pedidos a proveedores, o ver la necesidad de solicitar algún tipo de crédito al banco (con mucha responsabilidad).
Tu negocio, es un ser viviente, y como tal, los planes financieros pueden evolucionar y modificarse todo el tiempo.
#2. Determina tu flujo de efectivo.
La manera que obtienes tu flujo de efectivo es restando al total de entradas de efectivo el total de salidas que tienes presupuestadas, esto te dará como resultado el saldo con que iniciarás el mes siguiente.
Evalúa las entradas de efectivo.
Debes encontrar un método eficiente que te ayude a estimar tus entradas de efectivo todos los meses.
De las entradas reales, de las ventas que vayas haciendo, debes poder saber en qué mes entrarán los ingresos si son pagados en varias cuotas, por ejemplo.
De las entradas presupuestadas, estima tus ingresos o entrada de efectivo de todos los meses, toma en consideración todos tus registros de históricos de venta como referencia, si no lo tienes empieza hoy, mas de eso acá. La idea es que puedas en base a otros años hacer un presupuesto o proyección de tus ventas en el año actual. Aquí es importante por ejemplo conocer dentro de tu tipo de negocio, cuales son los meses más bajos en venta y los más altos, y en base a esto organizar tus estrategias de venta, marketing y por supuesto tus gastos.
Ahora, volviendo al punto si es parte de tu negocio, vender a crédito o cobrar en varios pagos, asegúrate de contabilizar mensualmente solo la parte de la venta que cobrarás en efectivo durante ese mes, porque ese será el dinero con que contarás para cubrir gastos y seguir operando en tu negocio.
Ejemplo: Digamos que vendes un paquete de servicio, y que el cliente te debe pagar el total en 3 pagos, 50% a la firma, 30%, 30 días antes de la fecha de entrega final y 20% contra entrega o al finalizar el servicio. Digamos que todo este proceso toma 5 meses.
En enero, el cliente firmó contrato y abonó el 50% del valor de tu servicio, en el contrato se estipula que le entregarás o se efectuará el servicio el 30 de marzo, en este caso ya tu deberías haber contabilizado en tu flujo de caja que a finales de febrero el cliente debió haber cancelado el 30% del valor de tu servicio, y realizar las gestiones para poder notificarle o cobrarle al cliente. Y el 20% restante, digamos que se entregaría el 30 de mayo, entonces en mayo debió estar registrado o contabilizado ese monto como entrada. ¿Me sigues?
También debes incluir cualquier otra entrada de efectivo que planees obtener por otras causas, como por ejemplo la venta de una computadora o escritorio, algo del negocio.
Evalúa las salidas de efectivo.
La clave de unas finanzas saludables es la prevención, siempre les recalco la importancia de contar con un presupuesto de gastos mensual, ya sea fijos o variables.
Te puede interesar esto: 3 ventajas de llevar un registro de tus ingresos y egresos
#3 Políticas de Crédito o pagos en cuotas.
El precio de tus productos o servicios, debe considerar los costos ocasionados por cobrar a plazos, tu política de crédito debe incluir una forma de cubrir gastos retrasados, por ejemplo, una aplicación de una tasa de interés por mora.
Toma en cuenta, que es imperante conocer a tu cliente antes de aceptar este tipo de forma de pago, lo más recomendable es realizar un contrato de servicios donde se estipulen la información de ambas partes y la formas y fechas de pago.
Después de fijar las reglas, por supuesto que el paso a seguir es ¡aplicarlas! El proceso que te vaya permitir aplicarlas dependerá también del negocio que tengas, por ejemplo, si puede que lo que vendas requiere que le des un gran monto a crédito al cliente, en estos casos debes tratar de conocer y obtener la mayor cantidad de información, estudiar sus antecedentes crediticios, si es buena paga o no.
Pero puede que en la mayoría de los casos te bastará tener un contrato con información de contacto y datos personales de los clientes y los métodos y fechas de pago bien estipulados. ¡Importante que ambas partes lo firmen! Si no, este no tendrá ninguna validez legal, ni compromiso de nada.
Lleva un registro que te ayude a identificar de manera inmediata lo pagos retrasados, y aplica tu plan de acción para recuperar lo que se te debe. Pero la idea es que antes hagas todo lo necesario para no tener que caer en esta etapa, y si caes, tengas las herramientas legales para proceder.
#4 Medidas que puedes aplicar desde el inicio.
Algunas ideas podrían ser:
- Otorga un mejor precio o descuento por “pronto pago”. Es recomendable incentivar a tus clientes a realizar sus pagos en forma puntual.
- Intereses de recargo a saldo a aquellos que se retrasen en pagar, o sea que no cumplan con la fecha estipulada para pagar.
- ¡Conoce a tu cliente! recopila toda la información que necesites, en forma digital y/o física. Puede ser a través de un formulario que le envíes.
- ¡Envía y entrega tus facturas a tiempo! Muchas veces nos enfocamos tanto en vender, que se nos olvida todo el proceso después de vender, uno de ellos es estar al día con las cuentas por cobrar.
- Acepta tarjetas débito o crédito. Este punto lo puedes aplicar ya sea si tienes un local, o haces entregas a domicilio, o si vendes a través de una página web. Te puede interesar: Importancia del E-commerce o Comercio Electrónico en tu Emprendimiento.
- Asegúrate que las condiciones de pago sean claras en todas las facturas y en el contrato ¡Que ambas partes los firmen!
- Esmérate en ofrecer siempre un servicio excepcional, un cliente satisfecho siempre tendrá más probabilidades de pagar a tiempo, pero para todo lo demás…aplica tus políticas de crédito o pagos en cuotas.
Espero que estos tips te sirvan y te ayuden a obtener un mejor flujo de efectivo en tu negocio. Me encataría conocer tu opinión y si es algo que aplicas y te gustaría aplicar.
Un abrazo,
Sophia
Mentora y Coach de Finanzas
104 comentarios en “4 Tips para saber cómo administrar tus cuentas por cobrar”
Importante que esta información básica la conozcan los nuevos emprendedores, y aquellos que ya estamos en la aventura pyme.
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