余祥文,被业界誉为“中国第一外贸操盘手”。 现任福建省国际电子商务中心高级顾问, 凯盛投资高级顾问,北京科技经营管理学院特聘名誉主任。 多年来一直致力于网上贸易领域的研究和实践, 曾为几十家大型贸易企业提供网上贸易咨询服务和解决方案, 并被多家大型企业特聘为高级营销顾问。

快过年了,如何催要外贸欠款?

外贸B2B admin 17℃

转眼已快到春节,这个时候各个公司都开始上演催款大战了,那么如何高效且不失优雅的追回欠款呢?今天小编来为大家介绍几种催要外贸欠款方法,欢迎大家前来补充。

一、做外贸时,要写催款信如何开头?

Again we call your attention to your payment due April 30.

We again call your attention to the following invoices which, according to our records, are still unpaid well beyond our normal terms:

Once again, we ask for your cooperation in paying your account which is now more than two months past due.

We have not received any response from you to the recent reminder we sent you on May 20 about your overdue account.

You did not respond to our first reminder of your overdue balance of $2578.50.

You have not answered my previous letters asking for payment on your $2578.50 purchase.

二、催款信中陈列的合理的理由?

Would you please let us have an explanation of why the invoice is still outstanding?

Please let us know why the balance has not been cleared.

We would like to know if there is a reason for your delay in paying your long overdue account.

三、外贸催款信怎么写会比较温和?

I am sure it is not your intention to ignore past due notices at the expense of your credit standing.

I am sure you are not intentionally trying to make our work difficult, but that’s what it amounts to.

We realize that financial conditions in your firm have not been good recently. By now, however, we feel you should be able to start paying again.

Perhaps you have overlooked these past due payments. It would be only fair to pay them now.

To avoid an unfavorable report of your credit records, we suggest an immediate payment of the amount due.

四、外贸催款信怎么写会比较坚定?

We can no longer allow this account to continue to go unpaid.

To continue your open accounts it is necessary that they be paid within 60 days as agreed when they are opened.

It is essential that this account be settled at once to avoid any problem with your credit standing.

In this case, we have no alternative but to withdraw credit privileges.

The delinquent status of your account will leave us no alternative but to remove your company from our list of credit customers.

五、外贸催款信的结尾如何写?

We would greatly appreciate your prompt payment.

We are counting on your cooperation in making a prompt payment.

Please send us your payment today, or at least let us know your reason for the delay.

Please restore our confidence in you and maintain your good credit rating by sending us your payment now.

外贸催款的十大技巧

01

外贸催款要“钻”,要有穷追不舍的精神。对债务人(业务当事人、主管负责人、财务负责人)要实行“三紧跟”的战略,即紧跟在办公室里,紧跟在吃饭上厕所的后面,紧跟在下班回家的途中。虽说有些过份,不得已而为之啊!滴水石穿,绳锯木断,有时确也起到了“功夫不负有心人”的作用。

02

外贸催款要“柔”。从道义上讲,欠别人的款,心有歉意,理应对债权人礼宾相待。但不少欠债单位,有的对你板着老脸,有的对你不屑一顾,有的甚至不让你进门!收债人此时就得屈尊就下,用兵之计,攻心为上,说尽人间好话暖语,赔上一个真诚的笑脸,对那“三种人”实施“情感投资”,精诚所至,金石为开。

03

外贸催款要“韧”。清收欠款是一项长期艰苦的业务,催款人要有一种坚韧不拔的毅力,哪怕别人无理地把你象打发乞儿一般,也须忍辱负重,坚守阵地。临阵逃脱,则会前功尽弃。看见了一丝曙光,决不放过机会,同时要学会诉苦,不能同情对方,相反要让对方同情。

04

直接

外贸催款要直接。催款不是什么见不得人的事,也没有什么妙语,最有效的方式就是有话直说,千万别说对不起,或绕弯子。

05

知彼

外贸催款要知根知底。在采取行动前,先弄清造成拖欠的原因。是疏忽,还是对产品不满,是资金紧张,还是故意,应针对不同的情况采取不同的策略。

06

初始联系人

外贸催款要找初始联系人。千万别让客户互相推诿牵着鼻子走。

07

勿过激

外贸催款要避免行为过激。不要做出过激的行为。催款时受了气,再想办法出出气,甚至做出过激的行为,此法不可取。脸皮一旦撕破,客户可能就此赖下去,收款将会越来越难。

08

不要怕失掉客户

外贸催款要不怕因催款而失去客户。到期付款,理所当然。害怕催款引起客户不快,或失去客户,只会使客户得寸进尺,助长这种不良的习惯。其实,只要技巧运用得当,完全可以将收款作为与客户沟通的机会。当然,如果客户坚持不付款,失去该客户又有什么大不了的?

09

当机立断

外贸催款要“钻”,要有穷追不舍的精神。对债务人(业务当事人、主管负责人、财务负责人)要实行“三紧跟”的战略,即紧跟在办公室里,紧跟在吃饭上厕所的后面,紧跟在下班回家的途中。虽说有些过份,不得已而为之啊!滴水石穿,绳锯木断,有时确也起到了“功夫不负有心人”的作用。

10

定期收款

收款时间至关重要,坚持“定期收款”的原则。时间拖得越久,货款越难收回。国外专门负责收款的机构的研究表明,收款的难易程度取决于时间而不是款项金额,2年以上的只有20%能够收回,而2年以内的欠帐80%能够回来。

避免欠款的方法:

1、全额付款。

最大的失策之一是要求先付一部分款。经验证明,应该要求全额付款。

2、竞争性

只要客户还在营业,他总得向供货商付款。如果你没有收到钱,那他肯定给了别人。获得优先付款机会的供应商通常是与客户保持长期良好业务关系和个人关系的企业,因为谁都不愿意跟朋友闹翻脸。

如果上面的方法都不能让你收到款,那建议你求助于专业人员或诉诸法律。总有一些骗子和不讲理的客户存心赖帐不还,与他们讲理无异于“对牛弹琴”,采取正常的方法往往难于奏效,而一些很不正规、甚至别出心裁的催帐方式则有奇效。因此,当收款难度较大时,可以请那些有特殊收款能力和丰富收款经验的“专业人员”去做。如果此法仍不能奏效,剩下的唯一选择就是直接诉诸法律。

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