外贸技巧 | 外贸催款攻略

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催了又催的款项还没到账？别急，有可能是你催款方式不对或者是催款函写的不够有震慑力，下面分享几个催款技巧，顺便附上几篇催款函模板，让你收钱不再难。

催款小技巧

❶ 外贸催款要“钻”
要有穷追不舍的精神。从实践中摸索出了对债务人(业务当事人、主管负责人、财务负责人)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。❷ 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，为争金所开。❸ 外贸催款要“韧”
清收欠款是一项长期艰苦的业务，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。❹ 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。❺ 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收帐策略。❻ 找初始联系人
千万别让客户互相推诿牵着鼻子走。❼ 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。❽ 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，失去该客户又有大不了的?❾ 外贸催款要当机立断
及时中止供货，特别是针对客户“不供货就不再付款”的威胁;否则只会越陷越深。➓ 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帐龄而不是帐款金额，2年以上的欠帐只有20%能够收回，而2年以内的欠帐80%能够收回。

避免欠款技巧

❶ 要全额付款
收不到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，虽说拿到一点总比一点没拿到好，却不如收回更多。
❷ 收款也有竞争性
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。

催款函模板

丨好的催款函开头是成功的一半（开场语）

① Again we call your attention to your payment due April 30.
② We again call your attention to the following invoices which, according to our records, are still unpaid well beyond our normal terms:
③ Once again, we ask for your cooperation in paying your account which is now more than two months past due.
④ We have not received any response from you to the recent reminder we sent you on May 20 about your overdue account.
⑤ You did not respond to our first reminder of your overdue balance of $2578.50.
⑥ You have not answered my previous letters asking for payment on your $2578.50 purchase.
丨没有催款理由也要创造理由（找借口）
① Would you please let us have an explanation of why the invoice is still outstanding?
② Please let us know why the balance has not been cleared.
③ We would like to know if there is a reason for your delay in paying your long overdue account.
丨“笑里藏刀”的催款函（礼貌地催款）
① I am sure it is not your intention to ignore past due notices at the expense of your credit standing.
② I am sure you are not intentionally trying to make our work difficult, but that's what it amounts to.
③ 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.
④ Perhaps you have overlooked these past due payments. It would be only fair to pay them now.
⑤ To avoid an unfavorable report of your credit records, we suggest an immediate payment of the amount due.
丨再不还款我就要来硬的了（态度强硬）
① We can no longer allow this account to continue to go unpaid.
②  To continue your open accounts it is necessary that they be paid within 60 days as agreed when they are opened.
③  It is essential that this account be settled at once to avoid any problem with your credit standing.
④  In this case, we have no alternative but to withdraw credit privileges.
⑤ The delinquent status of your account will leave us no alternative but to remove your company from our list of credit customers.

丨笑着结束这封催款函（结束语）

① We would greatly appreciate your prompt payment.
② We are counting on your cooperation in making a prompt payment.
③ Please send us your payment today, or at least let us know your reason for the delay.
④ Please restore our confidence in you and maintain your good credit rating by sending us your payment now.   

从事贸易相关的企业和个人
留意最新变化！资料来源：环球慧思整理

关于协会

广东省户外家具行业协会于 2014 年 1 月15 日通过广东省民政厅批复正式成立，会员主要由在全国各地从事户外家具行业生产、研究的相关企业单位、社会团体及个人自愿组成，是一个全国性、行业性、非营利性的社会团体组织。本着为同行业企业提供服务的宗旨，积极提倡在家具行业树立户外家具整体的品牌形象，协会在提高专业素质、规范企业行为、健全市场要素、维护行业权益、加强行业自律等方面发挥重要作用。