外貿(mào)催款不用愁，這些大招助你討回欠款?。▋?nèi)附模板）-ESG跨境

催了又催的款項(xiàng)還沒(méi)到賬？別急，有可能是你催款方式不對(duì)或者是催款函寫的不夠有震懾力，下面分享幾個(gè)催款技巧，順便附上幾篇催款函模板，讓你收錢不再難。

催款小技巧

??外貿(mào)催款要“鉆”

要有窮追不舍的精神。我從實(shí)踐中摸索出了對(duì)債務(wù)人(業(yè)務(wù)當(dāng)事人、主管負(fù)責(zé)人、財(cái)務(wù)負(fù)責(zé)人)實(shí)行“三緊跟”的戰(zhàn)略，即緊跟在辦公室里，緊跟在吃飯上廁所的后面，緊跟在下班回家的途中。雖說(shuō)有些過(guò)份，不得已而為之啊!滴水石穿，繩鋸木斷，有時(shí)確也起到了“功夫不負(fù)有心人”的作用。

?外貿(mào)催款要“柔”。

從道義上講，欠別人的款，心有歉意，理應(yīng)對(duì)債權(quán)人禮賓相待。但不少欠債單位，有的對(duì)你板著老臉，有的對(duì)你不屑一顧，有的甚至不讓你進(jìn)門!收債人此時(shí)就得屈尊就下，用兵之計(jì)，攻心為上，說(shuō)盡人間好話暖語(yǔ)，賠上一個(gè)真誠(chéng)的笑臉，對(duì)那“三種人”實(shí)施“情感投資”，精誠(chéng)所至，為爭(zhēng)金所開(kāi)。

?外貿(mào)催款要“韌”

清收欠款是一項(xiàng)長(zhǎng)期艱苦的業(yè)務(wù)，tao債人要有一種堅(jiān)韌不拔的毅力，哪怕別人無(wú)理地把你象打發(fā)乞兒一般，也須忍辱負(fù)重，堅(jiān)守陣地。臨陣逃脫，則會(huì)前功盡棄?？匆?jiàn)了一絲曙光，決不放過(guò)機(jī)會(huì)，同時(shí)要學(xué)會(huì)訴苦，不能同情對(duì)方，相反要讓對(duì)方同情。

?外貿(mào)催款要直接

催款不是什么見(jiàn)不得人的事，也沒(méi)有什么妙語(yǔ)，最有效的方式就是有話直說(shuō)，千萬(wàn)別說(shuō)對(duì)不起，或繞彎子。

?要知根知底

在采取行動(dòng)前，先弄清造成拖欠的原因。是疏忽，還是對(duì)產(chǎn)品不滿，是資金緊張，還是故意，應(yīng)針對(duì)不同的情況采取不同的收帳策略。

?找初始聯(lián)系人

千萬(wàn)別讓客戶互相推諉牽著鼻子走。

?避免行為過(guò)激

不要做出過(guò)激的行為。催款時(shí)受了氣，再想辦法出出氣，甚至做出過(guò)激的行為，此法不可取。臉皮一旦撕破，客戶可能就此賴下去，收款將會(huì)越來(lái)越難。

?不怕因催款而失去客戶

到期付款，理所當(dāng)然。害怕催款引起客戶不快，或失去客戶，只會(huì)使客戶得寸進(jìn)尺，助長(zhǎng)這種不良的習(xí)慣。其實(shí)，只要技巧運(yùn)用得當(dāng)，完全可以將收款作為與客戶溝通的機(jī)會(huì)。當(dāng)然，如果客戶堅(jiān)持不付款，失去該客戶又有大不了的?

??外貿(mào)催款要當(dāng)機(jī)立斷

及時(shí)中止供貨，特別是針對(duì)客戶“不供貨就不再付款”的威脅;否則只會(huì)越陷越深。

?收款時(shí)間至關(guān)重要

堅(jiān)持“定期收款”的原則，時(shí)間拖得越久，貨款越難收回。國(guó)外專門負(fù)責(zé)收款的機(jī)構(gòu)的研究表明，收款的難易程度取決于帳齡而不是帳款金額，2年以上的欠帳只有20%能夠收回，而2年以內(nèi)的欠帳80%能夠收回。

避免欠款技巧

?要全額付款

收不到款最大的失策之一是要求先付一部分款。經(jīng)驗(yàn)證明，應(yīng)該要求全額付款，雖說(shuō)拿到一點(diǎn)總比一點(diǎn)沒(méi)拿到好，卻不如收回更多。

?收款也有競(jìng)爭(zhēng)性

只要客戶還在營(yíng)業(yè)，他總得向供貨商付款。如果你沒(méi)有收到錢，那他肯定給了別人。獲得優(yōu)先付款機(jī)會(huì)的供應(yīng)商通常是與客戶保持長(zhǎng)期良好業(yè)務(wù)關(guān)系和個(gè)人關(guān)系的企業(yè)，因?yàn)檎l(shuí)都不愿意跟朋友鬧翻臉。

催款函模板

丨好的催款函開(kāi)頭是成功的一半（開(kāi)場(chǎng)語(yǔ)）

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.

丨沒(méi)有催款理由也要?jiǎng)?chuàng)造理由（找借口）

①Would 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

（禮貌地催款）

①I 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

再不還款我就要來(lái)硬的了

（態(tài)度強(qiáng)硬）

①We 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.

丨笑著結(jié)束這封催款函（結(jié)束語(yǔ)）

①We would greatly appreciate your prompt payment.

②We are counting on your cooperation in making a prompt payment.

③Please send us your payment today, or at least let us know your reason for the delay.

④Please restore our confidence in you and maintain your good credit rating by sending us your payment now.

特別聲明：以上文章內(nèi)容僅代表作者本人觀點(diǎn)，不代表ESG跨境電商觀點(diǎn)或立場(chǎng)。如有關(guān)于作品內(nèi)容、版權(quán)或其它問(wèn)題請(qǐng)于作品發(fā)表后的30日內(nèi)與ESG跨境電商聯(lián)系。