外貿催款不用愁，這些大招助你討回欠款?。▋雀侥０澹?ESG跨境

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

催款小技巧

??外貿催款要“鉆”

要有窮追不舍的精神。我從實踐中摸索出了對債務人(業(yè)務當事人、主管負責人、財務負責人)實行“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。雖說有些過份，不得已而為之啊!滴水石穿，繩鋸木斷，有時確也起到了“功夫不負有心人”的作用。

?外貿催款要“柔”。

從道義上講，欠別人的款，心有歉意，理應對債權人禮賓相待。但不少欠債單位，有的對你板著老臉，有的對你不屑一顧，有的甚至不讓你進門!收債人此時就得屈尊就下，用兵之計，攻心為上，說盡人間好話暖語，賠上一個真誠的笑臉，對那“三種人”實施“情感投資”，精誠所至，為爭金所開。

?外貿催款要“韌”

清收欠款是一項長期艱苦的業(yè)務，tao債人要有一種堅韌不拔的毅力，哪怕別人無理地把你象打發(fā)乞兒一般，也須忍辱負重，堅守陣地。臨陣逃脫，則會前功盡棄?？匆娏艘唤z曙光，決不放過機會，同時要學會訴苦，不能同情對方，相反要讓對方同情。

?外貿催款要直接

催款不是什么見不得人的事，也沒有什么妙語，最有效的方式就是有話直說，千萬別說對不起，或繞彎子。

?要知根知底

在采取行動前，先弄清造成拖欠的原因。是疏忽，還是對產品不滿，是資金緊張，還是故意，應針對不同的情況采取不同的收帳策略。

?找初始聯(lián)系人

千萬別讓客戶互相推諉牽著鼻子走。

?避免行為過激

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

?不怕因催款而失去客戶

到期付款，理所當然。害怕催款引起客戶不快，或失去客戶，只會使客戶得寸進尺，助長這種不良的習慣。其實，只要技巧運用得當，完全可以將收款作為與客戶溝通的機會。當然，如果客戶堅持不付款，失去該客戶又有大不了的?

??外貿催款要當機立斷

及時中止供貨，特別是針對客戶“不供貨就不再付款”的威脅;否則只會越陷越深。

?收款時間至關重要

堅持“定期收款”的原則，時間拖得越久，貨款越難收回。國外專門負責收款的機構的研究表明，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。經驗證明，應該要求全額付款，雖說拿到一點總比一點沒拿到好，卻不如收回更多。

?收款也有競爭性

只要客戶還在營業(yè)，他總得向供貨商付款。如果你沒有收到錢，那他肯定給了別人。獲得優(yōu)先付款機會的供應商通常是與客戶保持長期良好業(yè)務關系和個人關系的企業(yè)，因為誰都不愿意跟朋友鬧翻臉。

催款函模板

丨好的催款函開頭是成功的一半（開場語）

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.

丨沒有催款理由也要創(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

再不還款我就要來硬的了

（態(tài)度強硬）

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.

丨笑著結束這封催款函（結束語）

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：以上文章內容僅代表作者本人觀點，不代表ESG跨境電商觀點或立場。如有關于作品內容、版權或其它問題請于作品發(fā)表后的30日內與ESG跨境電商聯(lián)系。