做外貿(mào)，我們經(jīng)常遇到這樣的情況：前面和客戶談的很好，一切安排妥當(dāng)，簽了合同；貨物生產(chǎn)好了，客戶卻突然通知棄單或約談改變一些合作條款 （比如付款方式），弄得業(yè)務(wù)員一個(gè)頭兩個(gè)大；

尤其是臨近新年，公司各方面經(jīng)營(yíng)都需要統(tǒng)計(jì)、開支，老板自然不希望拖單、拖款，渴望貨該發(fā)走的趕緊發(fā)走，尾款該收回的趕緊收回；

然而，人算不如天算，你以為你沒(méi)接賬期訂單就沒(méi)事了，卻總會(huì)有臨時(shí)變卦，要求更改付款方式的客戶來(lái)找麻煩；

比如你和客戶在合同中約定的付款方式是30% Down Payment, Balance Paid Before Loading At Factory，但是貨物生產(chǎn)好了，客戶又不想給了，要求提貨付款或貨物到港后付款或貨物到港前十天付款。

其實(shí)，在這里表現(xiàn)出的還是客戶的擔(dān)憂，害怕全款支付后貨物也拿不到，還是可以理解的，也不排除一些心藏詭計(jì)的客戶企圖貨物抵港后要挾降價(jià)，否則不清關(guān)；

此處推薦閱讀：客戶棄貨或清關(guān)遇阻，貨物可以在目的港免費(fèi)放多久，滯港費(fèi)怎么算？

貨物已到港，買家玩消失：客戶不給尾款不提貨，賣家咋辦

但是理解歸理解，生意歸生意，按章辦事，誰(shuí)都沒(méi)啥好說(shuō)的，如果意見不統(tǒng)一，就應(yīng)該在談判初期提出來(lái)，而不是毀約執(zhí)行；尤其是作為外貿(mào)業(yè)務(wù)員的我們，更要以公司的利益為主，切不可粗心大意，不能因?yàn)槔斫饪蛻艟蜕米酝讌f(xié)，很可能為公司帶來(lái)?yè)p失；

相比貨物抵港后被動(dòng)式接受客戶要挾，當(dāng)下手持定金不發(fā)貨，談判優(yōu)勢(shì)更加顯而易見；

談判是為了解決問(wèn)題，而不是為了制造問(wèn)題，不到萬(wàn)不得已，不應(yīng)該撕破臉去得罪客戶，避免造成客戶及其訂單的流失；

所以，我們的主要談判方式還是以委婉為主，“曉之以理，動(dòng)之以情”；

那么，我們有什么話術(shù)可以用，這封催款郵件應(yīng)該怎么寫呢？接下來(lái)，Mike把自己寫的催款郵件拆分成幾部分，為大家講解：

01、強(qiáng)調(diào)已確認(rèn)的合同條款

02、強(qiáng)調(diào)商業(yè)法則

03、強(qiáng)調(diào)資金困難

04、強(qiáng)調(diào)年底稅務(wù)稽查

05、強(qiáng)調(diào)付款

01

強(qiáng)調(diào)已確認(rèn)的合同條款

拿出買賣雙方已簽章合同，同客戶再次強(qiáng)調(diào)合同條款中付款方式是如何規(guī)定的，不是因?yàn)榭蛻敉浟耍恰鞍咽聦?shí)甩客戶臉上”，讓客戶面對(duì)事實(shí)，不要把自己已經(jīng)確認(rèn)的合同單方面推翻，搬起石頭砸自己的腳；

hello, Gary

Hope this e-mail finds you well.

As you could see the enclosed CI which you have confirmed and signed, the payment terms is 30% Down Payment, Balance Paid Before Loading At Factory, not **** as you mentioned in last e-mail;

02

強(qiáng)調(diào)商業(yè)法則

任何生意都是通過(guò)雙方經(jīng)久談判，最終確認(rèn)各個(gè)合作條款，簽約履行，并不是任何一方可以單方面在合作開展后隨便更改合作條款的；

All terms in this CI are confirmed by our two sides through serious negotiations, which cannot be changed by any of the parties involved in any cases once the business starts;

03

強(qiáng)調(diào)資金困難

臨近年關(guān)，生產(chǎn)壓力大，采購(gòu)原材料也要巨額資金，需要客戶的支持；

As an experienced businessman, I believe you know that the pressure of production in this period of time is quite huge;

As the holiday of Spring Festival is coming soon, those customers who need goods before holiday placed lots of orders with us;

We need a large amount of money to pay for the materials, but most orders have to be produced with payment less than 30% down  payment;

04

強(qiáng)調(diào)年底稅務(wù)稽查

當(dāng)然，這只是一個(gè)借口，告訴客戶銀行和稅務(wù)著急對(duì)賬，讓客戶急我們之所急；

Also, our bank have informed us so many times to collect all balance payments ASAP so they can make them a file and pass it over to the State Commerce Department and the State Administration of Taxation for Tax Statistics；

05

強(qiáng)調(diào)付款

講完了道理，就該告訴客戶接下來(lái)該干什么了，當(dāng)然是打錢；

We supply you high quality products and best service;

And in return, we need your support in this special time and pay the CI enclosed.

Any comments will be highly appreciated

Yours,

Michael

當(dāng)然，很有可能客戶油鹽不進(jìn)，堅(jiān)持要更改尾款的付款方式，因?yàn)槟闵厦嬲f(shuō)的對(duì)客戶的利益毫無(wú)影響，那你如何，客戶未必在乎；

所以，如果客戶還是不肯就范，按照合同辦事，那就只能來(lái)點(diǎn)兒硬貨了，說(shuō)一說(shuō)影響他利益的事情，敲打敲打他；

比如，我們可以講一下匯率差問(wèn)題、發(fā)貨問(wèn)題、庫(kù)存問(wèn)題、年后排產(chǎn)問(wèn)題等等；

告訴客戶如何不及時(shí)出貨，年假期間是無(wú)法發(fā)貨的，年前庫(kù)存也會(huì)被處理掉，賣給別的客戶，年后產(chǎn)期排的也很緊，不確定什么時(shí)候再能給客戶交貨，而且即便再次生產(chǎn)，價(jià)格會(huì)因?yàn)閰R率或材料成本而上調(diào)，到時(shí)候要重新統(tǒng)計(jì)金額，更改發(fā)票；

hello, Gary

All logistics will be shut down during the Spring Festival.

There'll be no way to ship the cargos in that period of time.

So it's highly suggested that you pay the balance payment ASAP so the goods can be shipped on time;

Or, you'll have to wait until the holiday ends;

But the production lines will be still rather tight after Spring Festival, which means, you may be kept waiting.

And we may have to readjust the price following the change of Exchange rate and the cost of purchansing materials;

Kindly be noted.

Sincerely Yours,

Michael

看看，上面提到了這么多點(diǎn)，都是對(duì)客戶有影響的，客戶一害怕可能就妥協(xié)了；如果耍橫，不好意思，你現(xiàn)在屬于毀約，你的定金還在我手里，你懂的,但是英文郵件表達(dá)也要相當(dāng)委婉（來(lái)源： Mike外貿(mào)說(shuō)）

以上內(nèi)容屬作者個(gè)人觀點(diǎn)，不代表雨果網(wǎng)立場(chǎng)！如有侵權(quán)，請(qǐng)聯(lián)系我們。