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外贸实战:临近年关,货生产好了,客户却不想给钱?【附英文助攻邮件】

做外贸,我们经常遇到这样的情况:前面和客户谈的很好,一切安排妥当,签了合同;货物生产好了,客户却突然通知弃单或约谈改变一些合作条款 (比如付款方式),弄得业务员一个头两个大;

外贸实战:临近年关,货生产好了,客户却不想给钱?【附英文助攻邮件】

做外贸,我们经常遇到这样的情况:前面和客户谈的很好,一切安排妥当,签了合同;货物生产好了,客户却突然通知弃单或约谈改变一些合作条款 (比如付款方式),弄得业务员一个头两个大;

尤其是临近新年,公司各方面经营都需要统计、开支,老板自然不希望拖单、拖款,渴望货该发走的赶紧发走,尾款该收回的赶紧收回;

然而,人算不如天算,你以为你没接账期订单就没事了,却总会有临时变卦,要求更改付款方式的客户来找麻烦;

比如你和客户在合同中约定的付款方式是30% Down Payment, Balance Paid Before Loading At Factory,但是货物生产好了,客户又不想给了,要求提货付款或货物到港后付款或货物到港前十天付款。

其实,在这里表现出的还是客户的担忧,害怕全款支付后货物也拿不到,还是可以理解的,也不排除一些心藏诡计的客户企图货物抵港后要挟降价,否则不清关;

此处推荐阅读:客户弃货或清关遇阻,货物可以在目的港免费放多久,滞港费怎么算?

货物已到港,买家玩消失:客户不给尾款不提货,卖家咋办

但是理解归理解,生意归生意,按章办事,谁都没啥好说的,如果意见不统一,就应该在谈判初期提出来,而不是毁约执行;尤其是作为外贸业务员的我们,更要以公司的利益为主,切不可粗心大意,不能因为理解客户就擅自妥协,很可能为公司带来损失;

相比货物抵港后被动式接受客户要挟,当下手持定金不发货,谈判优势更加显而易见;

谈判是为了解决问题,而不是为了制造问题,不到万不得已,不应该撕破脸去得罪客户,避免造成客户及其订单的流失;

所以,我们的主要谈判方式还是以委婉为主,“晓之以理,动之以情”;

那么,我们有什么话术可以用,这封催款邮件应该怎么写呢?接下来,Mike把自己写的催款邮件拆分成几部分,为大家讲解:

01、强调已确认的合同条款

02、强调商业法则

03、强调资金困难

04、强调年底税务稽查

05、强调付款

01

强调已确认的合同条款

拿出买卖双方已签章合同,同客户再次强调合同条款中付款方式是如何规定的,不是因为客户忘记了,而是“把事实甩客户脸上”,让客户面对事实,不要把自己已经确认的合同单方面推翻,搬起石头砸自己的脚;

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

强调商业法则

任何生意都是通过双方经久谈判,最终确认各个合作条款,签约履行,并不是任何一方可以单方面在合作开展后随便更改合作条款的;

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

强调资金困难

临近年关,生产压力大,采购原材料也要巨额资金,需要客户的支持;

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

强调年底税务稽查

当然,这只是一个借口,告诉客户银行和税务着急对账,让客户急我们之所急;

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

强调付款

讲完了道理,就该告诉客户接下来该干什么了,当然是打钱;

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

当然,很有可能客户油盐不进,坚持要更改尾款的付款方式,因为你上面说的对客户的利益毫无影响,那你如何,客户未必在乎;

所以,如果客户还是不肯就范,按照合同办事,那就只能来点儿硬货了,说一说影响他利益的事情,敲打敲打他;

比如,我们可以讲一下汇率差问题、发货问题、库存问题、年后排产问题等等;

告诉客户如何不及时出货,年假期间是无法发货的,年前库存也会被处理掉,卖给别的客户,年后产期排的也很紧,不确定什么时候再能给客户交货,而且即便再次生产,价格会因为汇率或材料成本而上调,到时候要重新统计金额,更改发票;

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,上面提到了这么多点,都是对客户有影响的,客户一害怕可能就妥协了;如果耍横,不好意思,你现在属于毁约,你的定金还在我手里,你懂的,但是英文邮件表达也要相当委婉(来源: Mike外贸说)

以上内容属作者个人观点,不代表雨果网立场!如有侵权,请联系我们。

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