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干货收藏!外贸订单催款最强套路,亲测有效
2022-09-02
国内企业应该怎样识别海外客户是否恶意拖欠?遭遇恶意拖欠后又该如何快速追回货款?

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目前,受全球疫情、战争、通货膨胀、贸易摩擦、运费上涨、汇率波动等影响,国际贸易风险不断加剧,多国外汇储备不足,海外客户拖欠货款频频发生。

那么,国内企业应该怎样识别海外客户是否恶意拖欠?遭遇恶意拖欠后又该如何快速追回货款?

海外客户常用的7大拖欠理由


理由一:没收到你的对账单

对策:及时对账,把账单亲自送交给客户手中。

理由二:对产品/服务不满

对策:首先要确认是否真是自己的产品/服务有问题,其次,把自己的想法直接告诉对方,揭穿其借口。

理由三:支票已寄出

对策:请对方出示寄出支票的复印件,核对抬头、账号、地址是否有误。联系对方开户行(支票签发行),求证是否已经寄出。如果签发行不配合就更要小心(这可能是一次银行、客户的联手诈骗);联系自己的开户行,确认钱是否收到。

理由四:最近手头紧

对策:向客户的员工,以及其供应商,了解是否确有其事,或者通过格兰德全球信用报告直接获取该企业的信用报告核实其资信情况。

如果确实是手头紧,可以适当给予延期;对信誉不佳,故意以手头紧为借口不付款或经营面临危机的客户,要加紧催收。

理由五:公司还没审批下来

对策:搞清楚客户的付款程序,了解付款到底卡在哪一环,是借口还是事实,如果是借口就应当面揭穿,否则以后每次催款都可能遇到同样的借口。

理由六:在一段时间内付清

对策:尽可能与关键人物搞好关系,在对方的付款计划中挤上“头班车”,同时充分了解付款需要提供的文件(发票、复印证明等),提前做好准备。

理由七:一段时间后有大笔进账,届时可以还清货款

对策:加紧催收,欠款人既然会收到大的订单,那就说明经营状况还不错,还有能力还款,这时就以他的“矛”攻击他的“盾”,用他的理由来反问他,迫使其尽快结款。


针对特殊的无单放货,该如何催收?

此外,还有一种拖欠行为叫做无单放货,货发出去了买家在卖家未放货的情况下就把货提走了,尾款自然不会结算,形成拖欠。

巴西,安哥拉、尼加拉瓜、危地马拉、洪都拉斯、萨尔瓦多、哥斯达黎加、多米尼加、委内瑞拉等国,都是可以无单放货的国家。在这些国家,都是对进口货物实施单方面放货政策。

另外,美国、加拿大、英国等国家,对记名提单副本提货也是允许的。


出口企业应该怎么出口到这些无单放货国家,而保证不会发生风险呢?

1、发货前就要求客户支付所有货款,100%前T/T,在确保安全收汇的前提下发货。

2、出口方企业尽量签订CIF或CFR合同,力拒FOB合同,避免外商指定境外货代安排运输。对外贸易经济合作部曾发布《关于规避无单放货风险的通知》指出,目前有60%—70%的FOB合同中国际货运代理人与进口商串通搞无单交货,使我国出口企业货款两空。

3、在与客户指定的货代联系出运事宜时,应做到以下:

(1)让指定货代传真或快递营业执照复印件。看到营业执照复印件后,上工商网站或到货代所在地的工商部门查询此货代是否注册。通过信用报告查询的费用并不高,千万不要省这个钱。

(2)与指定货代签订正式的运输合同。

(3)传真托单给指定货代后,叫其在托单上盖上公章回传并寄正本。

(4)开船后,及时通知货代签出正本提单,保留好货运订舱相关凭证,并要求货代出具保函,保函警告无单放货会承担法律风险。对于国外指定货代,最好订舱前也出具保函。

(5)保留好货物的报关单,注意报关单的单价、总价、品名要与出口合同发票对应一致,否则影响后续索赔。

(6)不能答应给国外买方出具低值发票,因为低值发票影响后续的索赔金额。


外贸催款邮件模板及技巧

1.做了PI后客户迟迟不回复

追问

①:Dear XX,

Could you check and confirm Plxx please?

分析:首次追问不能急躁,要简短。

追问

②:Dear XX,

Could you say something? If you want to cancell the order,pleade let me know

分析:多次之后,可以以退为进。2.客户确认PI后,给了具体付款时间,但是推迟了好几次Dear XX,

As you mentioned you will arrange payment on xx, but fews days past we havn' recieve bank slip ,

Could you please send?

If you didn't arrange payment ,could you please do it ?Because you have good credit in my mind ,i arange raw materials for your order, once you arange payment we can produce it immediatly to shorter the production time,

Need your support

分析:先装傻,以为客户付了,但是忘记发水单了。其实是给客户立信誉很好的人设,提出当他确认了PI时,就有帮他安排物料,以便于收到水单可以马上排产,不用等齐料,客户觉得你在为他着想。3.做提单,中信保等延期付款的Dear XX,

The B/L date is XX,there's very limited days to recieve your payment .It will takes few days to recieve it in our bank,could you please ask your FIn .Dept .to arrange payment ASAP ,otherwise i am afraid that i will affects your credit.

In future,we can't arange production without deposit ,or we need to changed the payment term to be 100% before delivery.

如果逾期没有付款,会影响他在中信保的信誉,付款方式会从延期付款改到100%款到发货。4.物料角度:运输紧张,订舱难,运费贵Dear XX,

Now is the peak production season. Spaces are very tight during peak season now.We need to book warehousing in advance, Once we receive your deposit, we will immediately arrange the order schedule to produce and deliver for you as soon as possible.

please arrange payment as early as possible to avoid any further delays.

5.原材料供应角度:原材料涨价,原材料价格不稳定Dear XX,

Friendly reminder to pay in advance. Raw material costs continue to fluctuate. Please update the payment as soon as possible, otherwise we are worried that the price provided will soon expire.

6.表达困境去催促客户结款Dear XX,

Since we are now facing a shortage of funds, this is really difficult for us. Remittance as soon as possible would be greatly appreciated. After that, I will continue to provide you with high-quality products and services, and apply for you with competitive prices.

7.适合发给偶尔拖款的老客户Dear XX,

Hope you‘re doing well. This is just to remind you that the invoice +号码 with the total of+金额sent you on+时间.Although I’m sure you’re busy, I’d greatly appreciate it if you were to go over the invoice and payment details for the services rendered. Please contact me if you have any questions.

8.迂回催款Dear XX,

we just got a payment this morning, which is very similar to your total amount. May l know is that yours? If so, please send me the bank receipt so that we can arrange production without any delay.

9.一再拖延,强硬催款Dear XXX:

We understand your difficulties very well, but business is business. The company has a mandatory rule that no delivery will be made without receiving the balance.In order not to affect the normal operation of each other's business, please pay in time.

If the payment is not received beyond the prescribed time, we will charge interest according to the actual practice and ask you to pay additional storage fee.

If payment is not to be make exceeds the specified time half a month , we will handle it through the Chinese Embassy in your country.

At the same time, we will also inform other Chinese suppliers and your competitors of your dishonesty in the form of a letter, and take legal measures to solve the problem.

Therefore, in order not to damage your business and reputation, please cooperate with us in payment.

Regards!

XXX

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AB客温馨提醒:

①进行海外贸易时,要时刻提防客户的商业诈骗行为,及时采取有效措施,避免出现不必要的损失。

②要定期对客户进行资信调查,了解对方最新的经营状况,规避交易风险。

③遇到海外客户拖欠货款,自行催收1-3个月无果,尽早委托专业机构进行催收,增加回收成功率。


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