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催款不用愁,這些大招助你討回95%的欠款?。▋?nèi)附模板)

新顧問 作者:小新老師 | 2021-01-15 | 瀏覽量2715

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2021年,我們依舊在電腦的兩端

我通融而你還不想歸還

那些郵件載滿年底的艱難

還有你無休止拖延

你的欠款,拖到現(xiàn)在還沒轉(zhuǎn)

已經(jīng)是我年終獎(jiǎng)的阻攔

你的欠款,讓我年末很困難

欠的東西為什么不趕緊還

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轉(zhuǎn)眼間又到年底了,新一輪的辭舊迎新又要開始了。不知道各位外貿(mào)人2020年的那些“舊賬”算清了嗎?

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催了又催的款項(xiàng)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(gè)催款技巧,順便附上幾篇催款函模板,讓你年底收錢不再難。

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。雖說有些過份,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)對債權(quán)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(jìn)門!收債人此時(shí)就得屈尊就下,用兵之計(jì),攻心為上,說盡人間好話暖語,賠上一個(gè)真誠的笑臉,對那“三種人”實(shí)施“情感投資”,精誠所至,為爭金所開。

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? 外貿(mào)催款要“韌”

清收欠款是一項(xiàng)長期艱苦的業(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,則會前功盡棄??匆娏艘唤z曙光,決不放過機(jī)會,同時(shí)要學(xué)會訴苦,不能同情對方,相反要讓對方同情。

? 外貿(mào)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。

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? 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(chǎn)品不滿,是資金緊張,還是故意,應(yīng)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。

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? 避免行為過激

不要做出過激的行為。催款時(shí)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(dāng)然。害怕催款引起客戶不快,或失去客戶,只會使客戶得寸進(jìn)尺,助長這種不良的習(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。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,特別是針對客戶“不供貨就不再付款”的威脅;否則只會越陷越深。

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? 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,雖說拿到一點(diǎn)總比一點(diǎn)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(jī)會的供應(yīng)商通常是與客戶保持長期良好業(yè)務(wù)關(guān)系和個(gè)人關(guān)系的企業(yè),因?yàn)檎l都不愿意跟朋友鬧翻臉。

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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?jiǎng)?chuàng)造理由(找借口)

① Would 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)

① I 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(qiáng)硬)

① We 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)

① We would greatly appreciate your prompt payment.

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

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

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


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