对于外贸业务员来说，最怕的就是客户一直不付款，又不知道该怎么催促，今天就来讲讲针对不同的情况时，要采取什么样的催款策略。

催款可分几种情况

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.

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