付款方式是貿(mào)易往來的一個(gè)組成部分，外貿(mào)們對(duì)于每一種付款方式都要有一定得了解。有的付款方式不被客戶接受，甚至因與客戶談不來付款方式，而導(dǎo)致訂單損失。蘇維博欣小編記得看過一位老兄，因老板不愿意接受L/C，而讓他損失好幾單。當(dāng)然，排除老板不接受的合理的付款方式外，說服客戶接受我們的付款方式還是可以嘗試很多方法的。
當(dāng)然，如何讓客戶接受我們的付款方式，估計(jì)小伙伴們也看過一些技巧，這里我們不多說了，我們今日主要分享幾個(gè)外貿(mào)達(dá)人Arne實(shí)戰(zhàn)例子，小編相信這才是最直觀的技巧，哈哈！
實(shí)戰(zhàn)例子
1
TO： jack
CC：
Subject： Re: 9Re: Color screen tuner for guitar, bass, violin, ukulele andchromatic.
Hello Jack
Please ship the tuners if you can . I will make payment imedially after recieving and checking nothings broken , . Bank-tranfer usually takes 4-5 days so after a week you′ll recieve payment . . I hope you don′t mind but thats the way I deal with Fender, Gibson , Yamaha, Roland etc.etc. distributers
(客戶度假回來，想讓Arne先發(fā)貨，驗(yàn)貨無不良之后再行付款。)
best regards
Arne
2
Dear Arne,
Tks for your email.
But could you make payment in advance, then we ship cargo to you?
I do trust you, but this way is our company policy.
We are honest business people, we will certainly ship cargo to our clients if they make payment, and we attend Frankfurt Musikmesse, NAMM show, Music China every year.
And if there are defects, we will send new to you.
回復(fù)我司的立場(chǎng)及態(tài)度，并給出我們的承諾。
3
Hello Jack
I′m sorry, but I prefer to recieve any product before payment , It has often spared me at lot of trouble ... and thats my compagny policy.
If you′re not comfortable with that , I do understand , but then you must look for another distributer in Denmark .
... by the way, it must be in the middle of the night by you right now .... dont you sleep in China :-)
Arne
（客人回復(fù)，還是要先收到貨驗(yàn)完無不良之后再行付款，還跟Arne說，my company policy，明顯一看就知道他在扯皮，客人還表示，不接受他的付款方式的話就要我從新再找合作伙伴。特別是最后一句：... by the way, it must be in the middle of the night by you right now .... dont you sleep in China :-) 可以看出Arne和這客人前期的溝通還是有些成效的，至少建立的基本的關(guān)系。
因此接下來的一封郵件的回復(fù)就特別重要。
4
Dear Arne,
Yes, it was the middle of the night, so I went to sleep. That is why I reply your this email now.
There is not doubt that some Chinese cheat overseas client. But we are honest business company. And pls have a look at our 2011 Fanrkfurt booth. 客人上文說到，It has often spared me at lot of trouble，
（因此Arne就順著客戶的話講，然后來一個(gè)轉(zhuǎn)折，并附上他們司的2011年法蘭克福展的相關(guān)相片，以便給到客戶信心。）
We do hope to establish business relationship with you, as we wanna to open the Denmark market with you. As the order are color screen LCD tuner, it is our newest products, and we are the first or second factory in this innovation, if the marketing goes well, I think you and us can make a lots of benefit.
（另外，要突出合作對(duì)雙方的好處。你要知道你們產(chǎn)品的長處，現(xiàn)在行業(yè)的動(dòng)態(tài)，給到客人信心。）
Does all of this convince you that we are honest business company?
（最后來個(gè)問題，因?yàn)锳rne上面的兩點(diǎn)可能這些還不夠，客人還需要他們其他的一些信息，以證明他們的誠意。）
Music China Ivitation
We warmly invite you to have a visit to us in the coming Music China at Shanghai New International Expo Centre (SNIEC) if you goes there, and our Booth No is E3G11 .
（最后來個(gè)展會(huì)邀請(qǐng)！因?yàn)锳rne他們行業(yè)的展會(huì)在舉辦方的網(wǎng)站上是可以查到參展商的信息的。）
Best Regards,
Jack Yuan
5
接下來的時(shí)候，不要急于催問客人，收到郵件沒有，原因在于此時(shí)客人需要時(shí)間去考慮，去衡量。
Hello Jack
Payment transferred . looking foreward to recieve the tuners .
best regards OK，（大功告成）
Arne
在付款方式這方面，客戶不能接受，我們也要理解客戶，由于有一些不負(fù)責(zé)的供應(yīng)商，國外客戶被坑也是難免的， 一朝怕蛇咬，真是十年怕井繩啊。因此國外客戶越來越謹(jǐn)慎小心，會(huì)選擇對(duì)于買方更安全的方式來結(jié)算。
比如，Arne的這位客人提出的貨到后驗(yàn)貨無不良再付款，30%的訂金余款見提單COPY付款，用客人指定的貨代等等方式。而老板總是選擇偏向賣方的付款方式，因此這中間就有著對(duì)立。要說服客人接受我們的付款方式，與其說服還不如說使客人信服。以下方面就特別重要：
1: 公司網(wǎng)站。
2：業(yè)務(wù)員的綜合素質(zhì)及專業(yè)程度。
3：要學(xué)會(huì)引導(dǎo)客人。
4：服務(wù)。
所以，一個(gè)優(yōu)秀的外貿(mào)業(yè)務(wù)不單單是能看得懂英語，能懂外貿(mào)術(shù)語，會(huì)整個(gè)操作流程，更重要的是能知道產(chǎn)品的工藝，能知道整個(gè)生產(chǎn)流程，能站在客人的立場(chǎng)上解決問題，能為客人提供專業(yè)化的建議，能為客人避免潛在的損失，能有廣闊的眼界和敏捷的思維?？傊?，就是你能否給到你的客戶以信心！
不管你從何處找到的客戶，不管你銷售何種產(chǎn)品，技巧與思維都是互通的，堅(jiān)持了，把他們學(xué)以致用了，你總會(huì)有發(fā)光的時(shí)候。無論你是技術(shù)小白，還是電腦盲，在這里你都可以讓你的外貿(mào)技能得以實(shí)踐.
此文章來自微信公眾平臺(tái)外貿(mào)營銷
