问题: 当客户欠我们的钱后不还怎么才能动客户?
我有个客户比较特殊,是马来西亚的,他们公司很小,没有多余的资金周转,加上当地
的订单都是工程类,需要赊账,所以我们通过中信保和他走的账期提单后 30 天付,后来有-个订单,我们这边遇到布控检查后被查了两个月才出来,就给他补了一批相同尺寸的板子,先发过去用这个查验,放出来之后直接发给他,让他卖出去后再给我们钱也没事。后面的订单一直做到 10单,到目前为止我们催了很多次,好不容易上个月打了一笔,目前还有 1万美金没有付清,他总说板子没有卖出去,而且查验的时候有一些板子比较破损,所以不好卖就没钱还,我想了很多种方法,比如和他说最近汇率好,让他想办法凑钱,哪怕跟银行借款先还清,我给他可观的折扣,还有和他说再不还走了出去了就不能中国采购,进人黑名单,还有和他说我们老板是股东大会,不是我们老板一个人能给他通融就可以,再不还股东大会就会想办法把钱要到和他说,先借一部分钱和我们继续买货,这次不算账先提单付款,这样也挣了钱,资金流动起来就可以越来越流通,就有能力付清尾款。还说老板要去马来西亚找他谈一谈,不过他说拒绝了,说他的公司很小,而且等到 10月7号,如果他这边还是还不上再上去找他也行,该想的办法都想了。这种情况怎么催他更合适,能把尾款尽快打过来?回复思路:这个时候跟进客户只能以道德话术来撬动客户内在的良知,因为这个时候我们没有主动仅,客户还不还钱主要是看客户想不想还,所以回复的主要方向是如何撬动客户最心底里面的道德与良知才有可能让客户回复。
回复话术
Dear Xxx,
Wish you have a nice day and everything goes well
Today my boss talked to me privately about your order, he sighed a lot about the business, he didbelieve only $10000 was not the main reason that made you prolong the balance, so we would love towrite this email to inquire if you had some other special reasons that we could offer you the help on itas we are business partner, we should trust and help each other so that we can grow up together andfurther.
- It is not easy to gain a business partner that could offer the terms to accept “Balance against 30 daysof B/L’.
- We would love to offer you the “Favor Policy”to help our business partner like you to grow bigger sothat we could have more market share in this business
- It is not easy to build up the trust, if we destroy this trust because of only some small amount, wethink only this $10000 doesn’t worth, right?
- I would love to support more to the business partner who can also have long-term business plan, I dothink your help to fulfill it would encourage us to help more customers who need this kind of “Favorpolicy”.
- I really don’t hope we have less and less courage to offer this kind of “Favor Policy” just because oubusiness partner who breaks the trust.
- If our trust to our business partner made ourselves so much worry and lost, we would prefer all ofthese to never happen.
- Last but not least: please try to return us more and more courage but not destroy it, thank you verymuch and this is very important.
Your reply and actions on this order would be highly appreciated
Best Regards,
Yours Xxx
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