How to gently urge customers to send money to friends mainly means that the rent at the end of the month and the salary of employees need to be settled.

First: self-confidence and good business mentality.

This stage really tests the psychological quality and patience of a salesman. First, let's calmly analyze some key points at this stage. Generally speaking, the customer confirmed the order, confirmed the sales confirmation, and even promised to pay us within a certain period in the mail. Generally speaking, our customers agree with our price advantage and trading conditions. Just because we don't know something, the customer has delayed the payment time, so you should have confidence. Remember not to scare yourself, for a salesman, the confidence to win the order is still very important. What I have always emphasized in foreign trade is mentality, especially at such a special moment. The correct attitude is that you should tell yourself that as long as I do my job perfectly, make proper efforts and communicate with customers sincerely and smoothly, what is mine is mine, and I will naturally accept the result of this order. With this mentality, you will go into battle lightly when dealing with such things.

Second: Patience, calmness, no hurry and no rashness.

The customer has confirmed the order and even promised to pay within a certain period of time, but the payment has been delayed indefinitely. There must be customers' own reasons, and only customers know the reasons. At this time, you must be patient and remember a core point, that is, don't be impatient and don't lose your mind. In fact, customers know your mood and your urgency. So you have to be patient, and the frequency of dunning should not be excessive. If it is too frequent, it will arouse customers' disgust, and even some customers will seize your urgency and in turn lower your price, so be sure to remember.

Third: dunning communication skills

In this case, many salespeople, especially those with heavy performance appraisal, will be anxious like ants on hot bricks, even dreaming at night, and even sending emails to remind them every day. According to my experience, there are generally two situations to send dunning emails to customers.

First: the customer will explain the reasons for the delay in payment.

In this case, in fact, you don't have to worry, because this situation is still favorable and the order is still under control. You have to believe and fully understand the reasons why customers delay placing orders. Focus on the analysis of customers' non-payment, because their work is not in place, if there is, quickly correct it.

Second: the customer didn't reply.

This situation is the most troublesome. The more anxious you are, the more emails you have, and the less customers will reply to you. In fact, according to my experience, in such a situation, you just need to calm down for a while and have a look. This is the most test of salesman's patience and psychological quality. You tell yourself that I have done everything I should. Man proposes, God disposes. As the article just said, don't be too impatient. The more impatient you are, the worse it will be. Sometimes, calming down for a while will have a sudden effect.

Analysis of the reasons why customers don't pay before trading.

According to Harris' experience, the customer promised to confirm the order, but the reason for not paying should be you.

1: The customer is the middleman, and the customer is waiting for his customer to pay him. This is also the biggest factor for customers to delay payment. If so, you really have no choice but to wait patiently. If the customer finally abandons the order, you should also accept it rationally, because the customer has no real decision on this order.

2. There is a problem with the customer's lack of funds. This situation is also very common in actual trade, especially in the current poor economic environment, because of the problem of capital turnover, customers can not pay you the advance payment in a short time. If this is the case, you should be patient and sincerely understand your customers. Especially in this period, you can give customers some encouragement and comfort like a friend, give them confidence and tell them that we believe in the success of cooperation. According to my experience, such customers should eventually place an order for you.

3. The exchange rate of the US dollar. This situation is more common in large orders. Customers are looking for the most favorable opportunity to pay the exchange rate and strive for their own interests to the greatest extent. In this case, generally speaking, it is good to wait patiently and communicate constantly.

3. Customers find more attractive suppliers, which is the last and most tragic result among all the results. Some customers, especially new customers, are constantly looking for suppliers to compare in order to obtain the greatest benefits. Maybe he found a more attractive supplier after confirming the order, which is the most troublesome situation. If you really encounter such a situation, I suggest you communicate with your business manager and boss immediately, objectively analyze your price and trading terms, especially the price advantage, carefully analyze the customer value, and follow up with customers in all directions. This period will not collapse, and your frequency can be higher, including email, especially telephone communication. When communicating, we should grasp the core, such as price advantage, and even the whole team can participate together. The only reason to win in this situation is your real and obvious core advantage in the industry. It is what we often say, fight for strength.

4. The customer goes on vacation or temporarily loses contact.

There will be many such situations in actual trade. Generally, there are many such customers in Europe and America, and the order volume is not large, so customers don't care much and don't pay for travel. Don't worry about such a customer, he should pay when he comes back from vacation.

Put pressure on customers through effective dunning methods.

As Harris said just now, if the customer confirms the sales confirmation and promises to pay, in fact, our price and trading terms are competitive in nature. In most cases, your attraction is still there. Moderate pressure on customers can actually promote the payment efficiency of customers.

1: Tell the customer that the factory production is tight.

You can tell the customer in the mail that if you don't pay, there will be problems with your order production arrangement. Because our factory has a full production schedule, we will arrange orders from other customers for production. Hehe, this is Harris's most commonly used dunning method, and the effect is still good.

Tell the customer that our price is effective.

You told the customer in your email that after a certain period of time, the contract price will rise because of the adjustment of the company's price policy. According to my experience, this reason is very effective for customers who want to place an order.

3. Show weakness to customers

This is made by a female colleague of ours, and it is actually effective. Once she shared with us a customer's dunning case, and the customer kept refusing to pay, so she repeatedly emphasized her efforts for this order, such as how she worked hard with the company and factory to win this price, how to help the customer strive for benefits responsibly and so on. As long as the communication is proper, the effect is actually good, which is more in line with the girl's dunning.

Expression of dunning words

Harris's advice to dunning emails is that the words should be clear and focused, but the tone should be sincere and considerate. It is best to talk about friendship with customers and be polite. Don't show in the email that the customer doesn't pay maliciously. After all, the core of doing business is to be a man, don't annoy customers and hurt your feelings. Even if the business fails in the end, it is not human nature for China people to talk about business. Well, today, I briefly talked with you about the analysis of reminder skills before ordering. In the next article, I will share with you the happy reminder after ordering!