<h3>01、出货规格、日期与合同规定不符造成收汇风险</h3>出口方未按合同或信用证规定交货。1：生产厂误工，造成晚交货；2：:用类似规格的产品代替合同规定的产品；3：成交价格低，以次充好。<h3>02、单证质量差造成收汇风险</h3>虽然规定了以信用证方式结汇，并且按时保质出货，但出货之后，交议付行的单据没有做到单单相符、单证相符，使信用证推动了应有的保护作用。这时即便买方同意付款，却白白支付了昂贵的国际通讯费用和不符点扣款，且收汇时间大大推迟，尤其对数额较小的合同，七扣八折下来会出现亏损。<h3>03、信用证规定的陷阱条款所造成的风险</h3>某些信用证规定，客检合格证是议付的主要单据之一。买方会抓住卖方急于出货的心理，故意挑剔，但同时提出种种付款的可能，诱使企业出货。一旦放货给了买方，买方极可能故意验货不符，拖延付款，甚至钱、货两空。信用证规定运输单据出具后7个工作日内在国外到期等等。这类条款议付行及受益人都无法保证做到，必须认真审证。一旦出现陷井条款，应及时通知修改，千万勿贪一时省事，给日后埋下风险隐患。<h3>04、没有一套完整的业务管理制度</h3>出口工作涉及方方面面，且两头在外，易出现问题。如果企业没有完整的业务管理办法，一旦出现官司，会造成有理打不赢的局面，尤其对那些只注重电话联系的企业。其次，由于每年企业的客源在扩大，为了企业在贸易中有的放矢，必然要对每一个客户建立业务档案，包括资信度、贸易量等等，逐年进行筛选，降低业务风险。<h3>05、与代理制相悖操作造成的风险</h3>对出口业务来讲，代理制的真正做法是代理方不向委托方垫付资金，盈亏由委托方承担，代理方仅收取一定的代理费用。而现在实际业务操作中，不是这样。其原因一是自己本身客户少，收汇能力差，又要力争完成指标；二是想多盈利，嫌代理费少。<h3>06、使用D/P、D/A远期付款方式或寄售方式造成风险</h3>延期付款方式是一种远期商业付款方式，如出口方接受了这种方式就等于给进口商融资优惠。虽然开证人自愿支付延期的利息，表面上仅需出口商垫款、放款，实质上是客户等待货物到港后查验到货的数量。如市场变化销路不畅，进口商可申请银行拒付。有些公司放货给国外做生意的同学、朋友。以为是关系客户，不存在收不了汇的问题。一旦出现市场销售不畅，或客户问题，不但钱收不回，货也可能收不回。

01出货规格、日期与合同规定不符造成收汇风险出口方未按合同或信用证规定交货。1：生产厂误工，造成晚交货；2：:用类似规格的产品代替合同规定的产品；3：成交价格低，以次充好。02单证质量差造成收汇风险虽然规定了以信用证方式结汇，并且按时保质出货，但出货之后，交议付行的单据没有做到单单相符、单证相符，使信用证推动了应有的保护作用。这时即便买方同意付款，却白白支付了昂贵的国际通讯费用和不符点扣款，且收汇

01出货规格、日期与合同规定不符造成收汇风险出口方未按合同或信用证规定交货。1：生产厂误工，造成晚交货；2：:用类似规格的产品代替合同规定的产品；3：成交价格低，以次充好。02单证质量差造成收汇风险虽

出口业务6大风险越早知道越好！-跨境知道

出口业务6大风险越早知道越好！

01多次改变主意，对已经确认的合同进行修改Dear John Smith,Thanks for sending through the new requirements / amendments on the project – we’re definitely happy to amend the current contract to reflect these changes. I’ve outlined the changes you&amp;#x27;ve proposed below:[List changes]Just to let you know, these new amendments actually require us to draw up a new contract, which will take us a few days to finalise. The price will also change. Since this is the fifth contract we&amp;#x27;ve drawn up for this project, we ask that you please make sure you’re satisfied with the new scope and requirements for this project before I create another contract.We would hate for your project to run behind schedule because it was caught up in the contract stage! Let me know if you’re happy with these new requirements, and if you’re happy for me to proceed with the contract.Thank you!Best regards,Lily Lee02劝说客户增加数量Dear John,Thanks for the new order.The quantity you listed in the PO will be loaded by one 20 feet container, is it possible for you to increase the quantity to be one 40 feet container?The prices we quoted for you are based on the quantity of at least one 40 feet container. For the quantity of one 20 feet container, the unit inland logistic cost will be higher, and the unit shipping cost will increase as well, comparing with the quantity 40 feet container.Please consider and let me know your thoughts.Sincerely,Lily03临近春节提醒客户下单备货Dear John,Good morning.Based on our years&amp;#x27; experience, China government will restrict factory production from November to next March, due to the strict environmental protection policy here in China. Meanwhile, the Traditional Chinese New Year will be started in February, all the factories in China will stop production for 15-30 days, which means most of the factories are unable to make normal production for almost two months during this period. That will result in a sharp rise in raw material prices and the short of stock.In order to keep the lower price and shorter delivery time for our regular customers, we are going to stock some raw materials and produce some regular models in our stock before November. Could you please let me know your purchase plan for the second semester of 2020 for our reference? These information will be quite helpful for us to schedule the production.Waiting for your kind reply.Best regards,Lily04客户增加了新的要求，需要提高产品价格Dear John Smith,Thanks for sending through the new requirements / amendments on the project, we&amp;#x27;re definitely happy to make these amendments in addition to the brochure design.But please note that this additional amendments work is not covered by our original quotation, and the price will be a little bit higher with this new requirements. The revised quote is attached, please take a view of it.Please let me know if this is acceptable for you, and then we can proceed.Best regards,Lily Lee05客户多次逾期付款Dear John Smith,On 5 July I sent you an invoice for the orders rendered. The invoice number was INV-2020 and the total amount was $28,650.00.I am still yet to receive payment for these invoices, nor a reply to my previous email. According to the payment terms on our Sales Confirmation, a late payment penalty now applies, making the new total: $29,450.00.Please send payment ASAP, or contact us if you are having difficulties and we will happily work on a solution together. We&amp;#x27;ll contact you to follow up if we haven&amp;#x27;t received payment by 20 July.Your immediate response will be appreciated.Best regards,Lily Lee06无法提供客户要求的产品/订单数量太少Dear John Smith,Thank you for your inquiry regarding [Product name].Unfortunately, we are not able to provide the product you inquiried at this time. The product you requested doesn’t quite fit with the type of product we usually supply, and we don’t accept order quantity less than 100 units.Thank you for thinking of our company, and we wish you the best of luck with your endeavours!Best regards,Lily Lee07货物未在约定时间到达，给客户带来不少损失Dear John Smith,I am very sorry about the difficulty you encountered recently before receiving your last order from us. I understand that those products were required for urgent purposes.Despite our effort to deliver your order on time using DHL Express Delivery Service, it’s quite unfortunate that we didn’t meet up with the time allotted for the delivery of those products.We are very sorry for truncating your plans for these products, and we will do our best to ensure this never happens again. Already, we are discussing with other express courier services to ensure our customers get their orders in time.We promise to impress you when you make your next order. If you have any other question or need further assistance from me, please feel free to let me know at any time.Best regards,Lily Lee08未及时有效与客户沟通，导致客户的要求被忽略Dear John Smith,Please allow me to express my deepest regrets for the lack of proper communication with regards to your request. As I understood from you, no one from our team called you back to follow up with you.I am really sorry to hear that and apologize for the fact that you couldn&amp;#x27;t get your request fulfilled earlier.In response to this, I have alerted the concerned staff and gave clear instructions to address your request by tomorrow. I will be calling you tomorrow afternoon to make sure that you got what you wanted as you wanted.Please inform me if there is anything else I can do for you.Best regards,Lily Lee09订单已排期到几个月后，暂时无法接收新的定单Dear John Smith,Thanks for your new inquiry. This looks like a fantastic order and a great fit for our company.Unfortunately, we’re absolutely swamped with orders right now, and aren’t currently taking on any new orders. We want to be able to give 100% to all of our clients, and so, we’ll have to pass at this time.We anticipate coming up for air around October, so if you’re still looking for an supplier then, we&amp;#x27;d be happy to talk more about your requirements. Otherwise, we wish you good luck in your search, and trust you’ll find the suitable supplier for your project.Thank you for your support.Best regards,Lily Lee10由于延迟发货，给客户发邮件致歉Dear John Smith,We would like to express our deepest regret for the delay in shipping your order. The delay has been caused by factors not under our control; however, we take full responsibility for the delay. This incident has been noted and the necessary measures have been taken so that such incidents will not occur in the future.We value your business and we would like to retain you as a customer. Please accept our apologies. Thank you for your understanding in this unfortunate matter.Best regards,Lily Lee11由于业务人员的疏忽给客户带来了不必要的麻烦Dear John Smith,I would like to express my deepest regrets for the intentional mistake that you recently encountered. It’s not our habit to make such errors, but nothing is perfect after all. We acknowledge that the error is from our side and kindly ask you accept our apology.As per our policies, you are entitled for a [refund, replacement, etc…]. I hope this resolution will compensate for the lost time and effort. We are doing everything we can to avoid such unfortunate situations. We are continuously learning from our mistakes to provide the best level of service to our clients.If there is anything else that I can do for you in this matter, please inform me. We are always interested in listening to our clients and knowing their opinions. I am confident that your next feedback will be a positive one. We value your business and wish to have you in our long list of satisfied clients.Thank you very much.Best regards,Lily Lee12随订单赠送一些礼品及样品给客户Dear John Smith,Thank you for your order of three containers of [Product name]. Your goods will be ready in 15 working days and will be shipped in 20 working days from now.Before then, we would like to know if you want us to include our souvenirs for your customers as well as sample products from other units. You may choose the sample products you will like to receive from the catalog we sent earlier.Our sample products [Product name] is made to offer best results at very low cost. We are sure your customers will be very happy with this product.Thanks again for your order. We look forward to receiving your firm instruction to include our souvenirs and other sample products.Best regards,Lily Lee13由于未规划好，导致无法在春节前将货物装船发走Dear John,How are you?We have tried our best to finish your order at an earlier time, and planned to ship it before the Chinese New year holiday.But unfortunately our plan has failed because of the inland transportation problem. The Chinese new year holiday is coming this week, this is the most important holiday here in China, all the truck drivers from the port have been off from work since last week, we have tried every means to find one truck to load the goods in our factory since the early of last week, but all failed.Right now I am afriad we have to load the goods and make the delivery at the beginning of Feburary when all the working staff get back from the holiday, we feel really sorry for this situation, and hope could get your understanding on this.Sincerely,Lily上述模板仅供参考，具体应用在自己的工作中，还应该根据实际情况做对应调整，终极目的是帮助自己建立工作流程标准化作业。在这个前期制定过程中，需要花费较多的时间和精力，因为你需要不断的优化打磨。但是一旦你制定完善后，你就可以固化流程，后期不仅可以提高你的工作质量，还能规避犯错风险。

01多次改变主意，对已经确认的合同进行修改Dear John Smith,Thanks for sending through the new requirements / amendments on the project – we’re definitely happy to amend the current contract to reflect these changes. I’ve o

01多次改变主意，对已经确认的合同进行修改Dear John Smith,Thanks for sending through the new requirements / amendments on

13个外贸业务员常用邮件模板-订单沟通-跨境知道

13个外贸业务员常用邮件模板-订单沟通

“先来说生产周期”这里的生产周期定为下单后，从 产前样 (pre-production samples) 开始到 CRD ( 货物出运 Cargo Ready Date) 
的时间段。根据订单的不同性质，分为：头次买(1st Time Buy) 或者返单(Replenished)。供应商出口订单(Direct Import) 或 供应商国内订单(Domestic)不同供应商的产能不同，因此如果不做数据处理就会非常混乱。简单表格统计之后，几家供应商的生产周期大致如下图：<img src="http://ikjzd.oss-cn-beijing.aliyuncs.com/uploads/ueditor/php/upload/image/20200604/1591261929121401.png" alt="3445.png"/><img alt="" src/>注：供应商出口订单一般要涉及到第三方测试和验货，而通常供应商国内订单要求相对简化，因此DI订单的生产周期会比Domestic订单的生产周期长一些不难理解，以上是一个简单的各供应商的生产周期的图示表格。“再来看下单规律”讲下单规律之前，为了方便理解和消化，将订单项目划分为两种：Promotion Order（促销单，一次性下单）Inline Order（会有翻单的长期订单项目，为期至少一年）促销单显然把头次买(1st Time Buy) 的流程走完基本就over了，而 Inline Order除了头次买，还会包含返单补货。正好今天收到国外总部的邮件，Spring 2019 Domestic 
(Inline)项目的所有订单全部确定下来了，那么小can就以2019的春季项目为例吧。一般春季项目的订单，都会在9月底之前全部下给供应商。为什么？这就要回到第一点，工厂的生产周期及相对固定的船期安排了。我们先顺着推，9月20日下单，按照 demostic 的1st Time Buy production timeline，(下单日期+生产周期) 
最快的出运时间是11月5日，最迟的出运时间就是11月29日。看起来还早啊，离2019年还有一个多月，其实不是的。货发之后，我们还要算货物在海上漂的时间，除去一些运输时间较短（20天左右）的东南亚、美国西部地区，货物去其它国家和地区的海运时间在40天左右，加上报关清关时间，整个海运时间就在55天左右。这样，货物到达客人仓库时间已经到了2019年的1月24号，最后客户还要根据零售商订单，从自家仓库分别送去不同的卖点，路上也会耗费一些时间，真正春季项目到门店开卖日期就是2月5日。如此类推，1st Time Buy的订单的下单时间根据项目（Spring 2019, Christmas Promotion, Fall 
2018等）的不同是有迹可循的。圣诞节的促销项目下单时间不会晚于5月底，Fall 2018的下单时间不会晚于4月底。我们现在根据不同项目的下单日期倒推，第三个业务跟踪要点就很自然而然的出现了。例如，主打圣诞节促销礼品，那么在每年的4月之前就必须推荐圣诞节促销新品，而且3-4月份这个阶段攻势强一些为妙。因为在这个阶段，Buyer和Sales讨论筹备并且确认的正是这一年的圣诞节促销项目。春季新品设计最好的推销月份为6-7月份，上半年的Buy 
Trip推销在2-3月份，下半年的Buy Trip推荐在7-8月份。以上是普通消费品的1st Time Buy下单规律以及业务跟踪点。“返单的下单规律”Replenished 
Order下单规律最主要影响到的是供应商的备料和排产，客户会根据供应商的翻单生产周期，自家的仓库库存情况以及销售预期来制定计划安排下单。针对相熟的老客户，业务可以询问季度或年度Order 
Forecast，以此为依据订购物料和安排生产。集中的物料采购可以降低采购物料的成本，及时的销售补足降低交期延误等额外损失，合理库存降低不必要的库存成本。由此可见，精准的预期及计划是非常有用的。不过，要提防客人不合理的Order Forecast，有时客人过度乐观造成的excess 
inventory有可能会无耻的要求你共同承担。至于工程类产品，我不是太熟悉，下面引用一个的例子：比如五星级酒店采购家具，这个酒店在刚开始立项的时候，就开始做预算、招标，各种产品的供应商都要参与投标，比如家具，建材，门窗，地板，洗浴产品，毛巾窗帘......等等，都选中之后，才开始真正的建酒店，一年半载酒店建好。在这个过程中依次的再次招标谈合同细节，等到酒店快建好，才开始陆续敲定家具一些物品的采购订单。这一个过程，来来回回会谈很多次，不停的折腾，不停的打样，甚至不停地修正完善方案；从第一次投标到最后真正签下来合同供货，中间基本上要经历1.5-2年。所以知道了这个节奏，你就该知道自己处于哪个阶段，该往哪发力。说白了，这是从时间点上来把握跟踪业务，Buyer跟Sales们每年根据既定的时间点项目来忙乎，看有心人是否能在节点上握住机会。买卖买卖，买是离不开卖的，买卖的最终目的是实现产品的价值，卖的职责是支持协助甚至引导买充分实现产品价值的最大化。

“先来说生产周期”这里的生产周期定为下单后，从产前样(pre-productionsamples)开始到CRD(货物出运CargoReadyDate)的时间段。根据订单的不同性质，分为：头次买(1stTimeBuy)或者返单(Replenished)。供应商出口订单(DirectImport)或供应商国内订单(Domestic)不同供应商的产能不同，因此如果不做数据处理就会非常混乱。简单表格统计之

外贸业务必须懂这些采购规律-跨境知道

外贸业务必须懂这些采购规律

做外贸的朋友，很多人都会抱怨一个问题，那就是为什么我们发的开发信效果这么差？一百封里面几十封的退信，剩下的就都是石沉大海的状态，开发信的回复率这么低，是因为什么呢？一、写开发信前调查工作你做了吗？为了提高回复率，很多外贸人甚至不惜花钱去购买开发信模板。从一个外贸老鸟的角度，想劝诫大家：高回复率的开发信是不可复制的，因为行业不同、市场不同、买家不同，买家的需求不同……，每一个因素的细微差别都会影响回复率，套模板的方法是最不可行的。写开发信之前，首要工作是调查客户背景，调查客户目的是为了更精准识别到客户的需求，从中挖掘出有价值的亮点，有针对性的去写开发信，后期可以更好地掌握谈判的主动权，方法可以从以下几个方面进行：①对客户的网站进行研究。了解他的公司实力、规模，看是怎么描述产品的，用的什么关键词；写开发信的时候可以借鉴他们的关键词，更容易引起他们的好感。②用海关数据研究他的采购习惯、采购周期频率、采购价格、采购数量等。③利用Google、Google地图搜索，了解他的网络活跃度、网上B2B询价记录、行业目录的自我简介、上下游客户、供应的主要客户群体等。④利用Whois 
网站域名信息查询，了解他们网站的域名注册时间（很多时候是公司成立的时间）、注册的地点。看看现在网站上的地址和当初注册地址是否不同，结合google地图看一下实景，了解客户公司是否在发展壮大。你对客户了解的越多，你写出的开发信就越有针对性，越能抓住客户的心。如果你面对的是个大客户，一定要这样多方面得去了解他。建议大家可以使用图灵搜谷歌地图去搜索采购商信息，地图上搜索的信息是百分百精准，通过关键词就能搜索到客户名称，网站，邮箱，社交账号信息，自动匹配海关数据查看进出口记录，不需要购买海关数据就能查看到采购商购交易情况。下载链接http://c7.gg/fNJER<img src="http://ikjzd.oss-cn-beijing.aliyuncs.com/uploads/ueditor/php/upload/image/20200610/1591771870209921.png" alt="3733.png"/>二、客户会打开你的开发信吗？在外贸开发信中，标题是客户第一眼能看到的内容，标题的好坏直接决定了客户的打开欲望。一个好的标题就是成功的一半。那么在外贸工作中，开发信标题应该怎么写，才能引人入胜呢？01.在标题中加上“Re:”一般我们在回复了别人的邮件之后，系统会自动在原来的邮件前面加上一个“Re:”，表示这是一封回复邮件。我们在标题中加上“Re:”，会让客户错以为这是一封回复自己的邮件，十有八九都会认真阅览邮件内容。不过，这是一个投机取巧的小方法，虽然能大大提高邮件的打开率，但却需要慎用。因为如果前期没有接触，你的开发信内容又不够吸引人的话，可能还会适得其反。<img src="http://ikjzd.oss-cn-beijing.aliyuncs.com/uploads/ueditor/php/upload/image/20200610/1591771879150447.png" alt="3734.png"/>02 在标题中采用反问句式使用反问句，不仅可以表达出我们强烈的感情色彩，同时也可以表达出我们对自己产品优势或者个人的自信。国外客户往往也会因为这种强烈的自信引发自身的好奇心，想一探究竟。如：Can you solve your problem at once? 这个标题就很适合有实体工厂的外贸厂家使用。因为，相对于外贸公司来说，外贸工厂对产品的整个生产流程更为清楚，在解答客户问题时也更有优势，他们可以更快速地为客户解决问题。所以，如果你是外贸工厂的业务员，不妨试试此类邮件标题来引起客户的注意，然后再通过自身的优势获得客户的信赖，从而赢得客户订单。03 在标题中加上“行业内重要认证”如果你公司的产品获得了行业内的重要认证，那么在写标题时大可以把相关认证加进标题。如机械行业就有欧盟CE认证、美国UL认证等，我们可以根据对目标客户的了解在标题中写上相关的行业认证信息。当然，这个也要具体问题具体分析。比如，在机械行业方面，欧美客户就比较看重认证证书，而中东和非洲就比较关注价格。我们可以根据对目标客户的了解提炼出有针对性的标题，以提高邮件打开率。其实以上几种开发信标题的拟定方法，在很多时候我们可以结合起来一起使用，且用的时候不要盲目的照抄照搬，要根据客户的需求，结合供应商自身的产品优势等，提炼出直击客户痛点的标题，如此才能真正获得买家的青睐，提高邮件回复率。三、如何写高回复率的开发信？我们写发开发信，大部分是针对的新客户，新客户第一次沟通的时候你最好选择全文本沟通，不要插连接和附件，这样很容易被邮箱识别为垃圾邮件放进垃圾箱，或者直接给你拒收了。所以，在选择发送开发信前要注意以下两点：01对方的邮箱是否真实有效首先我们在发送开发信时候应该验证一下对方的邮箱是否有效，一般情况下都能检测出来该邮箱的有效性，除非对方申请了域名保护，但是就算检测出来是有效的，也不能保证该邮箱是用户的常用邮箱。02顺利送达对方是否会打开你的邮件这个我相信大家都知道，邮件内容和标题决定了邮件的打开率。上面我们分享了几个开发信打开率比较高的标题和关键词。下面分享一下我们公司销售冠军的开发信模板，客户回复率达到了80%以上，可供大家参考：附：回复率极高的外贸开发信模板Hi Sir/Madam,I know that your company is good at the furniture industry in the US market 
and has been established for five years. (说明对客户的了解，这不是一篇烂掉街的群发信). Our new 
products in the attachment are very suitable for your SLD X HC28 series 
products.(重点指出了客户的重要系列产品，引起注意)In addition, we have our own professional designers to meet any of your 
requirements.(突出您的优势)If you have any questions, please call me and let us discuss in 
detail.(符合开发产品简洁的要求)Best blessing!Leon

做外贸的朋友，很多人都会抱怨一个问题，那就是为什么我们发的开发信效果这么差？一百封里面几十封的退信，剩下的就都是石沉大海的状态，开发信的回复率这么低，是因为什么呢？一、写开发信前调查工作你做了吗？为了提高回复率，很多外贸人甚至不惜花钱去购买开发信模板。从一个外贸老鸟的角度，想劝诫大家：高回复率的开发信是不可复制的，因为行业不同、市场不同、买家不同，买家的需求不同……，每一个因素的细微差别都会影响回