大家好，我是嘉利。
我以前也以为，催款要温和、要体谅、要怕把客户得罪了。
后来我发现：真正长期拖款的客户，从来不是因为你不够客气。
他们只是在判断一件事—— 你，到底有没有底线？
从我不再一味“好说话”开始，尾款反而回得更快了。
不是靠吼人，而是靠清晰、递进、可升级的催款节奏。
催款不是讨债，而是专业沟通
真正有效的催款，只有四个原则：
有理 · 有据 · 有节 · 有备
理由要站得住
证据要说得清
节奏要往前推
随时准备升级
我按下面这4个阶段来，不多一步，也不少一步。
第一阶段：先假设客户只是“忘了”
时间点：到期日 / 逾期 1–7 天
态度：友好、专业、不施压
这一阶段，我只做一件事：让客户知道，我在跟进这笔钱。
不指责、不情绪化，但信息一定要清晰。英文邮件模板（温和提醒）
Subject: Friendly Reminder: Invoice #[Invoice No.] Due for Payment
Dear [Client Name],
Hope you are doing well.
This is a kind reminder that the payment of USD [Amount] for order/project [Order No.] is due on [Due Date].
For your convenience, our bank details are attached again. Please let us know once the payment is made so we can promptly arrange the next steps (e.g. shipment, document release).
Should you have any questions regarding the invoice, please feel free to contact us.
Best regards,
[Your Name]
第二阶段：开始让客户意识到“拖款有影响”
时间点：逾期 7–14 天
态度：关切，但不再只是提醒
到这一步，我一定会点明一句话：这笔款项的延迟，已经对我们造成实际影响。不谈情绪，只谈事实。
英文邮件模板（正式催询）
Subject: Follow-up: Urgent Payment for Order [Order No.] (Overdue)
Dear [Client Name],
Following up on our previous email regarding the overdue payment of USD [Amount], which was due on [Due Date].
We understand unforeseen situations may arise. However, as the goods have been ready / the project has been completed, the delayed payment is now causing us logistical and financial constraints, such as holding warehouse space and affecting our cash flow for new projects.
Could you please advise on the current payment status or provide an expected payment date?
We value our cooperation and look forward to your prompt reply.
Sincerely,
[Your Name]
第三阶段：不再模糊，直接亮底线
时间点：逾期 14–30 天
态度：正式、克制、只谈规则
从这里开始，我不再用“希望”“理解”“请帮忙”这些词。
我只做三件事：
1️⃣ 明确逾期事实
2️⃣ 引用合同条款
3️⃣ 告诉他——拖，是要付代价的
英文邮件模板（严肃警告）
Subject: Final Notice: Outstanding Payment & Potential Penalties for Order [Order No.]
Dear [Client Name],
This matter has now become urgent.
Despite our previous reminders, the payment of USD [Amount] for order [Order No.] remains outstanding for over [X] days.
As stipulated in our agreement, delayed payment will result in the following charges:
Late payment interest of X% of the overdue amount, charged every [cycle]
Storage fee of USD [Amount] per week/month, effective from [Start Date]
To avoid these additional costs, we must receive the full payment by [Final Deadline].
Please treat this as a formal notice. We sincerely hope to receive your payment confirmation soon.
Regards,
[Your Name]
[Title]
第四阶段：不谈感情，只谈后果
时间点：逾期 30 天以上
态度：简短、冷静、终局处理
这一步，其实不是为了吓人，而是为法律和催收行动做准备。(可以内附一份带公司公章的中英文函)
邮件不需要解释，只保留三点：欠款事实 · 最终期限 · 下一步行动。
英文邮件模板（最后通牒）
Subject: Immediate Action Required: Final Demand for Payment of Invoice #[Invoice No.]
Dear [Client Name],
This letter serves as a final formal demand for the payment of USD [Amount] for order [Order No.], now overdue by [X] days.
If full payment is not received by [Final Deadline – usually 3–5 working days], we will proceed with the following actions without further notice:
Add all accrued penalty and storage fees to the outstanding balance
Transfer the case to our legal department / a third-party collection agency
Please note that all legal and collection costs will be borne by your company.
This is your final opportunity to resolve this matter before formal proceedings begin.
Sincerely,
[Your Name]
[Title]
[Company Name]
经历这种一直拖延尾款的客户后，我才真正想明白几件事
催款不是把客户逼走
守信用的客户，反而会尊重你的专业。一味客气，才是不专业
没时间点、没后果，等于默认被拖。催款，其实是在筛选客户
能配合付款的，才值得长期合作。
写在最后
我不再“客气”之后，客户反而开始打款了。
因为我让他们清楚地知道：这不是一笔可以无限往后拖的钱。