付款方式安全最重要

千辛万苦终于是开发到一个新的客户是一件多么美好的事情，但是很多时候问题总是层出不穷的。对于付款方式这个问题阿连在以往都有跟大家分享心得。不过不得不说的是，付款方式的安全主要是指你自己公司的收汇安全。对于这样的案例，阿连想从几个角度分析：

Getting a new customers with hardships is wonderful, but a lot of questions appear endlessly. I have shared my tips about payment terms before. But I have to say, the safety of payment terms mostly means the collection safety to your company. For this case, I want to analyze from several aspects:

1

客户信用度问题

Customers’ credit 

一般情况我们都会在网上查查即将合作的客户，查一查它的资信状况，了解基本的情况。但是，不是阿连太悲观，事实就是你了解到的就是一些很基本的情况，甚至有时候可能是一些表象。一家企业的信用不是单凭网上那一点点资料就可以调查清楚的，当然你可以通过别的途径去了解，但是，大家想想，即便是做内销的，我们在同一个国家，同种政治经济环境下都很难清楚了解到一些企业的真实信用状况，更何况我们是做外贸的，网络再发达我们也是相距“山高水远”的，对客户的资信更加不会达到十足的把握；

In general, we will search for the credit standing online of the customer who you are going to cooperate, to know the basic situation. I am not too pessimistic, but the fact is you can only know basic situation and sometimes, even its surface. The overall credit of a company is hard to be found just from internet though you can get it through another way. But even we sale in domestic, in one country with the same policy, it is difficult for us to get to know the real credit standing of some companies, not to mention our foreign trade. We are far away from them, so no matter how developed internet it is, we cannot absolutely master their credit;

2

收汇风险

Collection risk

我们一般会认为，只要了解客户的信用度就可以做出相信客户或者不相信客户的决定。但是，即便是一个很大的企业，一个你曾经合作过无数次的客户，你又能用什么担保Ta在自己的资金链上没有问题呢？很多企业一夜之间破产难道是没有缘由的吗？如果您仅凭以往合作过的经验而选择高风险的收汇方式，没有人能保证你的经验和感觉是无误的。很多时候我们还是需要理性选择；况且在现在一个动荡的国际市场的大环境下，变数无法预测，我们不能把所有的安全感放在客户身上，那样留下给自己的往往就是风险了。

We generally believe that as long as the customer's credit is known, we can decide whether we can trust them. However, even a very big business, a customer that you have cooperated with countless times, how can you make sure that everything runs good about capital chain? Bankruptcy appears with reasons, doesn’t it? If you choose high risky collection method due to experience, the safety cannot be guaranteed. Most of the time we still need a rational choice; moreover, under such a volatile international market environment, variables can not be predicted, we cannot consider that nothing will go wrong, otherwise, you will take a risk. 

3

选择最适当安全的付款方式不等于不相信客户 

Choosing the most appropriate and safe payment terms doesn’t means you don’t trust him 

当客户要求使用一种对你来说是高风险的付款方式的时候，你因害怕得罪客户而不敢拒绝。开发一个新的客户不容易，这个阿连也是深有体会的，但是为了得到这个客户而冒险合作最终无法收回款项的高风险，这跟没有合作成功区别并不大。我们希望能有两全的办法。所以在收汇方式上可以尽量折衷，选择对双方都有利的，例如当客户像以上的案例一样要求用这样的方式的时候，你不妨与客户商量一下信用证如何，毕竟有银行作为保障，对双方都有利，即便开不了即期信用证也可以考虑L/C 30天等等，总比客户的“货到付款”要好些。当然，在你提出这些选择之前，一定要结合自己公司的实际情况作为考虑。

When being asked to use high-risky payment terms, you are afraid to offend customers so you don’t want to refuse the customers. I know it is hard to develop customers, but there is no difference between accepting risk and fail to collect payment and failing to cooperate. We hope to have a balanced approach. So we could choose collection which is beneficial to both sides. For example, a customer requires this way like the above case, you’d better ask him to open L/C because the bank can be a guarantee for both sides. Even though the L/C at sight is not available, you can consider L/C 30 days and so on which is much better than COD. Certainly, you should take the actual situation of your company into account when you propose the payment terms to your customer. 

不过事情都没有绝对，看客户的信用是必须的，但是还是要综合考虑各个方面的因素：客户本身，市场的状况，国际大环境，自己的公司等等！

Things are not absolute, to check the customers' credit is necessary, but all factors should be taken into account: the customer himself, the market situation, the international environment, your own companies, etc.!