国内外贸企业目前在国际舞台上的发展良好，不论是广交会，国际产销会等大型展会，还是网上订单数量都很多，不过也正是因为此种原因，近年来国内外贸企业数量急剧增加，让行业竞争难度增加，因此外贸企业想要在行业发展中立于不败之地，就必须要关注到留住客户，部分外贸企业在和用户接洽之后达成初步协议，而在合同签署时少数客户却会提出不预付订金问题，客户不付定金怎么办呢，这是一些外贸企业较为关心的话题。
应对客户不付订金问题，有诸多解决方式，而通过信函方式沟通，是外贸企业最常用的一种手段，为何不采用电话沟通呢，之所以不采用这种沟通方式是因为信函沟通方式能够让外贸企业提前进行语言组织，并且有足够时间修订，因此说服力更强。
例如：
Mr. Adrian
Your company has paid attention to our kitchen products in the exhibition before and talked about the preferential issues. Now we will describe the quotation and preferential measures of your products ordered before:
Stainless steel kitchen shelf is $12 for two floors, stainless steel kitchen shelf is $15 for three floors, stainless steel kitchen shelf is $17 for four floors, stainless steel cutting tools are $28 for each piece, perforated wall shelf is $8, plastic condiment box is $1.2, stainless steel condiment box is $6.2, microwave oven shelf is $17, plastic kitchen is $8 for each artifact. The stainless steel kitchen receives 12 dollars for artifacts, 9.5 dollars for drainage racks and 8 dollars for European condiment cans. Your order amount exceeds 500,000 yuan, giving 3% discount to the total price of the product and 6% discount to the total purchase price of more than 1 million yuan.
In your letter, I learned that your company is in the problem of working capital. I hope you will not pay a deposit in the course of this transaction. I am deeply impressed by your company's current situation. However, because our company is expanding the European market, product sales are increasing day by day, liquidity is invested in the production of products, so production will be questioned in the absence of a deposit. Therefore, if you can't pay the deposit, it's very difficult for us to enter into a business partnership with your company. This batch of products will be sold to European agents. Because of the hot sales, if you want to buy our products, you need to wait for December 25, and hope that there will still be opportunities to cooperate with your company.
艾德里安先生
贵公司此前在展销会上关注到我公司所生产的厨房用品，并谈到优惠问题，现将贵公司此前所订购的产品报价以及优惠举措做一叙述：
不锈钢厨房置物架2层每件12美元，不锈钢厨房置物架3层每件15美元，不锈钢厨房置物架4层每件17美元，不锈钢切削刀具每件28美元，打孔式壁挂置物架每件8美元，塑料调料盒每个1.2美元，不锈钢调料盒每个6.2美元，微波炉置物架每个17美元，塑料厨房收纳神器每个8美元，不锈钢厨房收纳神器每个12美元，厨具沥水置物架每个9.5美元，欧式调调料罐架每个8美元。贵公司订货额度超过五十万元，给于产品总价3%优惠，购物总价超过一百万元给于6%优惠。
在贵公司来函中了解到，贵公司处于周转资金问题，希望在此次交易过程中免交订金，对于贵公司目前状况我公司深有感触，不过，由于我公司目前正在拓展欧洲市场，产品销售额度与日俱曾，流动资金都投入到产品生产中，因此未收取订金状态下，生产将出现问题，因此如贵公司无法支付订金，本公司很难和贵公司达成商贸伙伴关系，本批次产品将销售给欧洲代理商，由于产品热销，贵公司如若希望购买本公司产品，需等待12月25日之后，希望此后依然有和贵公司合作机会。
首先该企业谈到了“Your order amount exceeds 500,000 yuan, giving 3% discount to the total price of the product and 6% discount to the total purchase price of more than 1 million yuan.”给出实质性优惠，让对方企业在此次交易过程中有机会获得更多收益。
此后该外贸企业提到了“In your letter, I learned that your company is in the problem of working capital. I hope you will not pay a deposit in the course of this transaction. I am deeply impressed by your company's current situation. However, because our company is expanding the European market, product sales are increasing day by day, liquidity is invested in the production of products, so production will be questioned in the absence of a deposit. Title”，明确阐明公司所生产的厨具产品并不愁销路，应对欧洲市场产品供不应求，这样的沟通方式无疑很聪明，明确告诉客户企业如果不支付订金就无法展开合作。最后该外贸公司在信函中重点强调“As the products are selling well, if you want to buy our products, you need to wait for December 25, and hope that there will still be opportunities to cooperate with your company.”告知对方如果错过这次合作机会，此后该公司想要购买产品需要等待数天之后。
如上案例信函中既给出了优惠，又给出了警示，该信函完美解决了客户不付定金怎么办这一问题，外贸往来中商贸企业不能一味规避，例如订金就是不可规避的问题，在遇到这样的问题时外贸企业就一定要强势，这是保证外贸企业的基础所在。
