贴纸外贸付款怎么谈：T/T 订金、信用证 L/C 与付款节奏

付款方式是买卖双方的信任试金石。工厂怕做了收不到钱，买家怕付了拿不到货。把两种最常见的付款方式和各自的风险讲清，双方都好谈。

一、T/T 订金：最常用，但要分几笔

• 常见结构：30% 订金下单、70% 见提单副本或发货前付清 / Common structure: 30 percent deposit to start, 70 percent against the bill of lading copy or before shipment
• 为什么分笔：全款前付工厂没约束，全款后付买家没保障，三七开是平衡 / Why split: full prepayment leaves the factory unbound, full post-payment leaves the buyer unprotected — 30/70 is the balance
• 订金比例可谈：新客户三七，老客户翻单可谈到二八甚至见单付 / Deposit is negotiable: 30/70 for new buyers, reordering regulars can move to 20/80 or payment against documents

二、信用证 L/C：买家保障高，但工厂要会接

信用证是银行信用替代工厂信用，买家凭单证收款，货不对板或交期延误银行可能拒付。对买家是强保障，对工厂则要求单证零差错——提单、发票、箱单、产地证任何一项和信用证不符，银行就拒付。所以小单用 L/C 不划算，单证费和银行费摊下来比订单还贵。

三、两种方式的取舍

• T/T 适合：熟客、小单、交期紧的急单 / T/T fits: regular buyers, small orders, urgent jobs on tight lead time
• L/C 适合：新客大额、买家公司制度强制、跨境信任不足 / L/C fits: large first orders with new buyers, buyer company policy mandates it, or cross-border trust is low
• 折中：小额用 T/T，大额新客可谈部分 T/T + 部分见单付，降低双方风险 / Middle ground: small by T/T, large new buyers can split into part T/T and part against documents to lower both sides risk

四、新客户首单的付款节奏

• 先收订金再开模：模具费和首笔材料靠订金覆盖，工厂风险可控 / Take deposit before tooling: tooling fee and first material are covered by the deposit, keeping factory risk contained
• 发货前收尾款或见提单副本：货权在买家付清前仍在工厂 / Collect balance before shipment or against B/L copy: goods title stays with the factory until paid
• 用第三方托管要谨慎：平台托管虽保障买家，但工厂回款周期被拉长 / Use escrow with care: platform escrow protects the buyer but lengthens the factory collection cycle
• 老客户翻单可放宽：信任建立后谈更友好的节奏 / Loosen for reorders: once trust is built, negotiate a friendlier cadence

亿康的付款政策

• 常规 T/T：30% 订金下单，70% 发货前或见提单副本付清 / Standard T/T: 30 percent deposit to start, 70 percent before shipment or against B/L copy
• 大额新客：可谈部分 T/T + 部分信用证，单证由我方按条款制作 / Large new buyers: part T/T plus part L/C negotiable, documents prepared by us to the terms
• 老客户翻单：凭合作记录可放宽到二八或见单付 / Reordering regulars: based on the track record, can relax to 20/80 or payment against documents
• 支持人民币与美元结算，发票与产地证按目标市场要求出具 / RMB and USD settlement supported, invoices and certificates of origin issued to target market requirements