Why don't you send free samples? I still have orders.

Foreign trade negotiations resemble a tug‑of‑war: when one side advances, the other retreats; when one retreats, the other advances. The question “Should we charge for samples?” is enough to turn any salesperson into a philosopher: stick to your bottom line and insist on fees, or take the high road and offer concessions?
 
Although samples cost only a few dozen dollars, they touch on critical issues such as order conversion and client qualification. How can a salesperson strike the right balance to maximize order rates?


 
I. Charge or Not? Four Guiding Principles
 
Principle 1: Order Value Determines Leverage
You wouldn’t evaluate a \$1 item the same way you would a \$1,000 item. For low‑value products, waiving the sample fee creates a positive impression, but it’s wise to at least ask the customer to cover shipping—as an “entrance ticket” that helps screen out unserious inquiries without souring the relationship.
 
For high‑value or custom items, charging both sample and freight fees is reasonable—after all, “things given free are seldom valued.” Of course, fee collection should be strategic: offer to waive or discount it against a future order, using phrasing like “refundable upon order placement” to reduce pushback.
 
Principle 2: Tailor to the Customer
Whether to charge a sample fee also depends on who the customer is. Conduct background checks to assess customer quality. Common tools include:
 
Customs data: Review past import/export records and trade frequency. Customers with a stable, high‑volume purchasing history may merit free samples.
 
Company website & Wayback Machine: Be wary of sites with newly registered domains or disorganized content.
 
LinkedIn: Learn about company size, structure, and key decision‑makers.
 
Facebook & social platforms: Gauge company activity and customer interests to inform later follow‑up.
 
Principle 3: Let the Market Judge
If competitors are all offering free samples, insisting on fees may leave you out of the game. But if your product has technical barriers, proprietary formulations, or patent protection, you can confidently price your samples and emphasize value: "Our uniqueness is worth every penny you pay."

Principle 4: Always Leave a Way Out

It’s not simply a binary choice of charging or not—it’s about conditional concessions. For example: “To support formal clients, we’ll refund the sample fee once your first order reaches MOQ (excluding freight).”
 
Such phrasing shows goodwill while setting a clear order target. Genuine buyers are often receptive to “conditional incentives.”
 
II. Practical Script Templates
 
Use different approaches for different client scenarios:
 
1. Supportive Tone
 
"Honestly, we want to support your project ASAP. According to our policy, we need to collect a sample fee to ensure serious cooperation from both sides. But don’t worry—we’ll refund it immediately once your order is confirmed!"
 
This expresses sincerity while establishing clear rules—firm yet fair.
 
2. Value‑Emphasis
 
“Perhaps you’re comparing multiple suppliers now? That’s totally understandable. However, our samples have passed 27 quality certifications, which could save you three months of testing time.”
 
Guide the client to focus on “value” over “price.”
 
3. Information‑Gathering Probe
 
"We fully respect your procurement process! Let me check with our director for special approval. Could you share more project details? This will help us secure higher‑level support."
 
Ideal for the initial stage when you’re still evaluating the client’s strength—exchange concessions for information.
 
"Never say ‘free sample’ first. Let the client mention it." Leading with “free” forfeits your negotiating leverage. Make the client feel that samples are something to be earned, not a given.
 
Samples are not only a tool for clients to assess quality but also a touchstone for us to gauge client quality. The core logic in business is simple: make the right customers feel it’s worth it, and make the wrong customers feel it’s too expensive.