Before sending samples, you must understand clearly

2023-04-21|99 views|Development skills

Sending samples is an unavoidable topic in foreign trade work. Many customers will ask the salesperson to send free samples during the negotiation process. At this time, many salesmen will struggle to send or not to send, what kind of customers can send it, and what kind of customers should not send it. In this issue, we will take a look at these two topics.

Whether to send samples or not mainly depends on the previous communication and subsequent research:
The early communication is mainly reflected in the chat with customers. For example: The customers who directly want to send samples or show great interest in your products when they come up, or express that they will place a large order, but when you asked about specific requirements, they are not clear. There are many customers of this type, which probability is deceiving. For customers who have chosen a lot of styles, but when we ask about the product details, the answer is ambiguous, and what they want is very urgent, we must be cautious; For customers who already have a certain basis for email communication, have a certain understanding of the product, and have clear requirements for style, quantity, and material, we can conduct the next stage of investigation.
When the previous communication is relatively smooth, the next step is to conduct a customer background check. For background checks, you can use customs data to view past transaction records to judge the authenticity of customers. You can also directly ask the customer "Can you please advise your company information for our file? Can you please send me your contact information? Do you have a website?" If the customer is unwilling to give information, it means his purchase intention not big.
For customers who have given information, we need to identify the attributes of customers from the information given by customers, whether they are agents, distributors or end customers.
In addition, you can test customers by charging sample fees. If the value of your product is low, you can provide samples for free at this time, but the freight needs to be borne by the customer. When customers ask us to send samples, you can ask: "Do you have DHL / Fedex account No.?" If the customer says no, you can say "OK, I will check the courier charge and update accordingly."

If the value of your product is high, you can inform the customer that the sample fee can be refunded when the order reaches a certain amount.
If customers require customized samples, such products will involve start-up fees, plate-making fees, mold opening fees, etc. At this time, it is necessary to communicate clearly with the customer in advance and issue a sample order to the customer.
The cost of customized products is relatively high. In order to attract customers, we can say "Sample charge will be refundable upon confirmation of the order. / We will deduct the sample charge from the future order if the order value" when communicating with customers is over USDXXX.”
For customers who are willing to pay mold opening fees and proofing fees, they are more interested. We need to focus on follow-up later.
Finally, share some experience of sending samples:
1. For customers who want to take it for nothing in the early stage, even if we send samples, it will be difficult to follow up later.

2. For the proposals that have been agreed, the client makes progress and wants to strive for more benefits. Even if such customers have cooperation in the later stage, they will try their best to take advantage of it.

3. In your free time, you can collect freight forwarders with special lines from different countries, especially those responsible for door-to-door customs clearance of small parcels. Compare and choose the best one.

4. When the value of your products is low, you can try to send more products of the same type but different materials or styles for customers' reference. This is more conducive to increasing the chance of development.

5. Keep calm. Even if a sample is sent, the customer may not necessarily place an order. Some large enterprises have more than one procurement specialist, and there will be many situations affecting customer orders at this time. However, if the customer information is analyzed to be a high-quality customer, it can be included in the list of potential customers and strive for other cooperation opportunities in the future.

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