In international trade, samples often play a decisive role in whether an order can be concluded and whether the buyer recognizes your product. Today we will focus on the five most common questions about samples.
1 Sample classification According to business practice, the implementation of an order generally requires the supplier to prepare at least two samples, one is a pre-production sample and the other is a confirmation sample. Many times, after the order is completed or in the middle of production, large samples need to be prepared for customers. These samples are explained here. A Pre-production sample: It can be a sample for customer confirmation before production, a sample made with details after confirmation, or a similar product for customers to confirm quality. B Confirmation sample: After the sample is confirmed by the customer, mass production must be done exactly according to the confirmation sample. Under normal circumstances, when making confirmation samples, at least two or more should be done. One is sent to the customer for confirmation, and the other is placed in the company’s sample room for sample retention. Once confirmed by the customer, we will make large quantities based on the samples in hand. C large sample: Once the customer returns the order, you can make a comparison. D prototype: Simply put, it is a confirmation sample made according to customer requirements without a mold. Once confirmed, the bulk product will make a formal mold based on the confirmed sample and complete production.
2 Questions about sample fees and express delivery costs Regarding sample fees and express delivery costs. This is a rather difficult problem, and I believe every foreign trade salesperson will encounter it every day. If you don’t send samples, many customers will refuse to negotiate further, which will lose many opportunities for successful cooperation. If you send free samples to customers to show sincerity, the customers will be very happy at the time, but often there will be no news or test results for a long time after receiving it. It may be okay to do this once or twice, it is human nature. But after too many times, your boss will definitely have objections. Sending samples must be efficient! You can’t just send the sample for free without hesitation when the customer wants it, nor can you be too “stingy” and force the customer to bear the full responsibility. Generally speaking, the first time we cooperate with a customer, we need cooperation and understanding from both parties. Generally, depending on the size of the sample and the level of freight, there are different solutions as follows. A seller bears the sample fee and express delivery fee. Generally, sending free samples will definitely lead to nothing and no news. Therefore, if you want to send samples for free, you must have a deep communication with your customer or feel his sincerity before taking this approach. For example: He called several times in succession to inquire about product information, product quotations, etc. (Of course, the premise is that the value of the sample is not very high.) At this time, you can consider sending samples to customers for free. But if you only use tools like e-mail or Tradelink, unless you really follow up for a long time and have the intention to cooperate with each other, sending free samples is mostly ineffective. B The seller bears the sample fee and the customer bears the express fee. In this case, the general value of the goods is not high and the sample value is relatively small (sample fee freight), and generally it will not be sent for free. But you can consider paying the shipping fee for the customer. This not only guarantees the company’s interests, but also reflects the company’s attitude of sincerely serving customers. This is also a win-win approach. There should also be different treatment plans based on the level and nature of target customers. A is for new customers. A1 can first evaluate the customer’s situation and expected order quantity. If the cost is not high, you can consider digesting it yourself. If you cannot afford it, you can negotiate with the customer to bear all or part of the cost. A2 Develop the company’s sample policy (rigid). Any customer is charged express fee or sample fee. However, it is promised that this fee will be deducted from the total payment value when the customer places an order in the future. B is aimed at old customers and important customers. As long as the sample fee is not large, it should be borne by the supplier. If the sample fee is high, you can discuss with the customer and ask the buyer to bear the sample fee or part of the sample fee. However, it should also indicate whether it can be refunded if the customer places an order. Or when the order reaches a certain quantity, it can be fully refunded. CIn response to the special needs of some customers,��, customized samples. The customer bears the sample fee and is responsible for the express delivery cost. At the same time, customers should bear the miscellaneous expenses incurred by customization: plate making fees, operating fees, packaging fees, etc.
3 Details you should pay attention to when sending samples First of all, you must understand one thing: No one will pay attention to things that are free of charge! Only when customers spend money on something will they come back to value and understand it. Only in this way can the chances of cooperation be increased. Therefore, it is recommended that you try to contact the customer as much as possible before sending the sample, such as confirming the address, faxing him the mailing receipt when sending, tracking the email and sending him an email back, with concise content to deepen the customer’s impression of us. Secondly: Learn as much as possible about the company’s strength and business scope, and learn about it through other customers! At the same time, you also let the customer know that you have friends you know in his territory, strengthening the relationship! Again: Contact the customer frequently and recommend new products to him as soon as they are available. I hope he can support your business. If you give him a good price, I hope you can place a trial order. The quantity will be determined by him! If you reach an agreement with the buyer and agree on the sample fee and express freight, you should pay attention to the following points when sending samples: 1. When sending samples, it is best to provide relevant sample labels to customers. Including: supplier name, contact person, phone number, email, sample description, outer box information, HS code, fob price. 2. After the samples are shipped, promptly inform the customer of the shipping time and the courier tracking number for easy enquiry. For example: Samples already picked up by DHL express with tracking#552 321 568.Pls logon dhl to track its location.3. Track when the customer signed for it. After the customer signed for it, ask the customer whether they are satisfied with the sample, what needs to be improved, and whether re-sampling is needed. . I personally recommend sending a sample evaluation form (similar to Taobao’s after-sales information questionnaire) to customers before sending samples, so that customers can rate and evaluate the products to understand the level of their samples and where they need improvement.
4 The customer has no idea about the sample fee, how to follow up? A. Let’s take the express fee as the starting point: Dear Sir, I learned from shipping department that DHL would give us a favorable discount, only USD30 for the sample delivery to your place. You may choose totransfer the freight in advance to save your cost.What do you think?Lookforward to your advice.RegardsMightyB takes the sample fee as the starting point: Dear Sir, I hope you have received my previous mail below.Is there any question Ihaven’t figured out?Poland is a good potential market and we really wish to explore it with your joint effort.Today I talked with my boss and got hisapproval to refund the sample cost in the first order.This is our specialservice only for you.Look forward to your comment. Regards MightyC takes the market as the entry point: Dear Sir, Haven’t got your comment by far. Hope everything is going well. Christmas promotion is around the corner. It usually takes 3-4 days from sample approval till mass production delivered. To launch the product intime before this big season, it’s better to get everything ready by XXXX. Pls advise what we should do with the sample. We are still waiting for your confirmation on the PI and your courier account. Regards, MightyD uses sample progress as the starting point: If you don’t charge a sample fee, you want the buyer to pay the freight. If the sample production time is not long, no matter whether the sample is really READY, you can tell the customer that the sample has been completed. Maybe the buyer will take a look and find that the item is ready. Sent, let me take another look. Dear Sir, Sample is ready now. Pls advise your courier account and we will send it out immediately. RegardsMighty summary: 1) The above plan can be adjusted according to your own situation 2) The follow-up method is not limited to email, phone communication is still very important when necessary Question
5 Analysis of the reasons why customers do not reply after receiving samples. Many times, we provide free samples and pay for the express delivery. Customers will rush you when they want samples, but they often ignore you after receiving them. , no further content. There are roughly the following situations:
·1. For traders, he is not the end user. He wants to provide it to his customers. This sample is sent to the end customer for trial, and he also Didn’t get any news or orders. In this case, follow up with the customer regularly.
·2. The other party is a store. He just needs to buy your samples and display them in the store for customers. He will only come to you when there is an order.
·3. After receiving the sample, the customer may be dissatisfied with the quality and style, causing him to ignore you.
·4. Sample testing takes a long time. For example, for textiles, there may be testing or ingredient inspections, etc., while for electrical appliances, there are relevant certifications, etc., which requires a period of time. Especially for chemical products, some tests may take up to a year or even several years.
·5. Customers just want to collect samples and have found better alternatives or put your samples into their files to collect information. They are looking for excuses to stall, without any hope.
·6. The sample may be satisfactory, but the related conditions are unsatisfactory. When encountering such a thing, you have to be patient. It would be best if you can have an order. If not, it is normal. We should work hard to keep track of the guests’ situation in order to achieve good results. If this time is unsuccessful, it does not mean that there is no hope. We must always maintain contact and communication with customers.
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