The essence of the sample question is how to select potential customers and develop business relationships. Below we will analyze the three stages before, during and after the sample, I hope to give you some inspiration.
Before sending samples: judgment, proofing, fee confirmation
How to determine whether to send a sample or not? How to effectively control sample delivery costs?
First, clarify the principle of sending samples of your company
1. Know your company's positioning and overseas expansion strategy
· Is it a company with limited strength and early stage of overseas expansion that wants to effectively control the company's cost of sales? Or is it a company that is strong in strength and wants to increase its overseas expansion and is willing to invest more?
· It is the former, and it can be used as the output; in the latter case, the sample (sample, freight) can be budgeted.
· It is recommended to establish sample delivery standards based on customer ratings.
· Make budgets for the number and amount of samples for a certain sales period from the company's perspective.
2. Make in-depth analysis and judgment on potential customers
· Generally speaking, for old customers who have been working together for a long time, they can consider the sample fee and shipping fee.
· Design a customer background questionnaire (see attachment) to understand new customers; if you are a sincere customer, do not account for each other, and will provide a very specific inquiry and sample request.
· For new customers who are sincere, please inform us that although the samples can be provided free of charge, please pay the shipping fee from the development of both parties.
· If you want to provide multiple samples at one time and do not want to pay any fees, after further analysis (the background of the other company, sample use, etc.), dispose of as appropriate.
3. Related to products
· From the company's point of view, the first thing to be clear is the sample and shipping costs.
· Let customers know that even if the sample is free, regardless of the value of the goods, it is your company's operating costs.
·The value of the sample is high and the freight is expensive. Regardless of the new and old customers, please understand the other party. Based on the principle of common development, I hope that the other party will share the freight.
· A standard template letter can be prepared in advance to provide a basic explanation of the sample delivery problem.
4. Understand the use of customer samples and lay the foundation for future orders. The customer's common cable usage uses the following:
· Purely collected samples for analysis and comparison
·Product related parameter test
·The end user experience
· Potential, visible orders
5, the correct mentality: not only the sample input of the order is valuable
· Think about advertising. Only by letting more people know will it be possible to have more and better results.
· Even if there is no order, you can use customer feedback to understand the new market in the target market, the elements to be improved and the R&D direction of the product line.
· Some products, such as textiles, need to be inspected for ingredients; for example, mobile phones need to go through relevant network testing (usually 2-3 months), so be patient.
Second, several cases of sending samples and not sending samples
(1), no need to send samples:
This type of presumably belongs to the type of "Sui Yu Ping Sheng". This situation is more common. I believe that everyone has heard about it. That is to say, trading companies that have never been contacted before suddenly express their interest in your products in the form of fax (or similar). Specifically, I think there are two types:
1, "single mouth cross talk" category:
Concept, characteristics: I hope to provide samples for testing, and also provide information on company profiles, business licenses, corporate cards, etc., usually in a fixed format. If you send the sample in the past, you will get a quick reply and ask to sign the contract at the company's location (the time from receipt of the sample to the order can be described as speed.
Evaluation: These companies generally have their own office space, but they are not really doing business. As for why, I am still thinking about meditation...
Such entities are generally branded with branches of companies such as Hong Kong, and there are many coastal areas.