General

The most common dilemma for foreign trade salesmen is that customers ask for samples.

The distance between the two countries is far, so it is not convenient for customers to see the factory production and quality in person every time. Therefore, they will ask for samples before trading, as a basis for initial negotiations and future delivery and inspection.

However, the mailing of samples also requires a certain cost. Who should bear the cost? The analysis of Huacheng Chuangzhi's foreign trade software is as follows:

Select a customer. Only those customers with clear purposes and strong intentions will consider providing samples. Some customers do not have a clear purchase intention, but just want to collect samples to expand their market, and the probability of such customers' transaction is very low.

There are also some customers who are laymen and do not know the products at all. They do not know which products are suitable for them. Customers who ask for samples at random have lower hopes for transactions.

Real valuable customers can often be seen through their inquiries, such as accurate industry terms and specifications, clear purchase quantity and delivery requirements, etc. Such customers are more experienced, know what they want, are more discerning, and relatively do not want samples indiscriminately.

As long as the samples meet the requirements of the industry and the price is moderate, there is a great possibility of transaction. As for the sample request of other customers, we can politely refuse it by providing product pictures and detailed technical parameters.

Determine details. Once the transaction details are determined, try to persuade the customer to confirm all transactions, including price, quantity, delivery date, etc., on the assumption that "the sample is qualified", and send the sample no later than "everything is ready". A truly knowledgeable and valuable customer will understand this. On the contrary, those customers who "don't need to talk about anything without samples" don't expect much.

After confirming the details, we can determine what samples, specifications and colors should be sent. It is better to check the photos and parameters for customers before deciding to send samples, so as to avoid sending them by mistake.

Charge fees. The fee includes sample fee and mailing fee. As a customer, of course, they are not willing to bear it. As a compromise, if the sample value is low, you can waive the sample fee and charge the mailing fee. If the value is high, you can promise to deduct the paid sample fee once the customer places an order.

These are the two most common and generally accepted practices in the foreign trade industry. Customers who really want to make a deal will also accept it. However, those customers who have no confidence in the transaction are easy to refuse.

For specific operations, the customer is requested to provide the "arrival account number" of an international express company, and then pay the postage. The express company will charge the customer with the "arrival account number".

There is also a psychological factor in insisting on collecting express fees. It is human nature not to cherish the things that are easily obtained. The express fee charged makes the customer pay a certain transaction cost. The customer often attaches more importance to this transaction and is willing to seriously consider it.

Customers with special requirements for products sometimes need to make samples according to their requirements, which is more expensive, involving opening molds and entering raw materials.

Industry practice is to charge "proofing fee". If the proofing fee is high, it will generally be paid in installments. The part will be paid before the mold is opened, the part will be paid after the mold is opened, and the full payment will be made after the sample is prepared.

The big data precision marketing platform independently developed by Huacheng Chuangzhi foreign trade software covers more than 3.2 million kinds of product information of more than 6 million potential purchasers in 193 countries and regions around the world, providing two-way services for global customers. Huacheng Chuangzhi foreign trade software includes global import and export international traders, logistics companies, manufacturers, scientific research institutions, cross-border e-commerce and investment banks, involving chemicals, machinery, automobiles, medical equipment, optical fiber and cable In various national economic industries, such as laser, multiple modules are switched at will, foreign trade emails are sent to break through the blockade, and all inquiries are answered without missing. Huacheng Chuangzhi Foreign Trade Software has helped foreign trade enterprises effectively solve many problems in customer acquisition and marketing, and Huacheng Chuangzhi Foreign Trade Software has made it easy for foreign trade friends to do foreign trade.