最近看到一个案例,小美是做健身类产品的,有一个英国的客户,彼此交谈都挺可以的,小美判断是一个优质的客户,客户也表示会有大单!
小美似乎看到了大单正在向她招手,于是她非常大方地向公司申请给客户免费寄样品,同时表示这是一个非常潜在的客户。公司同意了,样品也寄出去了,而且小美还非常贴心地帮客户把运费也给付了,就等着客户收到样品后能给她带来源源不断的订单。
结果,现实往往事与愿违。货到了之后,还是需要客户支付一些港杂费清关费,大概是800-900英镑的样子,这个时候客户开始跟小美玩起捉迷藏的游戏。无论小美如何给他发信息以及发邮件,就是不回复,而国外代理也在不断施压,如果不及时提货,每天会产生35英镑的仓储费,小美急得像热锅上的蚂蚁,最终等来客户要求小美承担一半清关费的邮件。小美气得差点爆炸,这客户简直是得寸进尺,最好我所有费用都付了直接送你门上,下定决心就算就地销毁也不会再理他了。
可是就算弃货也有弃货费,还要收货人同意才能操作,真的是骑虎难下,不过聪明的小美急中生智,她赶紧联系另外一个客户,那个客户表示对产品非常感兴趣,立马要支付清关费用,这个样品也算是名花有主了。
还看到不少小伙伴吐槽自己遇到了很low的一些其他国家的客户,就是各种吐槽,一遇到问题就弃货,估计现在大家都太难了!
所以,面对客户要样品,一定要做好客户背景调查,如果是一些小的贸易商或者是个人的,最好还是收样品费,提前沟通清楚各项费用,他答应了再安排样品,如果是认真做生意的,一般不会不肯出这点费用,因为我的产品都是属于大件定制类的产品,很少会有客户问到关于样品的问题。今天我们看看大家是如何跟客户收样品费的:
有的小伙伴是这样跟客户说的:
We are glad to show you our quality by sample, but sample is not free, but we can back to you sample cost in your nest order. because we have many sample orders every day, we are big factory, but i can do my best to help your sample order make the fastest time, we treat you as our important partner, and as one of the leading manufacturer, we believe you will enjoy our sample realiable quality, and we will win together.
跟客户表明:样品单每天都会有很多,作为一个大工厂,我们会尽己所能尽快完成您要的样品,如果您对样品满意,我们将会在你的下个订单里抵扣掉这个样品费。
再来看看料大神是这样跟客户说的:
Last year, we send many samples on our account every week and month, our financial manager reported that it's a very big cost caused by this.
So now we are required to ask for customer's courier account.
If we can reach an order, the courier cost will be deducted from the amount of total amount.
Last year, we send many samples on our account every week and month, our financial manager reported that it's a very big cost caused by this.
So now we are required to ask for customer's courier account.
If we can reach an order, the courier cost will be deducted from the amount of total amount.
We know when a customer let us send samples, it means he has interest in the products or give a chance to supplier to evaluate whether can work with for potential order.
I really hope to work with you as I believe you are serious buyer, but I cannot go against our company policy.
Hope you can understand and thanks for your understanding & support!
大家会发现,其实意思都差不多,只是表达有所不同。主要还是跟客户说这次样品费会在确认订单的时候,再从总额里抵扣掉,现在要样品只能麻烦客户先付样品费。
这个方法可以帮你筛掉很多想占便宜的客户,不肯给样品费的客户也不是什么高质量的客户。
主要还是基于你对客户的了解,如果你做过很详细的客户背景调查,他是大集团的采购,或者是大的经销商,会有无数人给他免费送样品,这种就自己斟酌是否免费给了,所以具体情况具体分析!
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