處理國(guó)外客戶寄樣品的要求（經(jīng)驗(yàn)分享版）

分享A 國(guó)際貿(mào)易中這樣的情況很正常。有些客人在未得到你的樣品前，會(huì)經(jīng)常催你寄樣板，等收到樣板后會(huì)有很長(zhǎng)一段時(shí)間不會(huì)理你，大致有以下幾種情況：

1、對(duì)于貿(mào)易商他不是最終用戶，他要提供給他的客戶,此樣板是寄給最終客戶試用的或作展覽用的，之所以他也在等客戶的回復(fù)，此種情會(huì)有一定的希望，能定期跟催客戶。

2、他在收到樣品之用，會(huì)感到不滿意，比如質(zhì)量，款式等等，這也會(huì)使他不再理你，3、此點(diǎn)是看你的樣品屬于哪一類，比如紡織品，可能有測(cè)試或成份檢查等，電器則有相關(guān)的認(rèn)證等，有這也需要一定的過(guò)程，如果此類情況屬真，則也會(huì)有希望，4、此客僅是想收集樣品，已經(jīng)找到了更好的替代品或?qū)⒛臉悠贩湃胨麄兊臋n案做收集資料并無(wú)其它意思，故會(huì)找借口來(lái)搪塞你，無(wú)任何希望。

5、可能你的樣品是比較滿意的，但相關(guān)的交易條件令人不滿意，有些客戶不會(huì)說(shuō)。因他要樣品也不只你一家。

總之，碰到這樣的事，則要有耐心，能有訂單則最好，若沒有，也很正常。但你要努力去跟催客人的情況，以求得到最好的效果。如果本次不成功并不意味沒有希望，經(jīng)常保持與客戶的聯(lián)系和溝通，如果他是最終客戶可能在經(jīng)后的接觸中會(huì)另外選擇您。您要做好您的潛在客戶資料檔案。

分享B 對(duì)于一些小客/新客，我建議可向客人說(shuō)明我們很樂意隨時(shí)免費(fèi)推薦最新潮的產(chǎn)品款式給他們，以吸引更多的客戶和生意。但我們又面臨負(fù)擔(dān)大數(shù)目快遞費(fèi)用的困擾。如果客人愿意為我們分擔(dān)快遞費(fèi)的話(例如提供到付賬號(hào))，將是對(duì)我們工作極大的支持。這樣我可以多推薦一些有新意的樣品給客人。當(dāng)然，為幫助客人節(jié)約快遞費(fèi)，我們推薦新東西給客人都會(huì)從實(shí)用性考慮，在寄出之前都會(huì)通知客人(照片給客人看)，客人看過(guò)確定需要后才寄出。我想這種方式對(duì)于一些真正有意開拓生意的客戶會(huì)有一定的效果。而對(duì)于那些大客老客，盡管他們每年和我們的生意額很大，我一般還是會(huì)出以下這封信件給客戶的。

Dear Sirs，

Firstly thank you for your continuours supports in the past years， we wish both business snowballing in the coming years.As per the summing-up made by our financial department in the last half year， the statistics showed that we had a very heavy burden on sample cost， Just as you know， during the past years we supplied the small qty samples to our customer free of charge， in this way， we not only had to pay the samples cost in our factory， but also pay for the postage to express courier， such as UPS， Fedex， however， our profit is getting smaller and smaller， Under the above-mentioned situation， we find it is getting difficult to run business in this way。 In order to solve this matter in a reasonable way， we hope our customer could help to share the cost by paying the postage， So could you please inform us your account number of UPS or Fedex or other express by return? So that we could send samples by your account number， while we will supply the samples which are free of charge in normal small quantity as before。

We believe this will do favor to develop the business between us， most of our customers is doing in this way now，we sincerely hope it will be also workable to you。 Please kindly comment the new way and advise us your A/C no。 Thank you for your cooperation。

Looking forward to hearing from you soon客人收到此信后，就算還是不肯負(fù)擔(dān)郵費(fèi)，也會(huì)不再是隨意要樣品了。


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