外贸人如何高效应对客户拒付样品费

在国际贸易中，给客户寄送样品很常见，虽然是样品，但产生的时间、人力成本还是很高的，可很多客户都会拒付样品费以及运费，这让不少外贸人感觉头疼。

办法总比困难多，以下整理了一些外贸大神总结的小经验，教你如何跟客户有理有据地索要样品费、运费，一起来学习一下吧。

实战经验1：
In fact, when our clients need samples, we also charge them sample fee, and generally the fee is twice higher (because producing samples will take more time and cost, for its small quantity).

From our communication, I feel you are a sincere man, I don't want to lose such a good client like you, for the sample fee problem. So I tried my best to strive for less sample fee with my manager, finally he agreed all sample fee is calculated according to our original unit price.

For showing our sincerity, we promise to return all the sample fee after you placed an order. Hope you can understand, many thanks in advance！

实战经验2：
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.

实战经验3：
Really sorry can't offer you free samples, you know 50 USD is not negligible, and all sample fee is calculated according to our original unit price.

Everyone want free samples, there are so many samples were sent out everyday, so it's really a big challenge for us to send free samples, hoping you can understand us. In fact, I also met many clients who also want free samples, but after I told them our real situation, they usually can understand, and willing to pay sample fee.

Firstly thank you for your continuours supports in the past years， we wish both business snowballing in the coming years.

实战经验4：
Honestly I do not want to lose any potential customer like you, so I did talk with our manager for several times regarding your concern of sample fee, but she still could not regarded this as an exception as there are over ten salesmen in our company. If she take yours as an exception, it is unfair to other salesmen and other customers.

What's more, we never expect to make profit from the sample fee, what we expect is to establish a longer business relationship, so the sample fee is returnable when receiving further order.

Hope you could reconsider it, and wait for your favorable reply.

BTW, I share you some information about our company.

大家可以参照以上4个经验，结合自身情况和需求进行优化调整，不能照搬！！！如果最后客户还是不同意支付，那你可以借助一款特别实用的工具——苏维智搜外贸客户开发软件。

对客户进行全面背调分析，那具体该怎么做呢？可以先利用苏维智搜客户画像对客户进行解构，充分做到知己知彼。

（1）公司基本信息：官网、简介、规模、年收入及产品图片等一目了然，可以直接了解客户的主营产品、所处行业、公司性质（品牌商、批发商、零售商……）等，初步判断客户质量。

（2）最新海关数据，帮你快速查询客户的进出口交易记录，可以直观看到客户的采购数量、采购金额、采购重量以及采购趋势，让你对客户的采购实力和心理价位有一个准确的判断。

（3）特有的交易图谱功能：能一眼看清客户的上下游，你可以清楚知道自己的竞争对手有哪些，做好优势对比，进行差异化营销；还能了解客户的供应链情况，看集中还是分散、稳定还是多变，判断开发的难易程度。

（4）公司财务状况：利润表、资产负债表、现金流量表三大财务报表一应俱全，帮你甄别客户的财务状况和经营情况，规避可能发生的合作风险。

（5）强大的3D街景：直观展示这家公司所处的位置及周边环境，看看在工业区，还是在市中心CBD，有没有巨大的仓库，是独栋办公楼还是住宅，甚至还可以观察客户公司门口停车场的汽车数量，进一步判断客户的规模和实力。

充分对索要样品的客户进行背景调查，不仅可以排除一些骗取样品的客户，还可以及时了解客户的采购需求以及采购实力，如果确实是有真实客户，可以采取免费样品，运费到付的方式来解决，想必有采购意愿的客户这时也不会拒绝的。