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遇到不愿意付样品费样品运费的老外怎么办做外

外贸小tom：遇到不愿意付样品费，样品运费的老外怎么办？
做外贸时间长了，肯定是状况百出，肯定也遇到过寄样时碰到不愿意支付样品费或者样品运费的老外，那么我们应该处理呢？
不管是样品费还是运费，首先要排除客户骗取样品的可能性。可以综合线上客户资料搜集的信息，邮件往来中对客户的了解，还有就是借助同市场其他客户或者同行的评价来做判断。其实大多数情况下客户只是想多了解下产品，所以除了肯定判断是骗取样品的，邮件往来时一定要注意措辞，以免错失订单。
碰到客户不愿意付样品费怎么办？首先要看你的产品单价是高是低。
样品价格低（比如低于$20）
1. 客户愿意承担运费
尽量满足客户需求，因为这点小的风险是承担得起且有回报率的。
2. 客户不愿意承担运费
可能是运费较高，甚至高于样品费。可以这样处理：
表明之前的所有客户都是支付样品费的，而且费用更高（如果你的产品是需要开模定制等）或者公司规定必须支付样品费，但是经过努力为客户争取到了特殊待遇，可以免费寄样，但是需要支付运费。
1）可以承诺客户订单满多少数量或金额之后，可以把客户已经支付的运费返还或者抵扣一部分订单费用。
2）多发几个样品或者附带其他价值较低的同类产品给客户进行比较。
模板一：
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!
模板二：
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.
样品价格高
如果产品价格高，不管客户是否愿意支付运费，样品费都是不能免的。但是要说明你能理解客户，并站在客户的角度努力为他争取过，但是实在没办法。
模板一
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.
模板二
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.