Should I offer free samples to potential clients?
This company is famous and big, they have offices all over the world and ranked among the top ten in the world in their industry.
I have been trying hard to get this company to order from my company, and finally, I get one of their marketing managers to talk to me but he wants me to give a free sample with the delivery cost at our own charge. So it should cost me about 147USD in total. Should I do that?
Good question. As others are saying, this depends a bit on the product. What product do they want a sample of?
It's also worth asking yourself a few other questions. Do you think the sample has a realistic chance of convincing the company to use your product? How much of a hit is $147 for your company? If you think the sample will convince the company to use your product, it may be worth the $147 price. Consider looking at the $147 delivery cost as an investment, rather than a charge. Are you willing to pay $147 to get the company to use your product? That could be what happens as a result of the sample.
Another option is to see if you can convince the company to cover some of the charges of the delivery cost. You could try asking if they're willing to cover the cost if they decide not to use your product after testing a sample. They might not agree to cover any of the cost, but there's little downside to asking.
Yes, you should go ahead. However, you should not despatch the original product. You must send a prototype version. If you give a presentation on your own, then only you should show the original product. If the prototype is not possible, then hide critical product functions to secure it from being copied.
As everyone else has stated, it depends on the product you are giving away. The investment to give may be worth it if it's a win-win situation for both companies.
Yes providing free samples helps in building a rapport also, for the client to have a better idea on the product quality and the business communication efficiency of your company. If you have slight confidence that the deal will be positive there is no harm in sending the samples at your cost. As you would be receiving a larger order from them in the future.
Since you've mentioned that the company is big then you can surely lay your trust upon them. In order to crack the deal one has to prove "why do we stand out?". Thus, you have to provide the free work samples to the potential clients, but you should not share the entire details of it as some companies just take the samples. for reference or new ideas, and never get in touch after that. Hence, you need to act smart in order to get the deal and also save your quality work from getting stolen.
It really does depend on the product. If this company is as big and famous as you say. It may be worth the $147.
Definitely, if you have confidence in the deal otherwise. NO, because many companies ask for the free samples and never turned back.
Hi Victoria, you haven't shared what the sample is about. Is it a product which they would like to experience or something they would like to validate? Because the answer will depend a lot on that.
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Understand, I had the same potential customer like this on our Asiaworld Expo in HongKong in October this year. Our UVC water bottles are $19 only, so we offered them for free, and now they have become one of our VIP customers. So if I were you, I would strongly consider bringing samples in person to the company - of course, if the condition allows.