Sample Opportunity (CONT’D FROM PAGE 70)
“Ok, just so I’m clear, if we do a good job for you with this sample and you’re ok with our pricing, you will serious- ly consider us as your supplier for this box?” Be sure to pause here to see what they do and say. The Back And Forth Of Multiple Sample Requests Often, the sample making process gets extended by the prospect. After you create a sample for them they want modifications or they want more samples to help them make their decisions. Sometimes, this is a legitimate request from the pros- pect but often, it is unreasonable, even bordering on abusive. As a way to protect your plant’s interests as well as to qualify the seriousness of your prospect, consider charging them to make more than the initial sample. “If you would like for us to make another sample for you, we will be happy to do so but we will have to charge you for the labor and material on this second and any sub- sequent samples we make.” Then go on to explain, “How that would work is that the first one is free but the second and beyond will require a purchase order for labor and material. But be reassured, once you place an order for a production run, you will be credited for anything you previously paid us for samples.” Asking your prospect to pay for samples may make you very nervous but it can work very effectively to move the prospect forward. They will be less likely to frivolously request samples from you and, if they are serious about
only when we have a reasonable chance of getting an actual order. I’m not saying that you would do this but we have experienced situations where customers re- ceived very helpful solutions from us but then passed on those solutions to someone else. Our plant man- ager and owner have cautioned me to bring sample requests in only from prospects who are seriously con- sidering doing business with us.” • If you don’t care for the way this challenge is phrased above, find your own words to explore the issue. Just don’t shy away from bringing it up because it is uncom- fortable. If the prospect is real, they will understand your concern. Pause… and wait to see how they respond. If they don’t protest sincerely and clarify why they really would consider you as a supplier of this box, step away and say, “It seems that you may already have someone else in mind for this project. Thank you very much for tak- ing the time to speak with me but I think we are going to decline to proceed further.” They may get mad (if so, they may be getting mad be- cause you caught them trying to manipulate you). It will be much better if, at this point, they reassert themselves by expressing a sincere desire to see what you can do for them. If that happens, go back to getting pre-commitment.
CONTINUED ON PAGE 74
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April 8, 2024
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