The trial version is hobbled in some way which makes it unusable
for longterm use but still usable for evaluation.
In particular you want to make it _unsaleable_ to an end user.
'Trial Version' in big red letters on the case or startup screen is one
way to do that, or some sort of time limit on the functionality.
The other way to weed out non-serious people is to have
an official evaluation application form where they have to
state what their evaluation criteria will be - then at least
you know what they are looking for.
In the end however the best thing is to require an official
order form or deposit before you ship anything. You return
the deposit when they return the goods or when they buy.
Tim.
On 25 Oct 2008, at 02:39, Andy Spring wrote:
Thanks my friends everyone, but sometimes, it is very diffcult to evaluate the cusotmers' status especially new customers.Anyway, we will have to try, I am really depressed by this problem.Thank you every one my friends again.2008/10/25 SIP <sip@arcdiv.com>
A lot of people ask for free samples just to get free products. That's
an unfortunate, but common occurrence. However, some people ask for free
samples because they're in the market to buy, but with you overseas,
there's no where locally for them to look at the product or try it out
before they purchase. It could end up being wasted money for THEM.
The compromise is difficult. First, you have to be good at judging your
customers' intentions. Is the person asking for a sample likely to
actually buy? What's the time table of a purchase if they're going to
make one? Do they have a budget already for whatever project they're
working on? Etc, etc. These are basic, and essential sales questions
that you should be asking any prospective customers. This will help you
a lot to determine whether or not a customer is serious.
Next, I don't think offering a free sample on a permanent basis is a
good thing. Cisco will routinely loan us hardware (sometimes long term)
when we need to evaluate a product in a testing environment. But at the
end of the day, it's just a loan. We either have to return it to them as
per a pre-specified agreement, or we'll be billed for it. With you being
overseas, collections might be difficult, but if you're careful, you can
minimise the potential losses.
However, there WILL be losses. As a hardware seller, you need to be
aware of that. You just have to do what you can to make them manageable.
Don't start off offering a loan of equipment until you get to know the
customer's needs better, so you can decide if they're worth the risk and
you can offer the RIGHT equipment.
You're going to have to get to know the customer a bit and actually
listen to what they have to say, though. You can't just try and sell
your products to anyone and everyone asking for anything VoIP-related.
Things you should know before even suggesting a loan:
1) What type of equipment is the customer interested in?
2) What's the project that the customer needs this equipment for?
3) Is there any other equipment that the customer has been looking at
(i.e. who's your competition in the deal)?
4) What's the time-table for this project? Is it within the next few
months? Next six months? Within a year?
5) Does the project already have a budget, or is this evaluation for a
proposal to GET a budget. If it's for a proposal, is there any
information you can help provide to distinguish yourself from the
competition?
6) Is the customer you're talking to the decision-maker for this
project, or will you have to also convince someone higher up?
Get in the habit of getting to know the customers by name. Keep a good
contact database with information about your customers and their
businesses and projects. Follow up via phone when the time-table is
nearing completion, but do NOT call every week asking if anything has
changed.
A loan can go a long way toward helping someone better understand your
products and their strengths. It will also help the customer feel as
though you're serious about getting their business. But as a loan,
there's an understanding that if things don't work out, it will be
returned (this isn't always the case, of course, but you hope for honesty).
N.
> andyspr@gmail.com <mailto:andyspr@gmail.com>
Andy Spring wrote:
> Hello everyone friends,
>
> As a chinese supplier, we often meet this kind of status, so many
> foreign cusotmers ask for free samples from us,
> but the sample is also high value not only several dollars, even if it
> worth several dollars, if so many customers ask
> for free samples, we also can not afford them.
>
> By this status, should we send the free samples to our customers? if
> you, how will you do? if not send them free samples
> maybe we will lose customers. In fact, the cost of sample is hihger
> then unit goods for bulk order.
> We have also some policy about the sample, like charger higher price
> for sample(s) and when our customers (especially new customers)
> place bulk order, we will return the sample cost to them, but even by
> this way, they still do not want to pay for the sample price,
> what could we do, do you have any better advice.
>
> Thank you very much, my friends here everyone!
>
> Best regards
>
> --
> andy
> ------------------------------------------------------------------------
>
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