客户一句 can you send me a sample，很多人马上寄出，结果样品寄了十几份，一个单都没成。寄样讲究节奏，下面拆成五步讲。

第1步：先确认三件事

寄样前先确认：要哪一款、什么规格、发到哪里。没问清，寄出去基本就是浪费。

Happy to send you a sample. Could you confirm the model, the market, and your shipping address?
很乐意寄样品。能确认型号、目标市场和收货地址吗？
一次问全

第2步：样品费怎么提

The sample is free, but we charge a small handling fee, refundable against your first order.
样品免费，只收一点操作费，首单时退还。
既降门槛，也筛掉随便问问的人

第3步：运费谁付

Customer
Can you cover the courier cost?
快递费你们能承担吗？
You
For the first sample, we ask the receiver to pay the freight. If it turns into an order, we'll deduct it from the invoice.
首次寄样一般由收件方付运费，成单后从货款里扣回。

第4步：寄出后发追踪号

寄出后别等客户来问，主动把单号和预计到达时间发过去。

Subject: Your sample has been shipped – tracking inside

Hi [Name],

Your sample of Model X1 was shipped today via DHL.
Tracking number: 1234 5678 9012
Estimated delivery: 4–6 working days.

Let me know once it arrives and I'll walk you through the details.

Best regards,
[Your name]

第5步：收到后主动跟进

Just checking in — did the sample arrive safely? I'd love to hear your feedback.
来跟进一下，样品安全收到了吗？很想听听您的反馈。
收到后两天内跟进

客户砍样品费怎么办

客户嫌样品费贵，是常见的试探。别一听就直接免掉，先问清楚他的顾虑，再决定怎么让。样品费全免了，客户往往也不当回事，寄出去就石沉大海。

What's your main concern with the handling fee?
您对操作费的主要顾虑是什么？
先问顾虑，再谈让步
Customer
Other suppliers send samples for free.
别的供应商都是免费寄样的。
You
I understand. Those are usually stock items. This one is a custom colour, so we charge a small fee — and it comes off your first order.
我理解。他们通常是现货款，这一款是定制颜色，所以要收一点费用，而且会在首单里扣掉。

避坑提醒：三种情况别急着寄

第一，客户连型号都没定；第二，对方只留个人邮箱、公司信息含糊；第三，一开口就要三款以上样品。这三种情况先寄多半是亏的，先要公司资料和采购计划，再谈寄样。

Could you share your company profile and expected order volume first?
方便先发一下公司资料和预计采购量吗？
礼貌筛客户，不用直接拒绝

寄样不是终点。样品签收后 48 小时内跟进一次，一周内再问一次反馈，两次都没回应，就先把精力放到别的客户身上。

Is there anything you'd like us to adjust before the bulk order?
在大货下单前，还有哪里需要调整吗？
把样品推进到订单

寄样的本质是用最小成本换一次真实反馈。样品沟通常横跨邮件和电话，规格、地址改来改去容易记错版本，有双语记录和 AI 纪要就有据可查。