Will you post the sample to your client for free?

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Recently a partner received a request from a client, the client claimed that he hoped to receive a free sample and was not willing to pay the express fee. This step is crucial, if he insist his client should take the charge, he may lose the client. My partner suggested that he would pay the express fee which was low cost. Actually, the problem is not only the fee, but also the position of the negotiation. It’s understandable that the client refused to pay the fee, after all it’s a new supply to the client, it would waste their money to receive goods are not eligible. the client has to face the risk of making incorrect decision. On the other hand, if we pay for it, the client probably associate that the supply must get a high profit in this deal, otherwise how is this company run and how could it be so stupid. Never will we allow ourselves to be put in such a passive position in future business cooperation. I suggest we split the costs, the sample is not worth much, and we are willing to bear a half of express fee to express our understanding and the sincerity of business cooperation. Meanwhile, the client asked for the sample showed that they also wanted to make a deal. You should choose your valuable business client rather than should serve everyone.