Posted 25 Nov 2011 01:43
First: make sure you make the sample perfect. So it can be actually used. Then: charge all the costs to the client but arrange that the client can deduct 50% of sample and shipping fees from the first order payment. If it is a big order you can calculate the sample costs in the order and let him pay back all the costs.
IF YOUR SAMPLE IS REALLY GOOD, WELL PACKED AND LABELED AND AS THE CLIENT WANTS IT, THEN A SERIOUS CLIENT WILL BUY FROM YOU AND NOT FROM YOUR COMPETITOR, even if your price is a little bit higher.
If a prospect can not agree on that, that he's not a serious buyer.
For a existing serious client, I would not nag about anything. Just make the perfect sample and send it to him. And make sure that the production is AS GOOD as the sample. THAT is what makes clients happy.
You would be surprised how many clients would pay a little bit more if you make products good or even better than they expected!