對(duì)于一些小客和新客，我一般是這樣做的：向客人說明我們很樂意隨時(shí)免費(fèi)推薦最新潮的產(chǎn)品款式給他們，以吸引更多的客戶和生意。但我們又面臨負(fù)擔(dān)大數(shù)目快遞費(fèi)用的困擾。如果客人愿意為我們分擔(dān)快遞費(fèi)的話(例如提供到付賬號(hào))，將是對(duì)我們工作極大的支持。這樣我可以多推薦一些有新意的樣品給客人。當(dāng)然，為幫助客人節(jié)約快遞費(fèi)，我們推薦新東西給客人都會(huì)從實(shí)用性考慮，在寄出之前都會(huì)通知客人(照片給客人看)，客人看過確定需要后才寄出。

我想這種方式對(duì)于一些真正有意開拓生意的客戶會(huì)有一定的效果的。 而對(duì)于那些大客老客，盡管他們每年和我們的生意額很大，我一般還是會(huì)出以下這封信件給客戶的。

Dear Sirs,
Firstly thank you for your continuous supports in the past years, we wish both business snowballing in the coming years.
As per the summing-up made by our financial department in the last half year, the statistics showed that we had a very heavy burden on sample cost. Just as you know, during the past years we supplied the small qty samples to our customer free of charge. In this way, we not only had to pay the samples cost in our factory, but also pay for the postage to express courier, such as UPS, FedEx, however, our profit is getting smaller and smaller. Under the above-mentioned situation, we find it is getting difficult to run business in this way. In order to solve this matter in a reasonable way, we hope our customer could help to share the cost by paying the postage. So could you please inform us your account number of UPS or FedEx or other express by return? So that we could send samples by your account number, while we will supply the samples which are free of charge in normal small quantity as before.
We believe this will do favor to develop the business between us. Most of our customers are doing in this way now. We sincerely hope it will be also workable to you. Please kindly comment the new way and advise us your A/C No. Thank you for your cooperation.
Looking forward to hearing from you soon.

客人收到此信后，就算還是不肯負(fù)擔(dān)郵費(fèi)，也不再會(huì)隨意要樣品了。