“Try before you buy” is an extremely common tactic that’s been around for ages. Customers can see if they like it, whether it’s to their taste and their standards first before committing to the purchase and investment. It can help build trust and convey confidence in your product and services. It’s low commitment before diving in with a large purchase that works with both B2B and B2C shops, though it’s usually seen in brick and mortar stores. As more businesses see the benefits of being online, it can be challenge taking all elements into a digital space, but with the right solution and some open mindedness, it can be done!
Why have samples?
Besides getting to see and touch it in real life, this can be important for things like cosmetics or anything you ingest; you want to make sure it agrees with you and is to your taste. For B2B, it can make sense to want to purchase a small portion to see if it’s up to snuff before you buy a large volume for restocking. Maybe customers are in the process of changing suppliers and it’s important to test the new products before deciding to jump in. There are plenty of examples from many industries. We highlight a few of them and how sampling can be an important part of customer satisfaction.
Example 1: Important Occasions
Say you sell stationery and printing wedding invitations as one of your services. On the website, you can convey the quality of your products and services through clear and informative content, ratings and reviews, high quality pictures, videos, and more. But with weddings being such an important occasion for customers, being able to feel the paper quality, the embossing, and other tangible details adds to the feeling of luxury and specialness you are hoping to sell. Samples can include paper of varying weights, with different coloured inks, perhaps foiled and engraving samples as it’s hard to accurately show the beauty of the products on a screen. Giving customers something to hold brings them closer to imagining their special day and actually making the purchase. It also gives them the chance to trust you because you’re making it easy for them to get samples for a fraction of the cost and it’s an investment they’re more likely to make.
Example 2: Things Look Different on Screen
Similar to the previous example, colours can look different on the screen vs. in person. Building on the last example of a business in the wedding industry, items like bridesmaid dresses or table linens are hugely dependent on the “right” colour. Getting fabric swatches as a sample would ensure all the colours match and is a cohesive look and style. Customers can make appointments to see swatches in the store, but offering samples online is a much quicker and easier way to do it. Swatches can help makes customers more confident in ordering online with your business.
Example 3: Quality Check
Samples are a way to check the quality. For some B2B companies, this can be very useful. For example, in a home renovations business, customers will want to see tiles or floor samples before committing to large purchase and actually installing. In a B2B situation where you sell to independent retailers, offering samples is a good way to ensure the quality is up to snuff before they put in a large order, especially if there is a new product or supplier. Anywhere products are sold in large quantities, there can be an option to sell a small sample to help sway the customer.
How is this handled in Nav-to-Net?
In Nav-to-Net™, it’s possible to have different units of measure for any particular item, be it a single piece, box, pallet, or anything you need. They can also be priced accordingly, so customers who order large quantities can see discounts. Different sales prices for different quantities of the same item can be managed in NAV and customers will always be presented with accurate pricing information. A separate unit (sample size, swatch, etc.) can be set up and sold. It’s also possible to add a separate “Sample” button for added visibility and promotion.
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