Samples, demos and prototypes can be incredibly
useful as part of a pitch for new business
because it gives buyers a clear idea of what they might be purchasing.
So, let’s look at some of the pros and cons of each one.
A sample might be the complete product or a smaller version of it
and it’s a great way to showcase the products benefits.
But it’s important to factor in the costs involved.
If a distributor requests samples from you and you have an expensive product
you may consider asking them to contribute to the costs involved.
Demos
A demo is a great way of closing a sales deal
particularly if it shows the benefits of your product.
But be prepared to spend time planning for this presentation.
It may require more work than in the UK
because you’ll need to research the country-specific
challenges your buyers may face.
You should also be prepared to answer potentially difficult questions concerning
local regulatory or technical standards.
Prototypes
A prototype is an unfinished design of your product.
It’s not common to use these to close a deal
but they can be very useful for market testing.
For example, sharing with a user group to get an idea of
what is working and what needs to change.
Most countries have a limit on the value of goods you can bring in duty free.
This means that depending on the value of the equipment you take
you may need permission to bring it into another country.
Even if it’s just temporarily, to use for demonstration purposes.
You can get an ATA carnet for many countries,
often referred to as a passport for goods, that will cover your time away
and ensure you avoid any unnecessary duty.