PI发出去后的第二天，Thompson就安排了定金转账。但到了第三天，客户发来一封邮件——“Before I pay the full amount, can you send me a sample first? I need to see the actual silk-screen quality before mass production.”

这个要求合情合理，林薇很快就回复了：“Yes, we can prepare a pre-production sample with your logo. The sample fee is USD 200, and we will deduct it from your bulk order payment.”

客户没有立刻回复。过了几个小时，Thompson回了一封更短的邮件：“Other suppliers send samples for free. Can you waive the sample fee?”

林薇看到这封邮件，后背微微坐直了。她以前听老周提过一句：“愿意付样品费的客户，不一定靠谱；但连样品费都要磨半天的，大概率后面还有别的事要磨。”她想了想，没有直接回“不行”，而是把公司的样品政策整理了一下，用表格列出来发给客户：

“Our sample policy:

• Sample fee: USD 200（covers material, printing plate setup, and labor）
  


• Shipping cost: to be covered by buyer
  


• Sample fee is fully refundable upon bulk order confirmation（deducted from the total amount）
  


• We will provide photos and videos of the sample-making process for your approval at each step
  

We understand some suppliers offer free samples, but they usually do not include custom printing or they charge the setup fee separately later. Our USD 200 is the all-in cost for a fully customized sample with your logo.”

她又加了一句：“If you are not satisfied with the sample, you don't lose the USD 200——it can be applied to any future order with us. It's not a cost, it's a deposit.”

邮件发出去之后，两天没有任何回复。林薇每天早上打开邮箱第一件事就是看有没有Thompson的邮件，连续两天都是空的。

第三天上午，她在整理产品表格的时候，手机突然弹出一条PayPal到账通知——金额205美元，汇款人署名M.Thompson，备注里只写了一句：“Sample fee + shipping estimate. Please proceed.”

林薇盯着那条通知看了好一会儿，然后截图发给老周，备注了一句：“客户付样品费了。”

老周回了三个字：“好兆头。”

林薇放下手机，打开笔记本翻到新的一页，在上面写：“样品费是检验客户诚意的第一道门槛。愿意付的未必一定成交，但连这个都不愿意付的，后续大概率在价格、交期、付款条件上还要反复拉扯。版费也一样——客户怎么对待前置成本，就怎么对待合作关系。”

她把笔记本合上，拿起电话打给了老陈：“陈哥，客户付样品费了，咱们准备打样。丝印的LOGO文件我发你邮箱，什么时间能出？”