To the window, to the wall…
Product samples convert them all!
If you’re gettin’ low on leads or conversions, a strategic product sample program might be the solution for your manufacturing business.
From windows and wall systems to flooring and roofing, building material manufacturers with a product sample program in place convert up to 7x more customers than those who don’t.
By offering product samples directly to contractors, designers, architects, and homeowners, manufacturers can showcase the quality and differentiating features of their products firsthand.
Keep reading to learn how product samples can generate more conversions and drive sales for your manufacturing business, including:
- Why Product Samples Convert More Customers for Manufacturers.
- Turning Sample Requests into Valuable Customer Insights for Manufacturers.
- 4 Tips for Effective Product Sample and Print Fulfillment.
Why Product Samples Convert More Customers for Manufacturers
While digital marketing channels offer a broad reach, holding and touching a product sample in your hands creates a powerful connection that a digital image can’t replicate.
After all, when a potential customer holds a product sample in their hands, they're not just looking at it but experiencing it. They can feel the texture of a fabric, the grain of a wood finish, or the weight of different paper types (as seen in our sample swatch below).
This allows potential customers to envision the product in their own spaces, how it feels when touched, or how the light plays off its surface.
Additionally, by including a selection of curated print marketing collateral alongside the product sample, manufacturers can demonstrate their commitment to customer satisfaction and understanding their customers' needs.
For example, architects and designers prefer to receive detailed specification sheets and technical brochures that cover the product's performance and compatibility with various building systems alongside their product samples. Homeowners, on the other hand, prefer to receive a sample kit that includes a beautifully designed print catalog or lookbook filled with design ideas.
It’s important to understand that every sample request provides a window into the mind of your target audience such as their home size, project types, timeline, budget, and pain points.
Here’s an example of how the product sample request process works (and why it’s a goldmine of actionable insights waiting to be tapped).
First, potential customers discover a manufacturer through its website, social media properties, or an online ad. From there, they click the "Request a Product Sample" button or link, which leads to an online form.
Next, potential customers complete the online form and give the manufacturer their name, shipping address, contact information, and, most importantly, insights into their needs, preferences, and project details. This allows the manufacturer to tailor the product sample package and follow-up communications to the individual's needs, such as:
- Project Type: Is it residential, commercial, or industrial?
- Scope: Are they building new, renovating, or simply seeking inspiration?
- Product Interests: What specific materials or finishes have caught their eye?
- Timeline: When do they anticipate making a purchase decision?
- Design Preferences: Do they have a particular style or aesthetic in mind?
When properly collected and analyzed, the first-party data from product sample requests can transform your understanding of your customers, refine your product strategies, and optimize your sales funnel.
Turning Sample Requests into Valuable Customer Insights for Manufacturers
Data from product sample requests does more than allow manufacturers to create a personalized customer journey; it can also be used to strategically inform future marketing campaigns, product development, and sales forecasting.
Targeted Marketing Campaigns
Manufacturers can identify patterns and trends among different audience segments by analyzing product sample data. For example, a roofing manufacturer might discover that architects request samples for high-end projects, along with technical documents like specification sheets and architectural drawings. Conversely, the construction industry is interested in receiving product samples and sales materials that explain how to sell the product effectively. This data is extremely valuable for print marketing strategies, positioning, and messaging.
Product Development
Sample requests can also provide valuable feedback on a manufacturer’s product offerings. By analyzing the types of samples requested and the feedback received, manufacturers can identify gaps in product lines and color options.
Sales Forecasting
By tracking product sample request data over time, manufacturers gain valuable insights into market trends and demand fluctuations. These insights can be used to forecast sales, optimize inventory levels, and make more strategic business decisions.
4 Tips for Effective Product Sample and Print Fulfillment
A successful product sample program involves much more than just getting the shipment out the door. It requires fast, accurate, and streamlined fulfillment of the samples, as well as the print marketing materials that accompany them.
Speed
First and foremost, speed is crucial. Response rates can fall by as much as 90% if a product sample order isn’t received within a week of submitting the request. Don't let the excitement generated by the sample fade away, and ensure product sample requests are fulfilled as quickly as possible.
Precise Inventory Management
Speed and precise inventory management are directly related. One of the most common causes of shipment delays is out-of-stock inventory. Meticulous inventory management practices are essential to guarantee product samples and print marketing collateral are readily available for prompt shipment.
Professional Packaging
How product samples are presented speaks volumes about a manufacturer’s attention to detail. Invest in top-notch custom packaging to protect samples during transit and showcase your commitment to high-quality presentation.
Outsource to a Professional Product Sample and Print Fulfillment Partner
Let’s face it: fulfilling sample requests in-house can drain bandwidth and resources. Outsourcing your product samples program to an experienced marketing fulfillment company like Artisan Colour gives your manufacturing business a major advantage.
Working with Artisan Colour gives you access to a dedicated team of experts who understand the nuances of the building materials industry. Our turnkey solutions for product sample and print fulfillment include:
- Order Processing and Fulfillment: Once a potential customer submits a sample request form on your website, we handle everything from there. Our team of fulfillment experts will promptly process the order, insert the requested sample(s), print marketing collateral, and professionally package and ship the order.
- CRM Connectivity: Seamlessly integrate your website's sample request form and CRM platform directly with our sample and print fulfillment services. We can connect to your CRM through an API to we can automate updates to your CRM with data related to customer sample requests, fulfillment status, and delivery confirmations.
- Inventory Management: We provide a secure, climate-controlled warehouse to store product samples, brochures, and other marketing materials. Our team meticulously tracks inventory levels, ensuring you always have enough stock when a potential customer requests a sample. We also offer data-driven insights to optimize inventory levels and forecast demand, ensuring efficient use of your resources.
- Kitting and Assembly: Our team can assemble custom product sample kits that include product samples, brochures, color swatches, installation guides, and other relevant materials. This creates a professional and cohesive presentation that elevates your brand image and provides potential customers with all the information they need to make an informed decision.
We can also support all of your printing, signage, direct mail marketing, and promotional product needs, including:
- Print Services: Marketing collateral, catalogs, branded packaging, vehicle wraps, personalized printing, promotional products, and web-to-print.
- Color Management: Prepress, premedia, online image libraries, photography, graphic design, and image retouching.
- Signage and Branding: Business signage, wall and window graphics, indoor and outdoor banners, trade shows and events, retail displays, and wall wraps.
- Direct Mail Marketing: Direct mail campaigns, personalized direct mail, mailing lists, Informed Delivery, and web to mailbox.
Contact us today to get started!
