外贸业务中，常有新客户对样品运费或大货运费提出异议。合理应对不仅能化解矛盾，还能增强客户信任。以下是针对常见问题的实用解决方案。

1. 对于有采购意向的客户，建议其先在线下单测试产品质量：“This is precisely the same product we offer. You can order one online directly for quality inspection.”
2. 若客户有后续订单计划，且已完成背景调查，可提出将样品运费在批量订单中抵扣：“We will apply the difference as a credit when you place your additional order.”
3. 提前沟通费用政策，明确批量订单达到一定金额后可返还或抵扣样品费用：“The sample charge will be refunded once the order is confirmed.” 或 “If the order value exceeds USD xx, we will deduct the sample freight charge from the future order.”
4. 若客户在中国已有其他货物，可提议样品随货发送：“If you have any other bulk orders in China, we can send the sample there.”

• 面对大型客户以规模为由拒付，可询问其是否有DHL/FedEx账号：“Do you have a DHL or Fedex account number? If it is convenient for you, please provide the account number information so we can arrange prepayment for your courier fee.” 若运费较低且客户可信，可考虑承担费用以促成合作。
• 对于试图“白嫖”的客户，应明确公司政策：“According to our company policy, we do not cover the fright charges for samples. Providing you with a free sample is already the best we can offer.”
• 针对小件低值样品，可采用“免费样品但不包邮”方式转移成本；对于高价值样品且客户不愿承担运费的，需警惕欺诈风险。

• 先安抚客户并解释原因：“The main reason for the increase in freight rates is the shortage of containers, which is unlikely to be alleviated in the near future. However, we will find other ways to reduce freight rates for you.”
• 报价时准备多家货代方案，若客户仍认为运费过高，可建议调整运输方式，如空运改海运、海运改陆运等。
• 主动提供货物详细信息（体积、重量、包装、起运港、目的港、交货条款等），便于客户自行询价，增强透明度与信任感。