Do you send your customers fabric samples?
Offering samples is a common practice for online retailers. When shopping for materials on the web, it can be difficult for customers to get a sense of precise color and texture. Seeing and feeling a sample up close helps them better understand what they’re buying — whether they’re preparing to make a quilt, clothing, or another project.
For business owners, sending samples — sometimes called swatches — can help reduce returns, which disrupt inventory turnover. Customers who live far from your store may also request samples before visiting in person. Viewing the fabric in advance prevents them from making the trip to your shop and leaving empty-handed.
Ultimately, fabric samples build customer trust and increase revenue. In this blog, we’ll explore key considerations to guide you in providing this service effectively.
Let’s dive in.
The purpose of sending fabric samples is to help a customer make an informed decision about what they’re going to buy. Because most shoppers who request samples end up making larger purchases, some retailers are willing to send them free of charge.
On the other hand, since not all customers make a purchase, some retailers require a small fee for samples. Here are a few approaches you can take at your store:
So, which approach should you take? The answer depends on your customers. Once you start sending samples, track how many recipients buy something afterward. If most do, offering samples for free is unlikely to hurt your business.
But if many recipients aren’t making purchases, giving out free samples may not be worth the expense. In that case, make sure swatches arrive promptly and in good condition, since damaged or delayed samples can discourage potential buyers.
If your results aren’t what you expected, or if trends change over time, you can always begin charging for samples to protect profitability.
Related Read: Quality vs. Price: Teaching Fabric Value to Customers
No matter how you handle fabric samples, set clear policies from the beginning — and stick to them. Decide what to charge, whether larger swatches or shipping come with extra fees, and if customers can receive a credit toward a larger purchase.
Having policies in place prevents confusion and customer service issues. Make sure your staff understand the rules so they can explain them clearly and answer questions. Since many online retailers offer this service, customers may be used to another store’s approach or assume the rules if they aren’t communicated well.
Once you’ve made a few big-picture decisions about managing fabric samples, it’s time to start sending them out. As you approach this step, decide how large to cut each swatch.
Most samples measure between 2x2 inches and 5x5 inches, though some are larger. Upholstery swatches, for example, tend to be about 6x6 inches to 8x8 inches. Patterned pieces are often 8x10 inches or larger to show the full design.
Make sure the sample gives the customer a clear sense of the fabric’s look and feel. Pay attention to details, like displaying the full pattern on a piece of patterned fabric. Choose a size that’s substantial enough to answer the customer’s questions without wasting too much material.
Related Read: Custom Quilt Commissions: Profitable Side Business or Time-Wasting Distraction?
Modern software has simplified many aspects of running a retail business — including processing orders and shipping products. A point of sale (POS) system is a key part of this, and software built specifically for fabric stores can make your life even simpler.
Many POS providers also offer tools to customize your website and manage online sales. You can let customers ask for samples through your site and use your POS platform to track and fulfill them.
These systems make it easy to record sales data and spot patterns in customer behavior. For example, you can see who received fabric samples and who actually made a purchase — a simple way to measure how well your sample strategy works.
Built-in customer relationship management (CRM) tools can automate follow-up with emails or text messages. You might check in with customers who received samples to see what they thought of the fabric or answer any questions they have.
Related Read: Fabric Store POS Migration: 5 Tips for a Smooth Upgrade
Offering samples to potential customers helps you increase their confidence in your products, leading to sales. You can simplify the process of sending out samples — and running the rest of your business — with a POS system.
Like Sew is an all-in-one POS solution built with fabric stores in mind. Fractional yardage calculation makes it easy to ring up customers with custom fabric measurements, helping you keep track of stock on hand — even when cutting samples.
Sales data guides informed business decisions and CRM tools help you maintain customer engagement. Access to fabric supplier catalogs makes restocking your shelves straightforward.
At Like Sew, we want to set you up with all the POS features you need, at a price you can afford. Check out our Build and Price tool to see what plan is right for your fabric store!