很多咨詢的人一開口就問價格，每當(dāng)我直接報價，百分百的客戶都說“太貴了”，然后中斷咨詢，直接掛斷電話。他不說自己太窮了，就說我太貴了。真是！

我自我判斷應(yīng)該是以下3種情況：

第一種是這種客戶幾乎就是讓我來陪襯，因為他想確認(rèn)這個產(chǎn)品的價格和大概范圍，其實他已經(jīng)選定了供應(yīng)商，所以不管我究竟是便宜了還是貴了，他一律回答我太貴了。他不說自己太窮了，就說你太貴了。

第二種情況是，他對我什么也不了解，一點信任都沒有的，這跟我平時的輸出有關(guān)系，他反正看到我了嘛，就問一下，他對我什么都不知道，看了我發(fā)的東西，還是沒有建立起信任，就把我當(dāng)成一個陌生人，這樣的交流怎么會交流的好呢？因此也無疾而終。

第三種是客戶在貨比三家的過程中。先問了我一遍，再去對比了一圈，然后又回到我工廠來咨詢。他覺得我還可以的，我發(fā)布的信息和我平時的“所作所為？讓他回心轉(zhuǎn)意了，想找我做展柜，也可以說是建立起了一點信任感，把我當(dāng)作一個基本要交易的對象，或者是默認(rèn)的首選對象。

前面兩種情況，我一報價客戶就跑了。

為什么不能直接報價？

首先，展柜是一個工業(yè)品，不是像礦泉水、方便面這樣的東西，隨便有一個標(biāo)準(zhǔn)價格，展柜的價格關(guān)乎制作的全面質(zhì)量，在雙方不了解情況下報的價格，那是對彼此都不負(fù)責(zé)任，失敗率可達(dá)99%，一定見光死。但是也不要跟客戶爭鋒相對，要回答客戶問題。我一般都會了解客戶情況，他的使用場景是怎么樣，他的要求是高級還是低級，這個要弄清楚，不過我們是不做品質(zhì)要求低的產(chǎn)品和客戶。

我做的展柜都是以產(chǎn)品質(zhì)量要求高的客戶為主，我們工廠近30年來，制作了迪士尼漫威、卡西歐、飛亞達(dá)等近百個品牌，我們不是一個不負(fù)責(zé)任的小工廠，也不是一個不負(fù)責(zé)任的人，做了一單就跑路。

國內(nèi)外近百個品牌授權(quán)我們工廠定制的展柜和陳列道具。是授權(quán)，不是仿大牌，有很多公司做高仿定制找我們做一些陳列，但是我一律都拒絕了，不搞歪門邪道的小動作。

既能做鐘表、珠寶、博物館等展柜，又能做陳列道具的工廠，國內(nèi)沒有第二家。這么多年來，鑫峰廠一直堅持兩條腿走路，兩個行業(yè)都沒有放棄，一個工廠能存活30年沒有倒閉，毫無疑問一定是有自己對工藝獨有的竅門和秘訣的。

幾十家大小客戶的企二代走過彎路，最終還是回到鑫峰展柜廠定制展示柜和陳列道具。這樣的例子真的不少，父輩退居了二線，讓自己的下一代掌舵，新官上任一定要換換供應(yīng)商，最后吃了虧都回到了鑫峰來制作，這里面有品質(zhì)、售后、價格等等各方面的因素，一家上市公司一家有規(guī)模的企業(yè)考慮的一定不僅僅只是價格便宜。包括我自己也是，自作主張換了工廠的供應(yīng)商，最后發(fā)現(xiàn)試錯成本TM都太大了，合作開的供應(yīng)商或許不是最完美的，但一定是目前最適合自己企業(yè)的，跟我們最匹配的。沉淀了30年，供應(yīng)體系也是我們獨有的優(yōu)勢。

鑫峰廠還擁有自己的設(shè)計師團(tuán)隊，這在業(yè)界也許難找第二家，每年原創(chuàng)幾十款展柜和道具。在工廠擁有自己自主設(shè)計研發(fā)的團(tuán)隊，這真的是很少很少的，大多數(shù)同行工廠只是有一個拆解圖紙的繪圖員，而不是設(shè)計展柜形象的設(shè)計師。

3年黑天鵝過去，反而我們展柜生意還穩(wěn)步前進(jìn)了一些，我們一個70人小工廠，國內(nèi)經(jīng)濟(jì)國際經(jīng)濟(jì)對我們真的沒啥影響的。但是多做了一些展柜上的研發(fā)和創(chuàng)新，而且工廠是嚴(yán)抓了生產(chǎn)質(zhì)量，你想想，質(zhì)量差還要做高價格，還要做好業(yè)績，這有可能嗎？神仙都沒辦法吧，如果我們老板連自己能控制的生產(chǎn)質(zhì)量都不注重，企圖想賺錢，這有可能嗎？只會卷入跟同行無休止的價格戰(zhàn)之間去。

我們秉持正心正念做生意做展柜，把全面質(zhì)量達(dá)到了國內(nèi)一線水平，甚至有個別展柜對標(biāo)了全球一線品牌的制造質(zhì)量，質(zhì)量好了，價格自然也是貴的。

Many customers ask about the price immediately when they start a consultation. Whenever I quote directly, 100% of them respond with "It's too expensive" and abruptly end the conversation, hanging up the phone. Instead of admitting they're on a tight budget, they simply blame the price as too high. Frustrating, isn't it?

I've analyzed this scenario into three possible cases:

Customers Seeking Confirmation: They may have already chosen a supplier but are still testing the market. By asking for prices, they're essentially using me as a benchmark. No matter if my quote is low or high, their response will always be "too expensive."

Lack of Trust and Understanding: These customers have little to no knowledge or trust in me. My past communications and outputs haven't been enough to establish a rapport. They see me as a stranger, and such interactions are bound to fail.

Comparison Shopping: Clients might initially inquire from me, compare with others, and then circle back. They find me a viable option, having built some trust through my posts and interactions. I'm now a potential candidate or even the default choice.

In the first two scenarios, customers tend to walk away as soon as I quote.

Why not quote directly?

Firstly, exhibition cabinets are industrial products, unlike standardized items like bottled water or instant noodles. Their pricing is intricately tied to overall quality, and quoting without mutual understanding is irresponsible for both parties, with a failure rate of almost 99%. Avoid confrontations but address customers' queries tactfully. I always strive to comprehend their usage scenarios, requirement levels (high-end or low-end), keeping in mind we decline low-quality projects.

My focus is on clients with stringent quality demands. Our factory, with nearly 30 years of experience, has crafted exhibition cabinets for prestigious brands like Disney, Marvel, Casio, and Fiyta, among hundreds others. We're a responsible entity, not a fly-by-night operation. We're authorized manufacturers, not knock-off producers. We reject imitation requests, adhering to ethical business practices.

As the sole factory capable of crafting both high-end exhibition cabinets and display props for industries like horology, jewelry, and museums, our uniqueness lies in our dual expertise. Many clients, after exploring alternatives, inevitably return to us due to our quality, after-sales support, and pricing that reflects our comprehensive value. Even in corporate successions, where new leaders seek change, they often revert to us after realizing the costs of experimentation.

Xinfeng factory boasts a proprietary design team, a rarity in our industry, churning out dozens of original exhibition cabinet and prop designs annually. Most competitors merely have draftspersons who replicate designs, not creative minds shaping brand identities.

Despite the pandemic's challenges, our business has remained resilient, even advancing slightly. Instead of succumbing to market pressures, we've intensified R&D and quality control. Excellent quality underpins our premium pricing, a fact that cannot be overlooked.

We conduct business with integrity, elevating our comprehensive quality to national and even global benchmarks. Some of our pieces rival those of top international brands. By prioritizing quality, we've transcended mere price competition, fostering long-term partnerships based on mutual trust and value alignment.

我是展柜大小姐章婭妮，來自東莞鑫峰展柜廠，30年來我們廠只做類似于卡地亞珠寶這樣的奢侈品展柜和道具。

100多個國內(nèi)外品牌授權(quán)我們廠制作展柜和道具，雖然我們貴一點，但是品質(zhì)堪比卡地亞。

既能做鐘表、珠寶、博物館等展柜，又能做陳列道具的工廠，這樣的工廠，在國內(nèi)沒有第二家。

我已經(jīng)用自己的姓名“章婭妮”注冊了展柜品牌，這代表了我此生不轉(zhuǎn)行。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

手機(jī)/微信：17688026138

聯(lián)系人：章婭妮

地址：中國廣東省東莞市企石鎮(zhèn)永發(fā)工業(yè)區(qū)環(huán)企大道42號之一

I am Ms. Zhang Yani, from Dongguan Xinfeng Showcase Factory. For 30 years, our factory has only made luxury showcase and props similar to Cartier jewelry.

More than 100 domestic and foreign brands authorize our factory to make display cases and props, although we are a little more expensive, but the quality is comparable to Cartier.

Both can do watches, jewelry, museums and other display cases, but also can do display props factory, such a factory, there is no second in the country.

I have registered the showcase brand with my own name "Zhang Yani", which means that I will not change my career in this life.

Do not satisfactory display case, should come to Xinfeng factory to try.

Tel/wechat: 17688026138

Contact: Zhang Yani

Add: No. 42 Huanqi Road, Yongfa Industrial Zone, Qishi Town, Dongguan City, Guangdong Province，China.