我說：“不好意思，你說的這種超市柜，我沒有做，你找別的廠家”。

有時候，直接了當?shù)木芙^客戶，也是一件好事，節(jié)約他的時間，也不耽誤自己。

事情是這樣的，今天一大早，接到一通電話，是江西的王生打過來的。

王生接通問：喂，你們這里是可以做展柜嗎？

我：是的，我是做展柜的工廠，在東莞。

王生又說：我想做超市里面做一排靠墻包著柱子的柜子，你們能做嗎？

我一聽，是超市，那估計十有八九不是我們的客戶。為什么我可以這么篤定下判斷，如果是放在2年前我剛做業(yè)務那時候，每天每一個客戶來電我都當成“上帝來電”，高興的的不得了。我覺得每一通電話都可以給我下展柜訂單，其實并不是的。

電話接的多了，就發(fā)現(xiàn)，我能做的就那一小戳客戶，很多電話接通就是為了辨別，這樣的客戶你做不了。

我們工廠30年多年以來，都是專注于做類似于卡地亞品質(zhì)這樣的珠寶、手表展柜和道具，而且有國內(nèi)外100多個品牌的授權(quán)，這所有的授權(quán)書都在工廠放著，可供查閱。我的準客戶是要對品質(zhì)有高要求，而且要能付的起款，這才是我應該去研究、服務的對象。當然咯，這個世界上要做展柜的人是很多的，只不過很多不是我的客戶。

緊接著，我回復王生：超市里你是用來放什么產(chǎn)品的？

他說：用來放嬰幼兒奶粉的，不用做很好的。

我：哦，那這種我們沒有做，我們都是做制造質(zhì)量好的珠寶手表店鋪展柜。

我遇到真正最后成交的客戶，當我說到制造質(zhì)量好的時候，他們就會說“對啊，我就是要找質(zhì)量好的工廠來制作”

而不是，聽到這里，就，啪，一聲掛斷了電話，傳來一陣“嘟...嘟...嘟...”

王生說：你能做好的展柜，那做我們超市的更沒問題了、

你還是再找找吧。

曾經(jīng)，有太多開超市的人找過我們做貨架了，不是不能做，而是能做的工廠實在太多了，客戶的選擇也多，他為什么要選擇我，我自己都說不過去。

與其浪費彼此的時間，還不如在了解好需求之前，連地球號都不用加了，直接掛斷吧，世界上，好的客戶太多了，客戶要找到合適的工廠，工廠也要找到合適的客戶，這樣才能各取所需，一拍即合。

把好貨硬賣給不需要的人，是件很別扭的事，從一開始，就找錯客戶。真正需要的客戶反而找不到好貨，在錯誤的合作上，應該不宜多做停留，把有限的精力用在提高制造質(zhì)量和展柜設(shè)計上，同時尋找、等待合適的客戶。

做了不稱心的展柜，應該來鑫峰廠試試。

I said, "I'm sorry, but we don't make the type of supermarket cabinets you're referring to. You might want to look for another manufacturer."

Sometimes, directly rejecting a client can be a good thing—it saves their time and doesn't waste yours.

Here's what happened today: early in the morning, I received a call from Mr. Wang in Jiangxi.

Mr. Wang asked, "Hello, can you make display stands?"

I replied, "Yes, I run a factory that makes display stands in Dongguan."

Mr. Wang then said, "I want to make a row of cabinets in a supermarket that will wrap around the columns. Can you do that?"

Upon hearing that it was for a supermarket, I was pretty certain it wasn't a client for us. Why am I so confident? If it were two years ago when I first started in business, I would have treated every call as if a god had called, feeling elated. I used to think every call could lead to an order for display stands, but that wasn't the case.

After taking many calls, I realized that I can only serve a small segment of clients. Many calls are just to screen out those I can't serve.

Our factory has been specializing in high-quality jewelry and watch display stands and props similar to Cartier's standards for over 30 years.

We have authorizations from over 100 brands, both domestic and international, and all these authorization letters are available for review at the factory. My ideal clients are those who have high quality requirements and can afford our prices. There are many people who need display stands, but many are not my clients.

I followed up with Mr. Wang, "What kind of products will these cabinets be used for in the supermarket?"

He said, "They will be used for infant formula, and they don't need to be of high quality."

I responded, "Oh, we don't make that type of cabinet. We specialize in high-quality jewelry and watch shop display stands."

When I encounter a client who eventually becomes a customer, they usually respond positively when I mention high quality, saying, "Yes, I want to find a factory that can produce high-quality stands."

However, some clients hang up immediately upon hearing this, leaving a series of "beeps."

Mr. Wang said, "If you can make high-quality stands, you should have no problem making supermarket cabinets."

I replied, "You might want to look elsewhere."

In the past, many supermarket owners have approached us to make shelves. It's not that we can't do it, but there are so many factories that can, and clients have plenty of choices. Why would they choose us? I can't even convince myself.

Rather than waste each other's time, it's better to hang up the call before even adding each other on social media. There are plenty of good clients in the world, and clients need to find the right factory, just as factories need to find the right clients. This way, both parties can meet their needs and come to a mutual agreement.

It's awkward to force a good product on someone who doesn't need it, especially if you've targeted the wrong client from the start. The right clients who truly need high-quality products may struggle to find them if they end up in the wrong partnership. It's best not to linger in unsuitable collaborations and instead focus limited energy on improving manufacturing quality and display stand design while seeking and waiting for the right clients.

If you're not satisfied with your current display stands, you should try Xin Feng Factory.

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，應該來鑫峰廠試試。

手機/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.