方先生在電話里說：“我關(guān)注你DY很久了，經(jīng)?？茨惆l(fā)視頻，今天才聯(lián)系你們，我是廣州的外貿(mào)公司”

我說：“你們是外貿(mào)公司，那應(yīng)該都有合作開的工廠了，怎么還想到找到我這里來呢”？

方生又說：“我在廣州有一些合作的展柜工廠，有3點(diǎn)原因，第一是品質(zhì)不穩(wěn)定，第二是交期拖、沒有信用，第三是價格也高，價格跟我們的接單價無異，沒有競爭力。所以我急需再找新的展柜工廠”。

原來是這樣，找我的客戶只有2種情況，一種是從來沒接觸過實(shí)體店的，一種是做過展柜的。顯然方先生是懂展柜制作，他這樣的客戶來找新的供應(yīng)商，一定是老供應(yīng)商出現(xiàn)了問題，不然不會大費(fèi)周章找新人。

既然是出了問題，那我一定要問問是哪方面的原因，看看我能否解決他的問題。方先生在電話里說了很多，愿意溝通的客戶是好客戶，而不是一上來就問多少錢？你什么情況都沒說，我怎么知道多少錢？

他們現(xiàn)在接了一個美國的珠寶展柜訂單，苦于沒有好供應(yīng)商，才想到來聯(lián)系我，希望我能發(fā)一些曾經(jīng)做過的美國客戶的資料給他看看。

我說“我們?nèi)ツ臧l(fā)過紐約和波士頓的展柜，還是有經(jīng)驗(yàn)的，但是我們以對標(biāo)國際奢侈品展柜的標(biāo)準(zhǔn)為主，沒有做便宜的展柜。廣州到我工廠這么近，就1個多小時，希望你能來現(xiàn)場看看工廠，我們面聊會更好?！?/span>

“好啊好啊，一定過去拜訪，就是想找高質(zhì)量的展柜”

雖然這個新客戶還沒有成交，但是從前面我們溝通來看，他是有誠意想制作展柜的，而且不是說就想找便宜展柜廠。

展柜是一個工業(yè)品，不是像礦泉水、方便面這樣的快消品，有一個標(biāo)準(zhǔn)價格，買了也不吃虧，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(bào)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。

所以對沒有品質(zhì)要求的客戶，從來不亂報(bào)價，他要是非要一個價格，我通常也隨口報(bào)一個，你不尊重產(chǎn)品的要求，那我也沒必要再尊重價格了。想把一個產(chǎn)品做好，從來不是一個簡單的事，客戶對品質(zhì)的認(rèn)識，我們對實(shí)際制作成本的了解，最后出來的展柜才是雙方都滿意的，客戶能收獲滿意的產(chǎn)品。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

Mr. Fang mentioned over the phone, "I've been following your Douyin account for a long time and regularly watch your videos. It's only today that I've reached out to you because I represent an export company based in Guangzhou."

I responded, "Since you're an export company, you should already have factories you collaborate with. Why are you considering working with us?"

Mr. Fang explained, "In Guangzhou, I do have some partner exhibition cabinet factories, but there are three main issues: first, inconsistent quality; second, delays in delivery and lack of reliability; third, high prices that match our selling prices, leaving no room for competitiveness. Therefore, I urgently need to find a new exhibition cabinet factory."

Understanding his situation, it became clear that clients like Mr. Fang who seek new suppliers typically do so because their existing suppliers have encountered problems. If not, they wouldn't go through the trouble of finding new partners. Given that there were issues, I needed to inquire about the specific reasons to see if I could address them. Mr. Fang was very communicative during our call, which is a positive sign indicating a willingness to build a partnership rather than simply asking about prices without providing context.

They have recently received an order from the United States for jewelry display cabinets and are struggling to find a reliable supplier, leading them to contact me. They hope to review documentation of previous work we've done for American clients.

I replied, "We shipped display cabinets to New York and Boston last year, so we do have experience in this area. However, we primarily align with international luxury standards and don't produce lower-cost cabinets. Since your location is only a little over an hour away from our factory, I hope you can visit us in person for a better understanding through face-to-face communication."

"Absolutely, I will definitely visit. I'm specifically looking for high-quality display cabinets," he agreed.

Although this new client has not yet placed an order, from our conversation, it's evident that he is sincere about manufacturing display cabinets and is not merely seeking the cheapest option.

Display cabinets are industrial products, not fast-moving consumer goods like bottled water or instant noodles, which have standard pricing where customers feel they won't be at a disadvantage when purchasing. The price of a display cabinet is closely tied to its overall quality. Providing a quote without mutual understanding would be irresponsible to both parties and likely result in failure.

Therefore, for clients with no quality requirements, I never give random quotes. If someone insists on a price without respecting product specifications, I usually provide a casual response because if they don't value the product's requirements, there's no need to respect the price either. Producing a high-quality product is never a simple task. A satisfactory outcome depends on the client's appreciation of quality and our knowledge of actual production costs. Only then can we deliver a product that satisfies both parties.

For those who have been dissatisfied with previous display cabinets, we invite you to try Xinfeng Factory.