很多咨询的人一开口就问价格，每当我直接报价，百分百的客户都说“太贵了”，然后中断咨询，直接挂断电话。他不说自己太穷了，就说我太贵了。真是！

我自我判断应该是以下3种情况：

第一种是这种客户几乎就是让我来陪衬，因为他想确认这个产品的价格和大概范围，其实他已经选定了供应商，所以不管我究竟是便宜了还是贵了，他一律回答我太贵了。他不说自己太穷了，就说你太贵了。

第二种情况是，他对我什么也不了解，一点信任都没有的，这跟我平时的输出有关系，他反正看到我了嘛，就问一下，他对我什么都不知道，看了我发的东西，还是没有建立起信任，就把我当成一个陌生人，这样的交流怎么会交流的好呢？因此也无疾而终。

第三种是客户在货比三家的过程中。先问了我一遍，再去对比了一圈，然后又回到我工厂来咨询。他觉得我还可以的，我发布的信息和我平时的“所作所为？让他回心转意了，想找我做展柜，也可以说是建立起了一点信任感，把我当作一个基本要交易的对象，或者是默认的首选对象。

前面两种情况，我一报价客户就跑了。

为什么不能直接报价？

首先，展柜是一个工业品，不是像矿泉水、方便面这样的东西，随便有一个标准价格，展柜的价格关乎制作的全面质量，在双方不了解情况下报的价格，那是对彼此都不负责任，失败率可达99%，一定见光死。但是也不要跟客户争锋相对，要回答客户问题。我一般都会了解客户情况，他的使用场景是怎么样，他的要求是高级还是低级，这个要弄清楚，不过我们是不做品质要求低的产品和客户。

我做的展柜都是以产品质量要求高的客户为主，我们工厂近30年来，制作了迪士尼漫威、卡西欧、飞亚达等近百个品牌，我们不是一个不负责任的小工厂，也不是一个不负责任的人，做了一单就跑路。

国内外近百个品牌授权我们工厂定制的展柜和陈列道具。是授权，不是仿大牌，有很多公司做高仿定制找我们做一些陈列，但是我一律都拒绝了，不搞歪门邪道的小动作。

既能做钟表、珠宝、博物馆等展柜，又能做陈列道具的工厂，国内没有第二家。这么多年来，鑫峰厂一直坚持两条腿走路，两个行业都没有放弃，一个工厂能存活30年没有倒闭，毫无疑问一定是有自己对工艺独有的窍门和秘诀的。

几十家大小客户的企二代走过弯路，最终还是回到鑫峰展柜厂定制展示柜和陈列道具。这样的例子真的不少，父辈退居了二线，让自己的下一代掌舵，新官上任一定要换换供应商，最后吃了亏都回到了鑫峰来制作，这里面有品质、售后、价格等等各方面的因素，一家上市公司一家有规模的企业考虑的一定不仅仅只是价格便宜。包括我自己也是，自作主张换了工厂的供应商，最后发现试错成本TM都太大了，合作开的供应商或许不是最完美的，但一定是目前最适合自己企业的，跟我们最匹配的。沉淀了30年，供应体系也是我们独有的优势。

鑫峰厂还拥有自己的设计师团队，这在业界也许难找第二家，每年原创几十款展柜和道具。在工厂拥有自己自主设计研发的团队，这真的是很少很少的，大多数同行工厂只是有一个拆解图纸的绘图员，而不是设计展柜形象的设计师。

3年黑天鹅过去，反而我们展柜生意还稳步前进了一些，我们一个70人小工厂，国内经济国际经济对我们真的没啥影响的。但是多做了一些展柜上的研发和创新，而且工厂是严抓了生产质量，你想想，质量差还要做高价格，还要做好业绩，这有可能吗？神仙都没办法吧，如果我们老板连自己能控制的生产质量都不注重，企图想赚钱，这有可能吗？只会卷入跟同行无休止的价格战之间去。

我们秉持正心正念做生意做展柜，把全面质量达到了国内一线水平，甚至有个别展柜对标了全球一线品牌的制造质量，质量好了，价格自然也是贵的。

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.

我是展柜大小姐章娅妮，来自东莞鑫峰展柜厂，30年来我们厂只做类似于卡地亚珠宝这样的奢侈品展柜和道具。

100多个国内外品牌授权我们厂制作展柜和道具，虽然我们贵一点，但是品质堪比卡地亚。

既能做钟表、珠宝、博物馆等展柜，又能做陈列道具的工厂，这样的工厂，在国内没有第二家。

我已经用自己的姓名“章娅妮”注册了展柜品牌，这代表了我此生不转行。

做了不称心的展柜，应该来鑫峰厂试试。

手机/微信：17688026138

联系人：章娅妮

地址：中国广东省东莞市企石镇永发工业区环企大道42号之一

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.