[China Glass Network] In fact, sometimes everyone will worry about spending money without buying value for money or services (including our own, so the customer's idea is completely understandable), but for understanding people's own The point is to explain the value of the price clearly. Every customer is a very smart person. They will not only say that the price is too high, but they will feel that the money is very good value.
Of course, you must also be honest and trustworthy on your own side, and truly do what you say and do. A word of Jiuding, a promise of gold. If you can't do it, you can't do it. Work hard, be honest.
The competition between suppliers and customers between prices is largely due to a game between suppliers seeking more profits and customers seeking lower costs. Suppliers do not trade at a loss, and customers also want to minimize costs while ensuring quality.
"You give me a little cheaper, I can buy cheaper in the market. If I don't give me a price cut, I can only make a choice again." Customers often use this sentence as the killer of the game. In the face of this move, suppliers often succumb to – for the market, can do it. That's it, in many cases there can only be one meager profit.
The customer’s killer can’t really catch it? Not really. How to pick up the move, listen to me!
I have a customer who is a sealant. The quality requirements for the coupling agent used above are not high. Many domestic manufacturers can provide coupling agent models that meet the requirements of his products. When choosing a supplier, this customer has a big advantage. What he cares about is how to find a cheaper supplier.
He inquired about the price of many suppliers of coupling agents, and of course also made inquiries in our company. The price of our company's products is considered moderate among these suppliers. He wants to buy the KH-550, ready to buy 300 kg.
"You are a manufacturer. You should have an advantage over other homes. How can it be higher than the price of some dealers?"
"Wang, I also think that the price of the coupling agent market is very different now. For the dealer, my suggestion is that although you do not have high quality requirements for the coupling agent, you must also ensure the stability of the product. The manufacturer that gets the goods is not fixed, which one is cheaper to take. The stability of the product is definitely not as good as the manufacturer. You also hope that the product you purchased has a good stability?"
"That would not be higher than them. How can the dealer's price be lower than the manufacturer's price?"
"Wang, the problem you said is indeed there. I will give you a bill: we will supply you, and we will provide you with technical guidance to ensure that you can achieve better results when you use it. Investing in certain funds to study the improvement of product quality and stability, in order to continuously improve the quality of our products, and indirectly improve the quality of your products. Dealers can not spend money to do research in this area, you say yes ?"
"Compared with other manufacturers, the price is not cheap! Other manufacturers can provide these. You give me a lower price, can do it, I will get the goods from you."
"In fact, you can think about it. The same product can be used very differently. If your customer uses your sealant, the requirements are not very high. I also suggest that you find it cheaper. Coupling agent; if the customer has higher requirements on the quality of your products, then consider our products. After all, we are also branding this letter to us. I have also mentioned this with you. Of course, we are investing The research and development, as well as the control of product quality, are more than other manufacturers."
"I also know Shin-Etsu, the quality of their products is really good. If you are cheaper, we will sign the contract. If it can't be cheaper, then it can only be the first."
"I also know that Wang always must consider the cost. Of course, our cost may be higher than other manufacturers. This is good, I will give you 2 yuan per kilogram. You can save some money on your side. We are here. Just take a hand, you can help, and the quality of our products is also here. After you use a lot, I will help you apply for a lower price."
"That will give me a contract first. I will give me a discount when I get the goods. I will see how big the production is."
This customer chose us on the front of the goods. In fact, the later price is not very low, or there is a part of the profit. For this case, make the following summary:
1. The customer asks that the low price is normal. When the customer talks about the price, we will talk about other aspects. Try not to engage in tug-of-war with customers on the price;
2, first "yes", then "but", that is, first affirm the words spoken by the customer, and then display their own reasons, so that customers can understand the reasons for the high price of the supplier, let the customer follow their own thinking;
3. Appropriately give customers some discounts, and under the premise of guaranteeing profits, appropriately lower the price to customers. The profit is less, the customer cost is lower, and the transaction is smoother.
In the game between suppliers and customers, if customers are asked to think about problems with their own thinking, they will tend to develop in a direction that is beneficial to them. Even if you make some concessions later, you will not let yourself be too passive, just to ensure the market and only "small profits."
User:
Practical experience, thinking from the perspective of the customer is more important than simply saying how good our products are, and it is important for customers to recognize our products.
User:
I was taught, and I really have to hold my breath. The list I ran last time was because I was struggling with the price of the customer. It was mainly because I showed my reserve price too early. As a result, the place was cheaper and I was not willing to pay the deposit. The result is collapsed!
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The after treatment method can be divided into two categories: physical/mechanical finishing and chemical finishing. According to the purpose of finishing and the different effects, it can be divided into basic finishing, appearance finishing and functional finishing.
Our after treatment products are mainly calendered, embossed and pearl paste printed fabrics.
The purpose of finishing:
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3. Improve the feel of textiles: Chemical or mechanical methods are used to give textiles a comprehensive touch feel such as softness, smoothness, fullness, stiffness, lightness or thickness. Such as soft, stiff, weight gain and so on.
4. Improve the durability of textiles: mainly use chemical methods to prevent damage or erosion of fibers caused by sunlight, atmosphere or microorganisms, and prolong the service life of textiles. Such as anti-mite, anti-mildew finishing.
Give textiles special properties: including some protective properties or other special functions. Such as flame retardant, antibacterial, water repellent, oil repellent, anti-UV and antistatic.
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