还有一位是手表品牌客户，翻单做道具，今年的道具价格上涨了30%，客户对比一圈还是选在我们展柜厂制作，这是我们第三次给他做道具。2022年之前也是在别的道具厂制作，制作水平那跟我们不在一个层级，所以品质还是他们选择的第一要素，品质稳定，交期稳定，自然客户就付了全款。There is also a watch brand customers, turn to do props. Props prices rose 30% this year, and customers contrast a circle or choose in our display factory production. This is the third time we do props for him. Before 2022, he had made in other props factories. The production level was not at the same level as ours, so quality was still the first factor they chose. The quality was stable, the delivery time was stable, and naturally the customer paid the full price.

这个月关于海外的订单，我们真的是忙得不亦乐乎。 We are really busy with our overseas orders this month.

而赢得一个新客户更不容易，一个人有1.0倍的动力去采购一个产品，就会产生2.5倍的反作用力让你害怕去采购这个产品怕踩坑。需要他100%的信任我们，人家这是拿金钱在信任你，很多人甚至都没见过面，只在网上沟通，还要给我打过全款来才开始工作。为了让客户完全信任我们，只能矜矜业业的做好制造质量和提升专业水平，一次成交，终身客户。It's even harder to win a new customer. A person who is 1.0 times more motivated to buy a product is 2.5 times more reaction than someone who is afraid to buy the product. He needs to trust us 100%. He is taking money to trust you. Many people have not even met, only online communication, but also to give me a full payment to start work. In order to make our customers trust us completely, we can only do a good job in manufacturing quality and enhance the professional level. One deal, and life-long customers.

这家店，首先是先预付了设计费，几天时间把柜台和道具都设计完了，然后客户就来厂详谈，我记得她说的印象最深的一句话就是This shop, first of all, prepaid design fees, a few days to the counter and props are designed. Then the customer came to the factory to talk about. I remember what impressed me the deepes is “我没有找过别的厂家，我就相信你，我要做柜台质量好的,所以才到东莞来”“I didn't look for another manufacturer. I believe you. I want to do good quality counter, and that's why I came to Dongguan.”

注册商标，并不代表我多“牛逼”，但是可以表示我做事认真，意志坚定，表达了我做品牌的决心。注册商标成功只是一个开始，需要我在日常工作中用心呵护，日积月累，把商标做成一个品牌才是终极目标，这其中还有很长的一段路要走，只要走在正确的道路上，哪怕慢一点也没关系，毕竟我们还要再做30年。 The registered trademark does not mean that I am more "bull force", but it can mean that I am serious, determined, and express my determination to make a brand. Registered trademark success is just a start. I need to care for in daily work. Over time, the trademark into a brand is the ultimate goal, which there is still a long way to go, as long as on the right road, even if a little slow does not matter. After all, we have to do another 30 years.

我一直相信，我们的工厂虽小，但是客户都是非常有实力的，我们展柜的价格也不便宜，比同行都贵，比国际一线品牌还是要便宜，他们依然能够选择我并且用实际行动——付全款，来支持我。可见既付得起钱又对品质又极高要求的客户还是很多的，从前过去未来，我的目标客户群体一直是这波人。I have always believed that although our factory is small, our customers are all very powerful. The price of our display case is not cheap either. It is more expensive than our peers but cheaper than international first-tier brands. They can still choose me and back me up with action -- full payment. It is obvious that there are still many customers who can afford to pay and demand high quality. In the past and future, my target customers have always been this group of people.

就好像我们买一瓶矿泉水，有2元的娃哈哈也有十几元的巴黎水，巴黎水的销量在高端场合一直居高不下，如果买东西只看价格，那巴黎水都灭绝了。我们鑫峰展柜厂已有30年，都是做类似于卡地亚品质的展柜和道具，现在像我们这样的工厂很少的。30年都是做高标准的展柜，而且工厂有专业的全职设计师10个，我们不做便宜的展柜。Just like when we buy a bottle of mineral water, there are 2 Yuan Wahaha and also more than 10 yuan of Paris water. Paris water sales in high-end occasions have been high, if you buy things only look at the price, then Paris water is extinct. Our Xinfeng Display Factory has been 30 years, making display cabinets and props similar to the Cartier quality. Now factories like our factory just a few. 30 years to do high standard display case, Xinfeng factory has 10 full-time professional designers, we do not do cheap display case.

这就是所谓的天使客户啊，付的起款，并且对品质有要求。他也没有时间啰嗦在展柜制作上，展柜是他门店经营很小的一部分，哪怕我展柜的价格比其他厂家是贵一些，但是我们品质做的好，哪怕真过了7、8年，售后也有保障，只要合适，“咔咔”一下就付款。This is what called angel customers, having enough money, and the high quality requirements. He also didn't have time to dwell on the production of the display cases, which were a small part of his store's operation. Even though the price of our display cases was a little higher than that of other manufacturers, we did a good job, even after seven or eight years, after-sales also have security. As long as appropriate, “Ka Ka” on the payment.

销售展柜的本质是信任，没有目标客户的信任，他就没有心理感知上的理由去购买。第一次购买，完全取决于心理感知。第二次购买，完全取决于第一次购买后的体验感受。The essence of sales display is trus. Without the trust of the customer, he will have no reason to buy. The first purchase is all about perception. The second purchase, completely depends on the experience of the first purchase.

可是现在既然要做展柜，就要针对不差钱有品位的客户去研究，他们的消费水平，他们的审美高度，他们的生活水准，他们的使用习惯，再一贯用穷人的思维去思考就不对了，“价格便宜，品质差不多就行了”要彻底撕掉这个标签。But now, since we want to make the display case, we have to study the consumption level, the aesthetic level, the standard of living, and the usage habits of the customers who do not lack money and taste. It's not right to think like a poor person all the time. “It's cheap, it's almost good enough” should be tore off.