Ordinary world

The story start from the beginning of 2017. At that time, I just started working in business, and I received some customers who were followed up by seniors. One of them is purchase order more and purchase one bigger orders every year, almost all of the same type product, follow-up and communication do not require too much attention. After several months of communication, the cooperation betweenus is very good.

Enlightenment

The exciting thing was came. In July 2017, the guest said that he would increase the order quantity. The order was still the same as we did before. The technology and factory have already had several years of service experience, the quality is guaranteed, we are the full confidence to signed contract with customer, when signing the contract, customer said: “Your price is three times more than other factory.. Why should I place an order for you, because the quality of you is very reassuring It saves us a lot of manpower and material resources… I hope that you will continue to do the quality as previous.” customer has not been the first time to feedback such information.

This big order has been done before, processed as usual, and quickly shipped to the customer, we also has been recognized by customers. After finishing the products, I talked to customer about the use of this batch of products. Of course, I hope that customer can come back with a bigger order.

Transfer

After the batch of large orders, the products were scattered in the following months, and after half a year, the customer suddenly called me for a trip. It is said that there is a bigger project to talk about, the price should be discussed again, so we must talk about the contract in person. Moreover, this product is the same as the big order product six months ago. Although it is difficult, our processing is very experienced. I am very confident that I can take the order. The client clearly stated that this face-to-face negotiation was to lower the price.

lose

The customer has proposed that cut cost in future, and I have to do a good job of reducing the cost in advance. We attach great importance to this cooperation and look for colleagues in the factory to seriously discuss the proposal to reduce costs. After 8 times of team meetings, we finally decided to proceed according to the previous fixed and mature process. Because we think of this kind of consumables, if change materials or save the process, the performance of the products will be greatly reduced. We cannot abandon quality in order to cut costs.

I immediately contacted with customer and reported the above situation truthfully. I quickly got customer response: “for this case, then you don’t have to come over and talk about the contract. Let’s think about it!”

I got a little embarrassed when I got this news. On the one hand, I am still worried that I will lose this business. On the other hand, I will prepare customers to find us again, because this batch of products is very difficulties. It is difficult to meet the quality requirements without technical support and processing experience. Moreover, customers always attach great importance to quality. Once the quality problem arises, the consequences are very serious.

I contacted with cutsomer again, and explained the hidden dangers of reducing quality. However, customer told me: “I am very sorry, the order has been processed by others, because your cost is several times higher than others!”

This result is somewhat unexpected for me: the customer actually chose a low-priced product,. This price difference is so great, that the processor is rushing for such a low price, how can the customer’s quality be guaranteed? I am indignant: “This is unfair to responsible companies…”

When I gave the report report to manager, the manager said: “double check with customer, he should be have another order, pleas return back!”

At that time, I was extremely unhappy at the time. Losing orders was because of unfair and unhealthy competition.

And the order has already been in other supplier, it is too late to say, and the customer has left the impression that the price is expensive and expensive, can you order again?

What can I do, I have to do.

In the half months, I felt very bad. It was the biggest blow since I change position to a business.

Bottom rebound

When I contacted with customer again, I had been in the past one month since last meeting. Customer mentioned the big order which one was not given to me last time. meanwhile said that he is in trouble now, he hope we will give priority to help him solve the problem. After the description of customer, I know that too many things happened this month. Another processor gave him a quality problem and could not use it. I hope that we can make it urgent and not delay the progress of his project. For this trust, I dropped a little bit of price, and at the same time we helped him process the finished product in the quickest way…

There was such a paragraph on the Internet:

There was a salesman who asked the boss: “There is a small factory in the market. The price is very low and it is difficult to deal with. What should I do?”

The boss asked: “Since this factory is so powerful, why has it always been a small factory, and we are big factories?”

In fact, low prices in the market usually only play the role of “spoiler”. In the competition, high prices are often distracted by low prices and even frightened, but the low price is always difficult to compete with high prices, even in the face of high prices.

Where is the after-sales service and constant innovation without profit

“Grab others’ orders, cut down their own way!” Enterprises that receive orders at low prices only value the immediate interests. It seems that the individual choices that are forced to do so are endangering the overall healthy development of the industry.

After this experience, I have more and more determined the company’s consistent sales policy, to create benefits for customers to solve problems through professional services and high quality, rather than to obtain orders in a way that disrupts market rules.