Mr. Liu, who manufactures liquid silicone rubber products, came to purchase Yuhui YH136 mold steel and told me, “We’re familiar with the performance advantages of your YH136. Many of our peers have used it to solve the problems of pitting and poor surface finish that occur when polishing standard S136 mold steel.”
Everyone has their own network. Before a customer approaches you, they’ve already done their research—they don’t come to you out of the blue.
This case also made me realize the importance of quality. Users are aware of your company’s positioning and the quality grade of your products—they even know exactly what problems your products can solve.
Your price, in fact, isn’t that important; customers already have a mental expectation of it before they approach you.
In reality, everyone understands the principle of value for money; it’s just that customers who can’t afford it are the ones constantly shouting about “value for money.”
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Wu Dejian’s tool steel, the chief of staff of the user, bought everything he had used.