Pricing is not cost-plus. It is a dynamic decision based on channels, customer psychology, and the competitive landscape. Different platforms have completely different user behaviours that require different pricing strategies.
In the export/overseas trade scenario, customers care about quality and trust. The pricing strategy should be market price plus ten to twenty percent, leaving room for negotiation while maintaining reasonable profit. When customers bargain, concede five to ten percent. The floor should not go below cost plus twenty percent. Being too cheap in overseas markets signals unreliability.
On Alibaba International Station, a wholesale-style platform with strong price comparison, you should quote slightly above the middle range and avoid competing on rock-bottom prices. Take the middle price of the top three competitors and support your pricing with quality and after-service messaging. The lowest price attracts price-comparison shoppers with thin margins and high service costs.
On Taobao, the core logic is: whoever looks more professional wins, not whoever is cheaper. Price strictly at market rate. Compete through images, titles, and reviews. On Pinduoduo, the model is pure low-price volume. Quote the lowest price directly. Margins are thin but traffic is highest.
Xianyu is aunique platform. User mentality is a mix of bargain hunting and fear of being cheated. Quote ten to thirty percent above the average price of competitors. Do not compete on price. Win through professional background and trust. On Xianyu, the lower your price, the less people trust you. The moderately high price is what actually sells.
For consulting services, the best approach is to quote a medium-to-high price and close deals through professionalism and trust. The core strategy can be summarised in one sentence: if you want to make real money, go high-end. If you want volume, go lowest price. If you want stability, go market rate. Consulting services can only go along the high-price, professional, trust route. This is not a choice. It is determined by the structure of the industry.