If someone comes in just to get their ring size and you suspect they are buying online, here are approaches you can take:
Will of Bockemuehl Jewelers suggests telling the person there are too many variables like thickness of the gold, ect to give them a true size.
Paul Reiser brings up the good point that they are IN your store. Think of the millions of shoppers who never even come in. Once you have them in your store do all you can to win that sale. Maybe say something like this. “I know it’s bold of me but I’m guessing you are getting a ring elsewhere. All I ask is that you give me one chance to impress you. I am your neighborhood jeweler after all. What have you seen that you are interested in? I can make anything you can dream up…”
EXTREMELY UGLY
JEWELRY
How many
comments would
you get if you did this
at your store? Funny signs get people talking and make them smile.
Reminder
SELL THE STORY
Shoppers don’t really understand diamond prices. What shoppers do know is which diamond seller tells a better story.
To win the sale, you don’t need to be cheaper, just be the better story teller.
QUICK TIPS TO CLOSE MORE SALES!
TIP #1
I HAVE THE PERFECT THING
Run up to a customer and say
“I have the perfect thing for you!” After showing her a enough jewelry I am sure you WILL find her something perfect!
TIP #2
HAVE A VALUE STORY READY
Are these diamonds new from the cutter? Is this piece hand made? Is your jewelry marked down to make room for more?
Remember the price does not matter, its the price story that you need to sell.
TIP #3
CHICKS DIG CONFIDENCE
The best salespeople I know have one thing in common… CONFIDENCE! Don’t ask the lady trying on the necklace if she likes it. TELL HER how amazing it looks on her. Tell her it is the hottest necklace this season. Tell her that Taylor Swift wore one just like it.
CONFIDENCE SELLS!
TIP #4
Try using “Cost Per Wear”!
Yes it’s $3000, but what is that over 50 yrs? Isn’t it worth $60 a year to
have the best?
TIP #5
Sell quality as a way to save money. Ask your customer to think of a time they bought a nice purse or the best toaster. They enjoyed it more right? Their toast was more evenly toasted. The same is with jewelry. The best way to remind them is to compare it to something they know, like a good wallet verses a cheap wallet.
TIP #6
Create Urgency.
We all want something we can’t have. You can say how you had 3 other people looking at this item, or how there is no way it will be here after a week. How much more do you think she will enjoy that ring knowing she almost could not have it?
