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| Tuesday, May 9, 2006 It's time for spring cleaning! This week, as I prepare to give birth to my new son, I have been cleaning and organizing my house and life. For you, I suggest a spring cleaning of your own. Take the time to evaluate your organizational tactics you use. Are they making your life easier or actually hindering your progress? Unleash all the piles of paper that can bog you down. A clean and organized office or home allows for a clearer mind. We could all use clearer minds in today's crazy world. This week's question (Email me your feedback and you will receive a gift coupon toward a GemFind service of your choice): What has been your most successful promotion this year? |
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Email me
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at 800-373-4373 x 215
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What's not to like? Email campaigns can work for you. We are offering serveral special programs to get you started. Email me and I'd be happy to design a program that fits your needs. Plan now for the holidays. |
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| Canada axes excise tax on jewelry
National Jeweler MAY 05, 2006 - Toronto -- Canadian jewelers received welcome news Tuesday, as a new budget approved by the government eliminates the 10 percent excise tax on jewelry, according to a release from the Canadian Jewellers Association (CJA). More |
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| Retailer Testifies to Congress about State Healthcare Mandates
Professional Jeweler The owner of a small chain of retail stores testified Thursday in front of a congressional panel on behalf of the National Retail Federation to raise concerns about the rising number of pending healthcare mandates in a number of states. More |
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Trade Among Asian Nations Expected to Explode This Year
Professional Jeweler Business leaders from small- to mid-sized companies in Asia say they expect trade between Asia countries to outpace even the booming growth in trade between Asian and Western countries in 2006, according to a survey by UPS. More |
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e="Verdana, Arial, Helvetica, sans-serif">Jewelry Industry Statistics: Jewelry Stores Overview: Industry Center - Financial data, performance and profile information for the Jewelry Stores. More |
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GF Gift Registry - Set up your own privately branded bridal registry or even a full blown gift registry online. Add a registry into your website and not only keep your customers coming back, but introduce your customers' gift-giving friends to your website when they visit the registry. Want to see a demo or get more information? Call 800-373-4373
Gemfind can help you with all aspects of the website development process. Best of all, Gemfind works only with the jewelry industry, so they understand the needs specific to you. To learn more about Gemfind web development services and to view more samples, click here or call 800-373-4373. Don't put off until tomorrow what you can do today.
The Big Lie
by Shane Decker, InStore Magazine YOU PROBABLY HEAR IT every day - "I'm just looking." The worst part is, many salespeople actually believe it when customers say it to them. They turn and walk away, allowing the customer to wander aimlessly. Ironically, those customers walk out of your doors without ever really looking at anything, because you never put anything in their hands. No matter what they say, no one walks through your doors without any interest in buying what you're selling. In fact, we know that 75% of customers buy an item the first day they shop for it. So why do people say they're "just looking" when they really want to buy? Simple - it's a defense mechanism. The biggest complaint from customers in all of retail is that they can't get waited on, that they can't find good service. So when you approach them, they say they're "just looking" because they don't want to feel rejected. In order to protect themselves, they reject you before you can do it to them.
I bet you've even said it yourself to other salespeople while you're out shopping - heck, everybody says it! But the fact is, "just looking" really means "just buying." In fact, if we could dive deep into your customer's subconscious thoughts, we might find her thinking, "I might buy something because I do buy on impulse." So how should you respond? Show them that you're not going to shove something down their throat. Get something drop-dead gorgeous in their hands. Show them that you really do want to wait on them. Then, lead them to the items that they really want to see.
For example, after your initial greeting, a customer may say they're "just looking." That's when you get something out of the case and respond, "Well, just look at this!" "No, I'm really here to look at ruby earrings." "Okay, they're right over here. I'll show you..." And you're off and running. You can also break the ice with some quick humor. If the customer says, "I'm in a hurry," you could respond, "I sell fast!" Or if they're "just looking," tell them, with a big grin, "That's okay ... I'm just selling!" Then, as always, get a beautiful piece of jewelry in their hands. Let's be clear: this is not about high-pressure sales tactics. What it is about is taking more professional advantage of every selling opportunity we have. Every "just-looker" is an opportunity to get them to slow down and look at something.
In some cases, you may get a "jerk" customer - you know, one that gives you a dirty look when he says he's "just looking." Thank him for coming in, offer him a refreshment, and tell him you have many beautiful things in the store to see. If he's still rude, walk away and T.O. the customer. He may not like you, or
maybe he just wanted to bite the first salesperson he saw. Let someone else have a try. If he continues to be unhappy, introduce him to the manager or owner. This often makes customers feel better, and like the Wicked Witch of the West, their meanness melts right away. Service is bad everywhere. If you give your customer an experience he can't get anywhere else from the moment he comes in, you win. Customers love attention. They want to be waited on and to feel good in your store. If you walk away from a "just looker," you've killed the sale, and lost a customer. Why do that when you can make them feel amazing? It's time for us to stop complaining about the customer who's "just looking." It's time for us to start "just selling." Shane Decker has provided much sought-after sales training for more than 3,000 stores worldwide. He can be reached at 866-424-2472. Send me your comments and questions.
Lost Sales Analysis For Greater Sales Management Success!
by Paul DiModica, Editor, BDM News (04-20-06) One of the best sales tools available to CEO's, VP's of Sales and sales managers when evaluating salespeople and sales performance is the use of a lost sales analysis metrics program. More Key Retail Reports, Sales, Surveys, Studies and News More
Drama Queens (& Kings) Flaunt Color
at 63rd Annual Golden Globes 2006 |
• Evangeline Lilly, wearing Lorraine Schwartz jadeite earrings © image courtesy of HFPA
• Ruby Drop Earrings with 5 carat Ruby Drops surrounded by a total of 14 carats of marquise, pear-shaped and round brilliant-cut diamonds, worn by Geena Davis
© Image courtesy of Harry Winston |
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FRAUD ALERT!
JSA has received information that individuals working at three different retail jewelry stores in California have received fraudulent calls that family members have been gravely injured. The caller then requests that money be wired to cover the Medivac costs. Be alert for this scam, and alert your employees never to give out information on the phone to strangers about company personnel, their families and their movements. JSA's Most Wanted
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Year 2056: Bench Work in 50 Years
BY BLAINE LEWIS - AJM MAgazine One of the most difficult challenges in bench work is training your eyes and hands to work on a mirco scale. Most jewelry pieces are so small that it is almost impossible to see every detail. Students new to the craft struggle with this everyday. But with advances in viewing technology, their struggles could be a thing of the past in 50 years. More |
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