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Free Batteries Make A Great Loss Leader For Future Business | July 22, 2015 (0 comments)
El Dorado, CA—Jewelers’ best sales tips are as unique as each jewelry store. Andrea Rise of Talisman Collection, El Dorado, CA shares her smart list of sales tips, starting with the most important one – watch batteries for free!
“The watch batteries for free is my number one tip,” said Riso. “Talisman Collection offers free watch batteries, no matter the watch. Some people bring in five watches at a time. Some of these watches are the most inexpensive, dirty, banged-up timepieces I've ever seen.” But even those worn and inexpensive watches get free batteries also. Riso uses the moment to collect customer info and ask for the customer’s jewelry business.
Andrea Riso
“I take in the watches, get contact info for our database, and when returning the watches to the owners we tell them ‘it is complimentary.’ Then I ask them to please make Talisman Collection their jewelry store. To my surprise, 75% of the people either turn around and buy something once I've changed their battery; or, they come back for special occasions or send in a spouse. That's an exponential return-on-investment (ROI) on a fifty-cent watch battery. It also garners a qualified contact and good will. We also ask that they ‘pay it forward,’ ” says Riso.
Free watch batteries are not the only sales tip that Riso uses. Here’s a list of others that Riso and her sales associates use in store to set a consistent, helpful atmosphere that helps them sell jewelry:
- Show up and be 100% present in the moment.
- Don't give up.
- Ask for the sale.
- Take notes - the closing of the sale is in the details.
- Keep fastidious records.
- Go the extra mile - it's all about relationships.
- Be consistent.
- Embrace change.
- Keep learning.
- Smile!
- Don't judge a customer by appearance.
- Under promise and over deliver.
- Package whatever ‘it’ is beautifully. Jewelry is always a special purchase.
- Be nice to the children.
- Welcome everyone equally.
Learn more about Talisman Collection and their community fund raising efforts here in a related story.