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The Diamond Dispatch: Want More Sales? Start With a Better Hello | July 11, 2025 (0 comments)
Merrick, NY--What if the easiest way to boost sales wasn’t a promotion or a new product, but simply saying hello the right way?
Customers form an impression of your brand within just seven seconds of walking through the door. Yet one of the most undertrained parts of the sales process is the greeting.
First Impressions Matter
You know the scenario: you greet a customer with your best smile and a cheerful “hello,” only to get an immediate “Just looking.” Awkward, right?
Focus on making a genuine connection. Offer a real compliment: “That color looks amazing on you!” or “I love your bag, that style is always one of my favorites!” A sincere comment shows you’re paying attention to them as a person, not just a potential sale.
Keep your posture open and relaxed. And read the room. Are they chatty? Quiet? Distracted? Match their energy.
When it feels right to ask a question, go beyond the usual “Can I help you?” Try, “Welcome in, are you celebrating something fun today?” or “Are you looking for something in particular or just enjoying a browse?” These questions open conversation without pressure.
Sales often follow naturally when relationships come first.
Glean Information and Make It Memorable
Every conversation is an opportunity to gather clues. Are they celebrating a birthday or anniversary? Eyeing engagement rings but unsure? Offer to create a Wishlist or jot down a partner’s name and email to share future pieces.
Create a memorable experience by inviting clients to try on matching sets of earrings, bracelets, and necklaces. Let them mix and match and imagine how the pieces fit their lifestyle. While they browse, offer to clean their existing jewelry, a small act that delights customers and gives you time to connect.
Use this time to share personal stories, perhaps about a piece tied to a special moment or a funny behind-the-scenes experience. Ask questions and listen carefully to learn about their tastes, important life events, or hobbies. Finding common ground builds trust and encourages customers to linger longer, often leading to higher sales.
Role-Play Greeting Techniques
Managers shouldn’t stay hidden in the back office. Lead from the floor by actively engaging with clients. Step into interactions, introduce yourself, and empower your team to say, “I’d love for you to meet our manager. This way if I’m not here, whenever you come back, I know you will be taken care of.” These genuine connections elevate the customer experience.
Make role-play part of your pre-shift huddles. Practice greeting techniques, active listening, and real-world client scenarios regularly. When your team feels prepared, their greetings become more natural.
Keep the Relationship Going
Utilize your POS system to help track relationships. After a sale, take a minute to jot down personal details such as names of kids, important dates, and favorite styles. That way, when they return, you can say, “How’s Mia doing? Is she still dancing?” That level of care builds loyalty faster than any promotion ever could.
When you start with a better hello, you lay the foundation for meaningful client relationships that last for years.
Our Mission
The Diamond Dispatch column is crafted to inspire and equip retail sales associates and store managers with practical tools to elevate the in-store experience. Each edition blends proven sales training techniques, creative merchandising ideas, and real-world customer engagement strategies, helping teams deliver memorable, personalized service. By focusing on the art of storytelling, effective communication, and hands-on product knowledge, this column aims to empower professionals to build lasting client relationships and drive store success from the sales floor.
About the Author:
Megan Crabtree is the Founder & CEO of Crabtree Consulting, a boutique consulting firm with a proven track record of successfully growing jewelry retailers and manufacturers for over two decades. Known for their unique data-driven approach, they flawlessly identify barriers and create tailored growth opportunities, fueling unprecedented success and helping clients reach their goals in the industry.