Sales Strategy
Jimmy DeGroot: Clienteling for Christmas, The Power of Intentional Connection | September 08, 2025 (0 comments)
Appleton, WI--All right, friends, holiday season is upon us, and Kyle Bullock just dropped a video that’s a must-watch: “Clienteling For Christmas.” In it, he walks us through how to turn the crowded, competitive holiday shopping season into an opportunity—to not just sell jewelry, but to connect deeply.
Kyle starts with a simple but powerful idea: clienteling isn’t just a buzzword—it’s real, intentional customer connection that builds loyalty. The season isn’t about pushing products—it’s about understanding who’s walking through your doors and how you can genuinely serve them.
He paints a clear picture: instead of hoping they buy something off the rack, what if you reached out ahead of time with something like, “Hey, remember that beautiful sapphire she lingered over last spring? We just received something similar that I think she’ll absolutely love.” That’s the kind of move that turns a casual shopper into a long-term lifelong customer.
Here are the top takeaways Kyle lays out—straight from the training vault:
- Start early: Don’t wait until December. By mid-November, start digging through your client list and thinking: Who needs a heads-up this year? What items should they know about before everyone else?
- Be personal, not generic: A message that says, “I was thinking of you when this arrived,” lands harder than any marketing promo. The goal is to feel intentional—not transactional.
- Match the piece to the person: You’re not just selling jewelry—you’re selling the story, the desire, the emotion. That piece becomes perfect when you know the customer well enough to say, That’s exactly what she’d want.
- Follow up with purpose: This isn’t about guilt or pushy “did you see this?” reminders. It’s about caring. “If you’d like, I can hold it for you till you come in,” is a service, not a sales pitch.
Kyle’s message is loud and clear: when your holiday selling strategy is rooted in authentic care, you do two important things. One, you sell more. Two, you build relationships that last way past New Year’s.
So, here’s your play for this week: Pick five clients who’ve shopped with you this year, and send them a personally written note about a piece that made you think of them. See what that does—not just for sales, but for your relationships.
Because when we lead with heart, the holidays don’t just become profitable—they become beautifully unforgettable.
James (Jimmy) DeGroot is a professional jewelry sales and operations trainer from the jeweler’s side of the counter. Having been in management and the jewelry business for over 20 years, Jimmy offers weekly training to jewelers nationwide via the Train Retail website. Jimmy and his partner Kyle Bullock help jewelry stores grow their profits and their people to fulfill their greater purpose! We do it through one-on-one business coaching, sales training, and leadership development. Contact Jimmy at jimmy@trainretail.com or call 920-492-1191.