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Get The Bridal Client Talking About Himself

Put him at ease In unfamiliar territory.

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WHY IT IS TRUE: He is in unfamiliar territory, buying an engagement ring, and somewhat nervous about what is going to be expected of him.

PLAN OF ACTION: Put him at ease. Get him speaking about some of his successes in life. Perhaps he was a high school or college football player. If so, encourage him to share some of his successes. Ask him how he plans to propose. If he is interested, share with him some of your success stories.

David Richardson is a certified professional speaker and a consultant to retail jewelers and manufacturers worldwide helping them grow their diamond bridal engagement business.

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George Koueiter & Sons Jewelers, a 65-year old jewelry institution in Grosse Pointe, MI, had always been a mainstay in this suburban Detroit community. But when owners George and Paul Koueiter were ready to retire, they made the decision to close rather than sell. “We decided our best option to do the liquidation sale was Wilkerson,” says Paul Koueiter. The results, says George Koueiter, exceeded expectations and the process was easy. “Wilkerson just kept us in mind,” says George. “They never did anything without asking and whatever they asked us to do was just spot on.”

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