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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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Why This Fourth-Generation Jeweler Chose Wilkerson for a Very Special Sale

Parian & Sons of Franklin Lakes, NJ was founded in the early part of the 20th century. But even stores that have successfully made it through the Great Depression, a World War and the Woodstock Generation must come to an end. With no family wanting to continue the tradition, the time was right for Glenn Parian and his wife, Maria, to retire. And what better way to do so than by hiring Wilkerson to help with the store’s liquidation sale. As Glenn puts it, with his credit card machine humming to the tune of up to 200 transactions a day, he couldn’t have done it without Wilkerson. “This is what they do,” he says. “This is what they do for everybody.”

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