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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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MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

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