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Nametag Rock: Scott Ginsberg’s Greatest Hits

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Nametag Rock: Scott  Ginsberg’s Greatest Hits

Big news for those of you coming to the inaugural SMART Show Dallas. Our show keynote speaker — Scott Ginsberg, aka “The Nametag Guy” — is signed, sealed and about to be delivered to an audience of jewelers this September.

As mentioned in my last post, we’re really excited to be bringing “Nametag Guy” Scott Ginsberg to jewelers as our keynote speaker at The SMART Show Dallas (coming September 8-10 at The Gaylord Texan Resort in Grapevine, TX). If you haven’t seen Scott yet, you’re in for a treat.

Says Loann Stokes of the Brain Squad, who saw Scott at the SMART Show Chicago in 2011: “Best session ever: Scott Ginsberg. He was an awesome speaker and really made you think about the bigger picture.”

Here are a few favorite ideas we’ve shared from Scott over the years (via INSTORE and The SMART Show):

  • Avoid weasel words like “may”, “might”, and “could”. Because they suggest to your customer that you’re not confident in what you’re saying. Use alternatives such as “definitely,” “we will,” “I know” and “consider it done.”
  • “Loving what you do isn’t enough. You have to elope with what you do. You have to be pathologically obsessed with what you do. You have to get a tattoo of what you do’s name on your ass.”
  • Got a “just looking” customer? Ginsberg talks about a car dealership who hands out “just looking” buttons to customers, telling them, “We won’t acknowledge you whatsoever until that button comes off.” Excellent idea!
  • Make the mundane memorable. Add an offbeat question to your voicemail message. Ginsberg once asked “What’s your favorite kind of pizza?” on his voicemail message. Responses from his customers filled up an answering-machine tape.
  • Every week, have a meeting called “Mistake Monday” … boss starts off, telling one mistake he made in the last week and three things learned from it. Everybody else follows. It’s okay to make mistakes. It’s not okay to not learn from your mistakes
  • “No one should ever ask customers any question that will result in the answer, “Fine.” That’s an acronym for Feelings I’m Not Expressing,” says Scott Ginsberg, author of HOW TO BE THAT GUY and THE APPROACHABLE SALESPERSON. “Instead, employees should ask only open-ended, passion-finding questions like, ‘What keeps you busy outside of work?’ and ‘What was the best part about your week?’ The question, ‘So, what do you do?’ should be outlawed completely. Because your job isn’t to learn what people do — it’s to learn who they are. Only then can you suggest the right jewelry to fit their individual truth.”
  • “Nobody notices normal. Nobody buys boring. Nobody pays for average.” Challenge for jewelers is to make the mundane memorable.
  • A trend that’s not going away … “Crazy is the new sane.” And “If you’re not a little nuts, you’re a putz.”
Ready to register for the SMART Jewelry Show Dallas? Mosey on over here.

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Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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David Squires

Nametag Rock: Scott Ginsberg’s Greatest Hits

Published

on

Nametag Rock: Scott  Ginsberg’s Greatest Hits

Big news for those of you coming to the inaugural SMART Show Dallas. Our show keynote speaker — Scott Ginsberg, aka “The Nametag Guy” — is signed, sealed and about to be delivered to an audience of jewelers this September.

As mentioned in my last post, we’re really excited to be bringing “Nametag Guy” Scott Ginsberg to jewelers as our keynote speaker at The SMART Show Dallas (coming September 8-10 at The Gaylord Texan Resort in Grapevine, TX). If you haven’t seen Scott yet, you’re in for a treat.

Says Loann Stokes of the Brain Squad, who saw Scott at the SMART Show Chicago in 2011: “Best session ever: Scott Ginsberg. He was an awesome speaker and really made you think about the bigger picture.”

Here are a few favorite ideas we’ve shared from Scott over the years (via INSTORE and The SMART Show):

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  • Avoid weasel words like “may”, “might”, and “could”. Because they suggest to your customer that you’re not confident in what you’re saying. Use alternatives such as “definitely,” “we will,” “I know” and “consider it done.”
  • “Loving what you do isn’t enough. You have to elope with what you do. You have to be pathologically obsessed with what you do. You have to get a tattoo of what you do’s name on your ass.”
  • Got a “just looking” customer? Ginsberg talks about a car dealership who hands out “just looking” buttons to customers, telling them, “We won’t acknowledge you whatsoever until that button comes off.” Excellent idea!
  • Make the mundane memorable. Add an offbeat question to your voicemail message. Ginsberg once asked “What’s your favorite kind of pizza?” on his voicemail message. Responses from his customers filled up an answering-machine tape.
  • Every week, have a meeting called “Mistake Monday” … boss starts off, telling one mistake he made in the last week and three things learned from it. Everybody else follows. It’s okay to make mistakes. It’s not okay to not learn from your mistakes
  • “No one should ever ask customers any question that will result in the answer, “Fine.” That’s an acronym for Feelings I’m Not Expressing,” says Scott Ginsberg, author of HOW TO BE THAT GUY and THE APPROACHABLE SALESPERSON. “Instead, employees should ask only open-ended, passion-finding questions like, ‘What keeps you busy outside of work?’ and ‘What was the best part about your week?’ The question, ‘So, what do you do?’ should be outlawed completely. Because your job isn’t to learn what people do — it’s to learn who they are. Only then can you suggest the right jewelry to fit their individual truth.”
  • “Nobody notices normal. Nobody buys boring. Nobody pays for average.” Challenge for jewelers is to make the mundane memorable.
  • A trend that’s not going away … “Crazy is the new sane.” And “If you’re not a little nuts, you’re a putz.”
Ready to register for the SMART Jewelry Show Dallas? Mosey on over here.

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var dsq = document.createElement(‘script’); dsq.type = ‘text/javascript’; dsq.async = true;
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})();

Please enable JavaScript to view the comments powered by Disqus.
blog comments powered by Disqus

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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