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Over the Counter

Podcast: When a Planned Purchase is a Style Mistake, Honesty Always Pays

Honestly help your clients to determine what looks good … and what doesn’t.

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OVER THE COUNTER EPISODE 15: HONESTY PAYS (9:51 MINUTES)


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SOMETIMES THE JEWELRY customers most want, or have even dreamed about for years, simply isn’t right for them. Owing to our professional expertise, many jewelers know when this is the case. But, as often as not, customers don’t.

Whether it’s a hue that doesn’t match a woman’s coloring, a design too gaudy for her personality, or a gemstone too large or small for the wearer’s proportions, jewelers can typically sense when something is or isn’t right for a client. Of course, no jeweler ever enjoys telling someone that the item they covet will make them look awful.

However, when you’re seeking to create lifetime customers, it pays to be honest — albeit as tactfully as you can.

In this episode of Over the Counter, host Kyle Bullock, owner of Bullock’s Jewelry in Roswell, NM, tells the story of Denise Oros of Linnea Jewelers in LaGrange, IL, and what Denise did when a customer entered her store and asked for a very expensive item that simply wasn’t right for her.

Enjoy the episode.

SPECIAL OFFER: Here’s a special offer that fans of Over the Counter and the velvet voice of Kyle Bullock won’t want to miss. The author recently released a new book called Mister Christmas, described as “the story of a white-collar loser who has his life turned around when a mysterious stranger offers him a job creating a real-life Santa’s toy factory”.

For listeners of this podcast, Kyle is offering the audiobook version of Mister Christmas for only $3. To get the deal, go to misterchristmasbook.com to order, then use promo code “OTC” at checkout.

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Kyle Bullock is a fourth-generation jeweler who manages Bullock's Jewelry in Roswell, NM. He is also a best selling author, speaker and performer, and small business coach. To contact him, email him at [email protected].

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Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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