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Selling Design : Tara Mikolay

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Selling Design : Tara Mikolay

BY INSTORE TEAM

Published in the March-April2012 issue

As a retailer, as much as I love carrying designer jewelry, it’s not always easy because it often has to be “sold” to the customer. Why? What makes designer jewelry harder to sell than more traditional jewelry? My husband and I recently launched our own designer line, so I thought about these questions long and hard.

I believe that the two most important things a jewelry line needs in order to be successful are a story and the marketing materials to go along with it.

The story is crucial because it is the primary ingredient in “romancing the sale.” When my husband and I designed our line, we wanted to go back to a time when a piece of jewelry was worked on for months, when quality was never compromised and the end result was a work of art.

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We were inspired by the English Renaissance and decided to design separate collections based on each of the wives of King Henry VIII, all of whom were fascinating icons with a distinct sense of style. This makes selling the line very easy as a retailer. We often have customers try on a ring and comment how it looks like an estate piece. This gives the salesperson a natural introduction into what the designer was inspired by, how the piece was designed, and why certain materials were used. All of this dialogue instills the value in the piece, leaving the customer with a full understanding of the asking price.

Secondly, as a retailer, it’s incredibly important for brand awareness and sales longevity that each designer provide you with top-notch marketing materials. You have to build interest in the line by brand promotion using high quality images, catalogs, training materials for staff, and customer handouts. Having these items at your staff’s disposal will allow them to reach out to customers with images of items that will complement their most recent purchases.

Tara Mikolay, Owner, Desires By Mikolay and Scott Mikolay Jewelry Design (Chappaqua, NY)


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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Selling Design : Tara Mikolay

mm

Published

on

Selling Design : Tara Mikolay

BY INSTORE TEAM

Published in the March-April2012 issue

As a retailer, as much as I love carrying designer jewelry, it’s not always easy because it often has to be “sold” to the customer. Why? What makes designer jewelry harder to sell than more traditional jewelry? My husband and I recently launched our own designer line, so I thought about these questions long and hard.

I believe that the two most important things a jewelry line needs in order to be successful are a story and the marketing materials to go along with it.

Advertisement

The story is crucial because it is the primary ingredient in “romancing the sale.” When my husband and I designed our line, we wanted to go back to a time when a piece of jewelry was worked on for months, when quality was never compromised and the end result was a work of art.

We were inspired by the English Renaissance and decided to design separate collections based on each of the wives of King Henry VIII, all of whom were fascinating icons with a distinct sense of style. This makes selling the line very easy as a retailer. We often have customers try on a ring and comment how it looks like an estate piece. This gives the salesperson a natural introduction into what the designer was inspired by, how the piece was designed, and why certain materials were used. All of this dialogue instills the value in the piece, leaving the customer with a full understanding of the asking price.

Secondly, as a retailer, it’s incredibly important for brand awareness and sales longevity that each designer provide you with top-notch marketing materials. You have to build interest in the line by brand promotion using high quality images, catalogs, training materials for staff, and customer handouts. Having these items at your staff’s disposal will allow them to reach out to customers with images of items that will complement their most recent purchases.

Tara Mikolay, Owner, Desires By Mikolay and Scott Mikolay Jewelry Design (Chappaqua, NY)


{JFBCLike}

{JFBCComments} 

Advertisement

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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