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Store Creates Relaxed Selling Environment

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Store Creates Relaxed Selling Environment

In the course of researching the topic of “The New Rules of Sales” — the “Big Story” for April’s INSTORE — I learned about a new store in Sarasota, FL, that features innovative store design and customer service to create a relaxed selling environment.

At the 7,000-square-foot Diamond Vault, which opened in February, the process of discovery begins when customers first walk in the door. They are greeted by a concierge, who offers a beverage and helps direct them to the appropriate person or area in the store — i.e. service/repair, vintage/estate jewelry, engagement rings, fine jewelry, etc. This approach can cut down on the “just looking” response since the concierge isn’t directly trying to sell them something. At the Diamond Vault, the concierge, who is a graduate gemologist, is equipped with a computer, a phone and the expertise to answer customer-service questions, no matter how technical they may be.

Once inside, customers can’t miss the 13-foot Diamond Wall. The wall can showcase up to 250 diamonds in a matrix of varying size, shape, weight, color and clarity, which allows customers to see a large selection of diamonds side-by-side for a better comparison. All of the diamonds on the wall are available for purchase either as loose stones or for custom settings. The area facing the wall has 800 engagement ring mountings on display.

“It makes it easy to discover something yourself,” Michael Chokr says. “Our product sells itself and the environment is conducive to shopping but not being sold to.” Customers may select a diamond from the wall for closer examination under a microscope in one of the private consultation rooms.

During the first week the store was open the Chokrs sold three diamonds from the wall to Gen-Y engagement-ring shoppers.

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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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Store Creates Relaxed Selling Environment

mm

Published

on

Store Creates Relaxed Selling Environment

In the course of researching the topic of “The New Rules of Sales” — the “Big Story” for April’s INSTORE — I learned about a new store in Sarasota, FL, that features innovative store design and customer service to create a relaxed selling environment.

At the 7,000-square-foot Diamond Vault, which opened in February, the process of discovery begins when customers first walk in the door. They are greeted by a concierge, who offers a beverage and helps direct them to the appropriate person or area in the store — i.e. service/repair, vintage/estate jewelry, engagement rings, fine jewelry, etc. This approach can cut down on the “just looking” response since the concierge isn’t directly trying to sell them something. At the Diamond Vault, the concierge, who is a graduate gemologist, is equipped with a computer, a phone and the expertise to answer customer-service questions, no matter how technical they may be.

Once inside, customers can’t miss the 13-foot Diamond Wall. The wall can showcase up to 250 diamonds in a matrix of varying size, shape, weight, color and clarity, which allows customers to see a large selection of diamonds side-by-side for a better comparison. All of the diamonds on the wall are available for purchase either as loose stones or for custom settings. The area facing the wall has 800 engagement ring mountings on display.

“It makes it easy to discover something yourself,” Michael Chokr says. “Our product sells itself and the environment is conducive to shopping but not being sold to.” Customers may select a diamond from the wall for closer examination under a microscope in one of the private consultation rooms.

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During the first week the store was open the Chokrs sold three diamonds from the wall to Gen-Y engagement-ring shoppers.

{igallery id=6183|cid=442|pid=6|type=category|children=0|showmenu=0|tags=|limit=0}

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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