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These 3 Jewelry Marketing Approaches Will Draw More Self-Purchasers To Your Store

It begins by focusing your advertising on ideas rather than products.




A ROUND THE WORLD, women are primary decision-makers for high-dollar purchases. If you are not marketing to women in ways that appeal to and engage them, you’re not benefitting from their purchasing power.

Here are three marketing suggestions to improve your female appeal, and which illustrate the differences between male and female buyers.

Video: Jeweler Wins Fight for $500,000 Snow Promotion Claim

Video: Jeweler Wins Fight for $500,000 Snow Promotion Claim

Video: Gene the Jeweler Talks About Work Stress
Gene the Jeweler

Video: Gene the Jeweler Talks About Work Stress

Video: Jeweler’s $500,000 Snow Promotion Claim Denied

Video: Jeweler’s $500,000 Snow Promotion Claim Denied

1. Attract women with ideas. Picture the typical Ace Hardware ad. Ace focuses on products and prices. They know men come to their stores for specific tools and solutions. Ace’s lifestyle advertising features outdoor cooking, lawn care, and similarly specific objectives.

Those themes all appeal to the average guy’s get-it-done style of shopping.

In comparison, Home Depot’s advertising focus is soft. They convey the joy of making a home beautiful and welcoming through fun projects with one’s spouse. Home Depot is not selling tools — they’re selling hearth, home, and togetherness.

When women shop for luxury goods, they consider how they will feel when they have the object, and how the object will affect their happiness (even if the object is not for themselves).


When you advertise, do you push specific items? Or do you promote the ideas your business stands for, and how you contribute to the quality of your customers’ lives? Specific item promotions are useful for your male shoppers, but to bring in more women, you must tell meaningful stories.

2. Nurture leads with social proof. Social proof is the psychological tendency of people to conform (also known as herd behavior). The digital marketplace skillfully exploits social proof to make sales. Ratings, votes, reviews, likes, comments, and shares are all forms of social proof.

But remember that men and women use social proof differently. Men prefer votes and ratings, because they want measurable, specific feedback. Women use dialog to enhance the shopping experience, so they appreciate comments and reviews. To attract female buyers, develop a library of reviews and comments.

3. Merchandise your store for themes, not things. Walk into any Williams Sonoma, and you’ll find theme-driven baking displays that include bakeware, utensils, mixes, and the latest color Kitchenaid mixer. Williams Sonoma does a phenomenal job of merchandising to women (not coincidentally, women hold almost 60 percent of Williams Sonoma’s top executive positions).

Men like to cook too, but they are more likely than women to head to a restaurant supply store for their kitchen purchases, partly for the prices, but also because restaurant suppliers offer the compartmentalization and categorization they crave.

Women don’t shop for things; they shop for themes. Merchandise around themes in your store, and women will gravitate to those sections and displays.


These are just a few of the ways in which female buyers respond and behave differently than male buyers. If your buyers are more than 50 percent male, you could grow your sales instantly just by attracting more women to your store and keeping them there long enough to close.

Andrea Hill is owner of Hill Management Group, with three brands serving the jewelry industry. Learn more at



Wilkerson Testimonials

To Generate Funds for a Jeweler’s Move and Remodel, Wilkerson More Than Delivered

Even successful jewelers need a little extra cash to fund expansion plans—especially when there’s inventory on hand that’s ripe for liquidation. For Beaumont, Texas-based jeweler Michael Price, co-owner of Mathews Jewelers, it was the perfect time to call Wilkerson. Price talked to other jewelers as well as vendors for advice during the selection process and decided to go with Wilkerson. And he wasn’t disappointed. When it comes to paying for the move and expansion, Price says the road ahead is clear. “When we close on the next two stores, there’s no worries about finances.”

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Shane Decker

You’re Killing Your Own Jewelry Sales By Talking About the Price

Romance the item and the reason they came in, and you’ll close more sales.




DURING THE HOLIDAYS, we get into bad sales habits because the sales are so easy and customers are buying price-point items. We sell faster, we sell price and sometimes we don’t even really sell the item. Now that we’re into the new year, it’s time to get back into good selling habits.

The diamond season is about to start. Typically, it runs from April 16 through the end of September (although we sell diamonds all year, which we should). What can keep you from selling as many diamonds as you could? The price.

Podcast: Jason Druxman Discusses Differences of Corporate and Independent Jewelry Stores

Podcast: Jason Druxman Discusses Differences of Corporate and Independent Jewelry Stores

Podcast: The 12 Days of Christmas … Like You’ve Never Heard It Before
Over the Counter

Podcast: The 12 Days of Christmas … Like You’ve Never Heard It Before

Podcast: Aleah Arundale Tells Why She Created Jewelers Helping Jewelers

Podcast: Aleah Arundale Tells Why She Created Jewelers Helping Jewelers

Too many salespeople are afraid of the price, no matter which item they’re selling, which causes problems with closing the sale, among other things. When you try to justify the price or the client feels you are apologizing for the price, they start to believe that you think they can’t afford the item. They will feel pre-judged and leave.

Clients are coming in for you to spend their money for them; they’re paying you as a professional to do this. You do not need to decide how much they can spend. Let the client decide that (unless you’re wowing them with a $10,000 diamond while they’re waiting for a battery).

Instead of price, concentrate on selling with romance and knowledge. These two things build confidence in your product. Quality, technical information, craftsmanship, design, difficulty, brand, rarity, size, color, clarity, cut, and other factors all contribute to the value of the product.

That said, you have to understand when technical selling is appropriate, and how much to do. Some clients are not interested in this at all, so do not volunteer technical information if it’s not needed. You don’t need to impress the client, but if they have concerns or questions about technical aspects of the product, it’s up to you to answer any and all questions with authority.

Remember: The more money the item costs, the easier it is to close because the customer can afford it. The less the item costs, usually the harder it is to close. Money is just a tool the client uses to obtain what he or she wants. Always start high and go down — you limit yourself when you start low and try to work up.

Begin the sale with questions that encourage the client to tell you their story and why they’re in your store. And make it about the importance of the item. When you make it about them and the item and you learn to romance the reason they’re here, the price will become insignificant and the client will upsell themselves.

Don’t talk about yourself, and certainly don’t make the sale about price. They’ll forget how much they spend, but they’ll always remember the event and the item.

Millennials are changing the size of the starter set diamond — diamonds from 1.5-carats to 2 carats are selling like crazy all over the country. All of you should be selling big diamonds. Make 2020 the year of big diamond sales and high closing ratios in your store.

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Three Legs of The Online Marketing Stool

If you understand how your marketing is working for you, it’s much easier to make good decisions.




THE REAL DANGER in jewelry marketing is not understanding the strategy. If you understand how your marketing is working for you, it’s much easier to make good decisions. To strengthen your understanding of the foundation of an online marketing strategy, let’s dive into how it works. Here are the parts of your online marketing stool.

A sturdy online strategy for jewelers has three legs. Search, outreach, and retargeting. Finding new customers means having a firm position in all three. Between these three legs, a spectrum of potential customers is covered. They balance and support each other. And as different platforms come and go, these three methods will likely still be in use, just in new places and in new ways.

Search: Be There When They’re Looking

Search covers the opportunities that you have to show up when a potential customer is looking to buy jewelry. This is primarily covered by search ads and SEO (Search Engine Optimization). Paying for a search ad is one of the quickest and most expensive ways to get in front of someone who’s looking for jewelry. Updating your website for SEO is one of the slowest yet most enduring ways to get in front of those very same people. Both of these are important and they work together. In fact, we consider them to be the yin and yang of digital marketing.

But there are lots of people smack in the middle of your target market who don’t happen to be searching online right now. How do you get their attention?

Outreach: Introduce Yourself to the Right People

Outreach ads are specific to people who are not looking for you. These are more like Billboards and TV spots, except they’re online so we can do a lot more with them. Outreach is covered by things like Facebook ads, banner ads, and even YouTube ads. We can target by what we know about your customers and people who buy jewelry. Age, location, interests, and more can all factor in to these types of ads, creating the perfect audience of potential customers.

The downside is that they’re not looking for you. For that reason, they’re more of a brand awareness tool. If a good potential customer sees you enough, they’re more likely to think of you when the time comes. They may be more likely to click on your search ad when your name comes up, or even search directly for your brand name instead of the competition.

Search ads and outreach ads can really start to generate more visitors to your website. But in an online world, it’s easy for people who have warmed up to you to eventually forget about you and go cold. How do you prevent that from happening?

Retargeting: Stay Top of Mind to Those Who Matter Most

Retargeting keeps the relationship from going cold. If a person clicks on your ad and visits your website, they’ve shone more interest than many other people. So why treat them the same? With retargeting, we can keep track of them and continue the relationship in a more meaningful way.

We generally cover retargeting with website banner ads and Facebook ads. But now we have the ability to show a different message, taking into account the fact that the person has been here before. This could be a special offer, a different call to action, or simply new wording in the ad. We can even spend more money per person since there’s reason to believe that they’re closer to buying.

Search, Outreach, & Retargeting: The Solid Stool
Put together, we can see how these three cover a lot. A potential customer is either looking or not and has either visited your site or haven’t. Despite the scenario, you’ve got it covered. And the best part about it is that each person has the chance to interact with you through multiple of these scenarios until they’re convinced that they should buy from you. If you have a sturdy stool, you’ll be primed to make that happen on a regular basis.

Are you looking for an agency that knows how to bring in new customers? Contact

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What’s Next in Retail? Here Are Lessons Learned at This Year’s National Retail Federation’s “Big Show’

Read some insights of particular note to those of us in the jewelry business.




CUSTOMER EXPERIENCE AND customer relationship building were two intertwined themes of the NRF 2020: Retail’s Big Show & Expo in New York. While the “Big Show” attracts all kinds of store types, I attended with a jewelry retailer’s perspective.

The concepts of customer experience and customer relationship are closely tied because while the experience differentiates your store, opens and maintains relationships, it’s the actual relationship that translates into repeat business, referrals and fosters loyalty.

Video: Jeweler Wins Fight for $500,000 Snow Promotion Claim

Video: Jeweler Wins Fight for $500,000 Snow Promotion Claim

Video: Gene the Jeweler Talks About Work Stress
Gene the Jeweler

Video: Gene the Jeweler Talks About Work Stress

Video: Jeweler’s $500,000 Snow Promotion Claim Denied

Video: Jeweler’s $500,000 Snow Promotion Claim Denied

So, what do customer experience and customer relationships mean for jewelry retailers in a practical sense? Here are some insights of particular note to those of us in the jewelry business.

Tell a story.

Think of your store as a stage for telling a story instead of a place for laying out rows of product.

Consider some real standouts in the industry. The story that Love Adorned tells in its romantic, hip lifestyle environments is dramatically different than the biker chic interiors of Nightrider stores and the bright open layout at Tallisman Collection Fine Jewelers. Each of these retailers offers a unique experience to shoppers.

Story ideas can come from anywhere. Think about your local community in terms of culture, geography, history, and events. Seasonal or monthly themes are an easy way to keep the experience you deliver new, changing and relevant. Think, too about the product. You might select different gems to feature, for example consider an emerald event that would include color and fashion, show coordinating styles, stone lore, details about sourcing, origin, setting ideas, and more.

Keep an eye out for what is going on with other kinds of retailers outside the jewelry industry. A new trend dubbed “experience-first retail” is exemplified by CAMP, The Family Experience Store, which has transformed the toy store into a daylong interactive journey of discovery, learning and fun activities.

Ben Kaufman, founder and CEO of CAMP was interviewed during a daylong discussion series titled “The Human Factor” which explored how retail, technology and consumers intersect now and how this intersection may evolve in the future. His main points were:

  • Make sure what you do brings value to your customers
  • Invest in hiring and training in performance management
  • Be around people and let them be themselves, learn from shoppers and staff
  • Think of visual merchandising as immersive, seamlessly integrated into the retail space
  • Retailers must be more courageous, adapt more risky retail models

Another non-jewelry retailer that is innovating with an “experience-first” approach is Rituals. This store has heightened the idea of skincare retailing by offering an entire well-being experience. Skincare products are supported in an in-store experience that includes makeup and fragrance, home ambience, and a carefully edited clothing and accessories collection. “We are not here to sell you beauty, we are here to make you feel good,” says Marjolein Westerbeek, President of Rituals USA.

Beyond the store, Rituals connects with customers via downloadable relaxation, yoga, and meditation apps and makes shopping on and off-line, simple and easy. It all works together to tell the story of pampering, respectfully infused into the shopping experience itself. Marjolein attributes Rituals’ success to investing in the store entrance, customer and staff relationships and customer relationship management (CRM). She goes on to say: “Our CRM allows us to know our customer better, know what they are buying, get our offerings right and give the customer a sense of being seen.” Upon entering the store each customer is offered a cup of tea to help them step away from the hustle and bustle of the day.

The important take-away from all of this is that the store becomes your stage. The product becomes the actors. Your staff are directors and ushers, helping the customer engage in experiencing the story on their way to buying and forming a lasting relationship, anytime, anywhere, whether in or out of the store.

Offer consistency across channels.

Your customer expects your brand to be consistent wherever they encounter it. Your organization might have separate people and agencies managing the store, advertising, the web site and social media, but to the customer, they are all different ways to experience the same brand.

Make sure everything ties together in terms of visual design from graphics to typography, messaging, tone and manner. The story needs to thread through every place where your customer interacts with your brand. If you’ve done a great job telling a story in your store, but your website is just a bland catalog of product, you’ve missed the opportunity.

Be multi-touch and multi-channel.

You cannot create a relationship with a one-and-done approach to connecting to customers. You have to bring your story to them multiple times through multiple channels. Getting a message across or inviting customers to a special event, might mean sending a physical postcard supported by an email as you connect through paid social media. You may interact with customers in person, at the same time using your online channel to help them shop the store. At each step of the way, collect data to help you come to better know and engage with the customer over time. To do that, you need a customer relationship management (CRM) system that connects store personnel to the database and that links to your website, email, social and other channels.

A word about technology.

Retail is going high-tech and many retail leaders are bombarded by technology of all kinds all the time. It is easy to feel overwhelmed and worry that you might be falling behind or missing something. Consider technology carefully. It is just a tool, not a strategy in itself. Spend your time on the basics of good stories, told consistently across channels, doing whatever you can to stay in touch. Technology can play a great role, but if technology doesn’t fit into your strategies in these areas, it can become just a costly distraction.

Many speakers across all days of the show discussed customer experience and customer relationship from four technology perspectives:

1) Business strategy
• Customer acquisition and retention
• Data capture
• Customer relationship and engagement
• Delivery and Fulfillment
• Service platforms

2) Customer point of view
• Frictionless
• Easy
• Convenient
• Personalized
• Highly Experiential

3) Operations
• Data empowered location, assortment, pricing, promotion, inventory and workforce management
• Omnichannel

4) Financial planning and reporting
• new KPI’s (key performance indicators)
• New revenue models (services, vendors recurrent)
• New financial models

The NRF providers that are most interesting for jewelry retailers were:

Founder CEO, Neha Singh,
Using augmented reality (AR), this technology helps you differentiate from the monotonous grid of most e-commerce sites. Visitors to your website can explore as if they were walking through a 360° virtual tour of your store—even if you don’t have a physical store.

• Obsess captures your retail store or pop-up and transforms it into an interactive 360 virtual store that visitors can actually shop.
• Customers can shop your store from anywhere in the world at any time
• Visitors don’t need special equipment like headsets and don’t need to download an app; they arrive at your site and embark on an AR shopping experience. –
Contact Matt Pettigrew, Director of Sales & Customer Success.
This software helps you create interactive, personalized product stories and experiences on every item in your catalog. It helps shoppers explore your products across platforms, get detailed specifications and descriptions, and make comparisons. Clients include Takori, Hellsberg diamonds

DOR is a battery-operated people counter that is easy to use. Place the peel-and-stick battery-operated sensors at your entrance and anywhere you want to capture traffic data. The systems are easy to set up and use technology that gives you accurate counts without having to calibrate them.

Contact Tanvi Bhardwaj, Cofounder & CTO
This solution makes it easy to take smartphone payments, appealing to young, tech-savvy shoppers and speeding the purchase process.

Contact Nicole Ovrutsky, 3D Strategist
Hexa converts your 2D sketches into 3D models so that you can easily share product designs with your distributors and customers. This lowers the cost and expedites both the design process and pre-commerce sampling process.

Real world applications.

Any retailer can execute on strategies to create experiences that drive customer relationships.

A large retailer with plenty of space and a sizeable budget can create a storewide theme, add activities and ancillary products, hold events, and incorporate the latest technology and data mining to track and understand their customer preferences and assess their merchandise assortment validity.

A small retailer in traditional space with a small budget can create amazing windows, enhance vitrines, and add interest around the store. Stay connected to your customers through social media conversations and engaging visuals. Expand your customer base and your reach and stay connected with your past and current customers. Hosting small events or, working with retailers nearby, can create joint occasions to bring together salons, wellness studios, fashion, beauty, accessories, and more. What you are able to do in store depends on your ingenuity, access to talent, expertise, your physical space, and your budget. If you haven’t got the resources, however, even doing a little bit can yield big dividends. Customer engagement and relationship building isn’t a one-time project, but a way of doing business long term. You can start small and build big!

Every relationship and experience, whether business or personal, begins with a tiny seed of an idea or an impulse—plus a dose of courage.

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