It is widely believed that people form first impressions within seconds. And when it comes to retail sales one of the worst ways to start a conversation is with, “May I help you?”
It’s dreaded by sales training experts the world over yet almost all retail staff open a sales opportunity with it all day, every day. If the phrase is the best way to slam the door on a sale then how should your staff begin a conversation?
In the September issue, Jeweller approached a number of local and international retail sales experts to discover better ways to put customers at ease and prepare them for a purchase without uttering that most dreaded question.
And while on the topic of customer service, who knew so much could be learned from large cruise ships? Adam Toporek takes to the high seas in search of service tips for our super-bumper September edition.
The latest issue also previews the entire line-up of finalist pieces in this year’s prestigious JAA Australasian Jewellery Awards as well as all the latest and greatest products on display at the Sydney jewellery fair.
The September issue – which is always our biggest for the year – also includes a host of other interesting feature articles and advice that could help improve sales and profitability.
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This month's issue
First impressions are critical so what should retailers do when a customer initially walks into their store? Stephanie Chan investigates how best to greet customers without using the phrase, “May I help you?” Read more.
The path down Myanmar’s infamous Mogok Stone Tract is perilous but the promise of riches continues to attract intrepid gemstone explorers. E. Billie Hughes visits the ruby capital. Subscription required. Read more.
As a social media platform dedicated to picture sharing, Pinterest is an ideal place for retail jewellers and suppliers to market their ranges. Danielle Cormier discusses how to use it the right way. Read more.
Much can be learnt about building the perfect customer service experience from seemingly non-related industries. Adam Toporek takes to the high seas in search of service tips. Read more.
With an IT and marketing background, Amanda Hunter joined the JAA as executive director at a time of significant change. Jeweller spoke to her six weeks into the role. Subscription required. Read more.
The fantasy genre continues to inspire many creative industries – and jewellery is no exception. India Nicholson explores the realm of design possibilities and how retailers can benefit. Read more.
The JAA Australasian Jewellery Awards is the industry’s night of nights, and it only comes around once every two years. No longer just an Australian competition, the contest crossed the Tasman for the first time in 2012, welcoming New Zealand entrants – this year 12 Kiwis entered, five more than last time. Read more.
A trophy may be the ultimate aim, but the moment a jeweller decides to enter the Australasian Jewellery Awards is the point at which they truly benefit. Stephanie Chan reports. Read more.
Although the future may not look bright for many manufacturing-based industries, Stephanie Chan discovered that’s not the case for JAA design award jewellers. Read more.
Omni-channelling is shaping up as the retailing of the future. Abbe Miller explains what it is, why it’s important and why retailers should start omni-channelling as soon as possible. Read more.
The best way to convert prospects into customers is to empathise with their needs and then show how products can solve those needs. AmyK Hutchens says the best way to do that is by using relatable stories. Read more.
Ever thought about what makes a good employee? Bob Phibbs explains why looking outside the regular channels can help managers to uncover sensational staff that will have the business singing. Read more.
All retailing websites have a FAQ section but not all FAQ sections are effective. Kelly Atkinson discusses the correct purpose and execution of this online customer-service initiative. Read more.
From the land of exotic spice markets, grand bazaars and ancient ruins comes a beautiful, rare and unusual colour-changing gemstone. Megan Austin investigates Turkish diaspore and the trademarked names that honour its country’s heritage. Read more.
I have been in this industry for 30 years. My father was in the industry for 60 years and his father was in it before him. Times change and so too do shopping habits. Read more.
So well-reputed is the sapphire’s radiant blue colour that a giant sapphire upon which the Earth reputedly rested was believed to have given its reflection to the sky. Read more.