A holiday to-do list for jewelry salespeople

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A holiday to-do list for jewelry salespeople

By Doug Fleener

December 08, 2008

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Doug Fleener is president and managing partner of Dynamic Experiences Group (DynamicExperiencesGroup.com) in Lexington, Mass., and author of The Profitable Retailer. Look for his and other Your Store columns each month in National Jeweler.

Doug Fleener, National Jeweler "Your Store" columnist and author of The Profitable Retailer, offers 10 actions you can take to have an enjoyable and successful holiday season:

1. Invest in comfortable shoes. It might sound trivial, but one thing I've learned in all of my years of working in retail stores is that happy feet make for happy salespeople.

2. Get your own holiday shopping done early. The last week or two of the holiday season is stressful enough without having to worry about getting your own shopping done or using your workday breaks to do anything other than recharge your batteries.

3. Drop small thank-you cards in customers' shopping bags along with their purchases. Don't let them see you do it. It might not be practical for all of your sales, but you can definitely do this for the large sales. Invest a few seconds now to create a future sale.

4. Always ask your customers this question: "Who else is on your list?" Customers often visit stores intending to buy for one particular person, but if you ask, you might find that there is an opportunity to help them cross another person off of their list.

5. Suggest your customer treat him/herself to something new. Did you know that 15 percent of all purchases made during the holiday are not gifts but are for the person making the purchase?

6. No matter how busy you are, always find out something about the person who will be receiving the gift. By discovering and using the recipient's name, you create a wonderfully personalized shopping experience.

7. Give out candy canes or other small treats to your customers. The impact a small gesture like that can have on your customer relationships is amazing.

8. Throwing a little spare change into the red bucket has got to be good karma, and that's one thing any salesperson can use this season.

9. Smile. Your customers will encounter a lot of stressed out and grumpy retail salespeople. You greeting them with a smile will not only be appreciated but rewarded.

10. Don't lose yourself in the craziness. Sometimes it's easy to lose sight of the fact that this truly is a wonderful time of the year.

May peace and profits be with you this December!

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