Two Tips to Make Buying Jewelry into a Necessity

Let's face it.....purchasing jewelry is a want NOT a need and is often perceived as a "luxury" item.

How many times have you been "close" to making a sale at your booth and all of a sudden the customer goes "cold" ? What stopped that customer from purchasing your artisan jewelry?

The psychology of the sale is important. It is important that you turn a perceived luxury item, like jewelry, into a necessity in the customer's mind.

But how???

• Involved the customer in the sale-When a potential customer comes into the booth, they will tell you what "drew" them if you ask the right questions by establishing a relationship and getting them involved with the story behing jewelry design/concept. Always ask open ended questions that require MORE than a simple yes or no. For example, "What drew you to that design? color? stone? style?"
• Try it on-Once someone tries on a piece of jewelry and can see how it looks on them, it often goes from a luxury sample to a necessity. Encourage your customers to handle and wear the jewelry you have designed. Plus, make sure you have a mirror so they can see themselves and imagine it's already theirs.

Try these techniques out in a way that is authentic and you will see a difference in your sales because your customer's can't live without your "jewelry " now....it's not a luxury but a necessity!

Are You Missing out because you don't have a "luxury" ticket price on your jewelry?

I just read a fab On Style article by Christina Binkley online at the Wall Street Journal titled,The Psychology of the $14,000 Handbag .

Christine bring up some interesting points why so many successful companies have at least one high end almost absurdly priced item. Many people will buy a lesser priced item as a consolation prize even though it is the high $$$ ticket item they really covet.

Looking at my current business model, the highest priced jewelry item I have had in the past is my sterling silver crocheted designs with pearls and gemstones (Retail: $300-400). Did I sell a lot of them? No, but they are a great draw; so many folks can't resist picking up these necklaces even though their eyes bug out at the price!

Anyways, I thought this was worth sharing with y'all as so many artists struggle with pricing their craft....often they undercharge...which is a whole other story!!!