Deliver an in-store experience to clients’ homes
Clienteling is more important than ever, but now is not the time for business as usual. As you reach out to customers, you don’t know how they’ve been impacted by the COVID-19 pandemic. Have they or their loved ones experienced a loss of income or illness? Are they putting major life events on hold, or finding creative ways to celebrate?
Instead of reaching out with an aggressive sales pitch, your first goal should be to show genuine care and let clients know you’re available to assist in any way you can. Over phone, text, or email, tell them they are valued and you look forward to hearing from them without expectation. And offer free cleanings and repairs when your brick and mortar store reopens to ensure a steady stream of foot traffic.
By being present without being pushy, you can maintain top-of-mind awareness. This will gently remind clients that, just like weddings, anniversaries, birthdays, and all of life’s special occasions, you are still here.
Offer Interactive Virtual Appointments
For those clients who do want to purchase diamonds at this time, you can overcome their fears and close sales through an entirely virtual presentation. “When you are armed with the GN Diamond online presentation platform and app, you can accomplish a great deal with remote clienteling,” says Asaf Herskovitz, CEO of GN Diamond.
Offer sales appointments through Zoom or the conferencing tool of your choice. “When meeting with a client, take advantage of Diamond Hunt, GN Diamond’s online inventory platform, to solve the three biggest pain points for every diamond customer: discomfort with the loupe and tweezers, lack of knowledge of the 4 Cs, and fear of overpaying,” says Herskovitz.
Diamond Hunt provides an interactive shopping experience complete with 360-degree magnified diamond videos, light performance grading, certification, and Gemprint identification. These features make it easy to demonstrate why your diamonds are brighter and superior to other diamonds that appear to be cheaper online. They also instill confidence in buyers who can’t view your inventory in person.
Finally, provide virtual payment options and home delivery to close the sale without making your client even leave the couch.
Continue to Close Sales from a Distance
“The GN Diamond Platform offers many features that help you build trust with customers and deliver a persuasive presentation,” said Herskovitz. “Thanks to convenient, ongoing, expert sales training and marketing resources, you can improve the sales presentation and build personal relationships that generate repeat business.”
Contact GN Diamond to gain a white-labeled inventory of over $70 million in loose diamonds certified by GIA, AGS, and EGL USA, all with the Gemprint ID. Learn more at www.gndiamond.com or speak to a GN representative at 800-724-8810 or sales@gndiamond.com.
