How to Use the Power of Suggestion to Sell More Jewelry

If you’re trying to make your handmade jewelry business a success, you  know that successful jewelry selling requires more than just designing and displaying your pieces. If only it were that simple!  You need to find quick and effective ways to inspire your customer to buy your jewelry designs. One of the best ways to motivate your customers to buy is through the power of suggestion.

Let’s use an example. A customer comes into your booth at a craft show. They look at your jewelry designs with interest but appear a bit confused and overwhelmed by the extent of your offerings and your talent. They finally focus in on a particular design. What you do at this point in the interaction is quite important in determining whether or not a sale occurs. This is the time to harness the power of suggestion to motivate your customer to buy.

Instead of just watching this scene unfold in silence, it’s time to approach the customer and put the power of suggestion into play. To use the power of suggestion, you want to give the customer ideas on how she can wear the particular piece she’s currently contemplating. You might say:

“Those Swarovski crystal earrings really dress up a simple party dress for an evening out on the town. They have this gorgeous glow that makes an outfit look special”

or

“That turquoise necklace looks fantastic with a dark brown sweater and pants. You can add a pair of cowboy boots and you have a stylish, contemporary look for a casual outing. “

By doing this, you’ve created a visual picture in your customer’s mind on how she can wear the piece that you’re selling. This can often work magic if done correctly. Customers need ideas and they need to be inspired. By giving them ideas on how they can wear your jewelry, you greatly magnify the appeal of your designs. In the customer’s mind, that necklace is no longer just pieces of stone and metal strung on a string. It’s an outfit enhancer that’s going to make them look better and bring admiring stares from others.

Always remember that people buy to solve a problem and generally purchase based on emotion. This is particularly true of jewelry. Give your customer an idea of how your jewelry can help her solve a problem such as enhancing an outfit and use words that convey emotion.

Before you go to a show or host a home party, take a look at each of your jewelry designs and ask yourself what problem that particular design can solve. What does it coordinate well with? On what occasions would a customer wear it? Be ready with this information the next time a customer shows an interest in one of your pieces. It just might seal the deal.