According to experts, the rule of the thumb is that the value of an add-on sale should not be more than 25% of the original sale value, thereby eliminating the need for a major purchase decision. For example, if the original sale was for 10,000$, it is least likely that an add-on sale of worth more than.2000$ will click.

 

Despite the fact that shoppers may be propelled towards a second purchase, they still have a mental limit as to the amount they will dispense. Use words like "incidentally" or "by the way" to 'soften' your offer. For instance, "Thank you for selecting our product."

 

Also pushing for add-on sales too early in the call might put the customer off and you could even end up losing the original sale. Remedy: Sell first and tell later-never attempt to up-sell until the first order is closed.

Lease out jewellery to gain popularity

 

You can offer your jewellery on rent against a deposit for regular customers? This concept on gaining popularity in the west with a number of online and offline retailers offering its customers collection of designs to choose from. This allows the end customers to easily procure jewellery of their choice in case there is a special occasion; or just allows them remain at par with designer trends. Retailers can work upon a scheme especially for the marriage and festive season for their established clientele.

 

Old provides you gold

 

More often than not, new consumers tend to stick to their elders preferences. Psychologists call this as the status quo bias. This status operates in Indian jewellery market with gold jewellery being the eternal piece of choice.

 

Why is it that people prefer their current rank despite an opportunity of improving their utility by trying out something different? The reason is the uncertainty factor involved in a new shop. When it comes to gold jewellery, there is a comfort level for the consumers by preferring their heritance showroom.

 

So treat your existing customers well s they may make their whole generation your customer.

 

Greet customers on special occasion:

 

Jewellery customers tend to reveal their maximum personal details while purchasing and in spite of knowing in advance the occasions of celebration, majority of the retailers are not bothered to send a bouquet or a greeting card. Even otherwise, no follow-up thank-you card is dispatched, though most purchases are in upwards of five-figures. So don't mince words, but honor your commitments

 

"Ours may be the only industry that has little regard for after-sales service and for most; it is nothing more but a wide artificial smile after the payment is received"

 

A good customer service which includes provision of care to customers from pre-service to after sales service can put you ahead over your competitors and induce them to keep buying from you.

 

Therefore treat your existing customer as an important part and partial of your business. They are the one who will provide prosperity to your business in return of your efforts and will add many more customers to your business chain by persuading others.

 

 

The author is Asst. Professor of Jewellery Design