Joe Karbo’s 1973 book, The Lazy Man’s Way to Riches, is about an ordinary man’s struggle to become a great salesman. In it, he dedicates his success to always trying to meet his customers’ needs. To this end, Karbo identifies the motivating factors for why people make significant purchases.
Halos and micro-pavé have both been on the fashion charts for several years now and remain hot sellers for most jewellers. For the past two years, though, I’ve noticed raw diamond designs skyrocket in popularity. For me, these little opaque twinklers have been selling as fast as I can set them.
How would you describe a custom client? Can we boil him or her down to just a few words and if so, what would they be? Would you say picky, unique, fun, worldly, crazy even? Over the years, I’ve dealt with customers who fit nicely into one or even two of these categories.
Sean Plunkett often finds himself having the same friendly argument at trade shows when he represents ArtCAM. Inevitably, a jeweller will stop by to check out the computer-aided design and manufacture (CAD/CAM) software program and argue they could make a piece faster by hand.
The jewellery industry has changed vastly over the last few years where technology is concerned. Laser welders can make the trickiest repair jobs less so, machines can grow gem-quality diamonds, and advanced instruments are better able to spot treatments.
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