Engagement rings are important but don’t ignore the customers who are buying jewelry “just because,” Emmanuel Raheb writes.
Emmanuel Raheberaheb@smartagesolutions.com
Emmanuel Raheb is the CEO of Smart Age Solutions, a digital ad agency and coveted Premier Google Partner. Contact him at eraheb@smartagesolutions.com.
For years, jewelry marketing has had a favorite customer. He’s looking for an engagement ring, has a partner, a budget, and (hopefully) a deadline.
Jewelers know this type of customer, and they spend a lot of money trying to find him.
However, more people today are buying jewelry without a wedding, a proposal, or an anniversary attached to the purchase. They’re buying because they got a new job, are turning 40, or are going on vacation and want something new and fun to wear.
They may have seen a necklace on Instagram and couldn’t stop thinking about it. Or they’re buying because they want to wear something nice that makes them feel good.
The jewelry industry has spent years teaching consumers that jewelry is something you only buy when you’re getting married or there’s a holiday.
But jewelry doesn’t always need a special occasion. Sometimes that occasion is Tuesday.
Your biggest growth opportunity is the customers who never thought they were shopping for jewelry.
The problem is that most jewelry stores aren’t marketing themselves that way.
Go to a typical jeweler’s website and you’ll almost always find that engagement rings are the focus.
Look at their social media feeds and you’ll see proposals, diamonds, and wedding-related content.
Open their emails, and there’s a bridal campaign.
If your marketing only speaks to customers getting married, you’re focusing on one purchase while ignoring all the reasons they might make five more.
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A customer needs to see themselves in the jewelry before they see themselves buying it.
Don’t just photograph the necklace. Show someone wearing it for a night out and create a whole “story.”
Don’t just post a product shot of the earrings. Show how they pair nicely with any type of outfit.
Don’t just tell customers that a new style has arrived. Tell them about the inspiration behind the collection and share the designer’s compelling backstory.
Ultimately, you want to give people something to talk about.
Marketing fashion jewelry is different than marketing bridal jewelry.
Someone shopping for an engagement ring knows why they’re there. They have a problem to solve, and you’re (hopefully) the solution.
Someone shopping for a $1,500 bracelet may not know she’s shopping for one until she sees it. And whose job is it to create that desire?
“Independent jewelers don’t need to outspend the big online retailers. You simply need to be more interesting and relatable.” – Emmanuel Raheb, Smart Age Solutions
This is where your digital marketing can be incredibly effective.
The right image can stop the scroll, the right story can create buzz, and the right email can bring the customer back to your store.
A well-planned website can make it easy for consumers to go from “I love this style” to “I’ll take it!”.
Independent jewelers have an advantage. You don’t need to outspend the big online retailers. You simply need to be more interesting and relatable.
Show the personality of your store and your people.
Talk about jewelry the same way you talk with someone standing at your showcase.
Relate to your customer in a way that the chain stores can’t.
Yes, bridal will always matter, and it’s a large part of the jewelry business.
But the best jewelry marketing doesn’t just focus on closing the bridal sale. It gives people more reasons to come back and choose you.
Your goal shouldn’t be to wait for the next special occasion. It’s to create one.
Banner will be right here …
Emmanuel Rahebis the CEO of Smart Age Solutions, a digital ad agency and coveted Premier Google Partner.
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