Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale

Chapter 24. Life is a celebration

Why do people purchase? One of the main reasons has to do with celebrating life's events. People want to show others how much they mean to them. There is often a party or get together of friends and family to share these moments.

The occasions fall into two major categories:

1. Yearly events such as Valentine's Day, Mother's and Father's day, religious celebrations, or New Year's.

2. Personal life/Family events: the birth of a child, birthdays, graduations, engagements, weddings, promotions, or anniversaries.

The Sales Ambassador anticipates the yearly events and contacts customers ahead of time to order or reserve gifts they might need. Using the customer file, the Sales Ambassador reminds customers of personal events, just in case they may have forgotten and of course, when appropriate:

• "You know, Valentine's Day is just around the corner...."

• "Isn't your wedding anniversary in a month's time?"

• "Wouldn't it be nice if he received something after working so hard at finishing his studies?"

Sales Ambassadors have told us that the service provided in reminding and helping customers pick out gifts is very much appreciated, especially from busy customers who no longer remember what they bought the previous years and of course want to avoid buying the same thing.

Every occasion is an opportunity to help your customer celebrate life.