In the spirit of Jewelers of America joining forces with Jewelry Information Center, Helena Krodel, JIC’s director of media and special events, offers sales advice based on Robert Fulghum’s All I Really Need to Know I Learned in Kindergarten.

• Say please and thank you to your customer. When you order new pieces with specific customers in mind, call them and say: “Please come into the store and have a visit with us. We found something perfect for you.” When that client makes an effort to come in and make a purchase, send them a thank-you. Whether it’s a phone call, a note in the mail, or an e-mail, allocate an hour each week to say, “Thank you, we appreciate your business,” to those who keep you in business.

• Show and tell. Like a surgeon ready to operate, have your instruments and tools ready each morning when those doors open. Beautiful jewelry mats to rest pieces on and a mirror will make all the difference to shoppers.

• Dazzle them. Little extras go a long way toward making people feel welcome in your store. Think about providing a tiny tube of lip gloss to women when they try on a piece of jewelry. With shiny lips and a bright smile, the jewelry will look even better!

• Fill in the important details. Provide thorough explanations of metals, gemstones, and settings. Offer print materials such as colored gemstone brochures and a handout on gold to teach customers about karatage. (You can order gemstone brochures from JA.)

• Snack time. Have a signature drink or treat available in your store. If it’s a cookie, offer the recipe to your favorite customers. The saying goes: “The way to a man’s heart is through his stomach.” It’s the same for customers. Feed them and they’ll return. The smell alone of something yummy brings sensory experience and a smile to even the toughest customer’s face.

For more tips from Jewelers of America, sign up to receive the “Tips to Thrive” e-newsletter at www.jewelers.org.