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October 2023
How the Rule of Five Will Change Your Business
Brandon Wright
Clienteling is a great way for jewelers to build long-term relationships with key customers and foster loyalty over time. However, if your sales associates haven’t made a habit of building relationships with customers, it can be tricky getting the ball rolling.
That’s where the rule of five comes into play. And getting started is easier than you think—especially if you have a clienteling software like Clientbook on your side to streamline the process.
Read on to learn what the rule of five is, how it works, and how Clientbook can help you use it to revolutionize how you and your sales team connect with your customers.
What is the rule of five?
The rule of five is simple. It’s a goal you set with your sales team, encouraging them to do five clienteling activities a day to get them started with clienteling. This is especially helpful if your sales associates don’t have a lot of experience with relationship-selling techniques. After all, most salespeople are used to simply closing a deal—not investing in long-term trust and customer loyalty.
You even gamify the rule of five and turn every engagement or personal interaction into a point— whoever gets the most points at the end of the day or month wins a prize!
What clienteling activities should my team start with?
Clienteling activities could include sending a follow-up email to a client, making a personalized product recommendation, reaching out on a birthday or anniversary, or calling a client with a product update.
You can decide which customer touch points make the most sense for you and your business, but as long as your sales associates are making an effort to consistently reach out to clients, the rule of five is doing its job.
Why is the rule of five effective?
The rule of five is an effective way to get your sales associates to start clienteling for a few reasons.
First, setting a goal for a specific number of clienteling activities your sales associates should be responsible for in a given day will give them something tangible to work toward. Goals are powerful motivators and give your team clear direction.
Second, the rule of five establishes a habit of clienteling. And five client touch points is just a starting point. As they get into the habit, they’ll be consistently reaching out to clients and implementing relationship-selling techniques in their day-to-day without even thinking about it.
Finally, your clients will notice the difference. As your sales team works hard to meet their goal, your clients will feel heard and cared for, and in turn, be more likely to come back to your store.
Jye’s
Platinum sapphire ring
MSRP $8380
jyescorp.com
415.621.8880
Jewelry Innovations
Serinium®, white ash
baseball bat wood, stitch
engraving
MSRP $690
800.872.6840
How does the rule of five help my business?
Training your sales associates on the rule of five and expecting consistent clienteling activities from them will inevitably result in your sales team building genuine relationships with clients and earning their loyalty.
And when a jeweler really gets to know their clients—their product preferences, important dates in their life, and personal style—your sales team can make personalized recommendations and offers based on what they know they’d like best.
This style of selling benefits retailers in a lot of ways. Here are just a few:
- Boosts sales: Today’s buyers want and expect a personalized shopping experience. Epsilon reported that 80% of consumers are more likely to do business with a company if it offers personalized experiences.
- Foster customer loyalty: The more your team gets to know your clients—and the more they make spot-on product recommendations—the more trust you’ll earn from clients. And that trust will likely translate to repeat business.
- Elevate your brand: When every client feels like a VIP in your store, that sets you apart from other retail stores that aren’t prioritizing customer engagement. And when a single customer has a good experience, they’re sure to share your brand with others and earn you new clients.
How clienteling software like Clientbook can help
The best way to set your team up for clienteling success is to invest in an advanced clienteling tool, like Clientbook. With clienteling software, you can move from having client information scattered across notebooks and sticky notes into one, centralized location. From there, you can easily search, filter, sort, and tag your clients with ease. You’ll be able to build customer wish lists for each client, keep tabs on their purchase history, and even send messages right to their phone.
Better yet, you can even automate the more time-consuming clienteling tasks, like customer followups, so you’ll never forget to reach out.
Conclusion
If you’re new to clienteling, or have team members who are, implementing the rule of five will point you in the right direction and kickstart your sales team toward success. But don’t forget—you don’t have to figure it all out on your own. Clientbook can help you start digital clienteling with ease.
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