Ask the Experts Selling Upscale Jewelry to a Casual Crowd Q&A

My work is "upscale," yet at shows, people are often wearing casual clothing that isn't a good fit for my jewelry ... any ideas on how to deal with this?

- Samantha

First, make sure that your display communicates the quality of your jewelry. Use clean forms for necklaces and elegant trays for bracelets, earrings and more. Also, keep fine fabric swatches at your booth to show the jewelry at its best. Ask the prospect what she wears for an evening out, and then select the swatch that matches most closely when you present the jewelry. Finally, keep mirrors (both stationary and hand-held) at your booth so that prospects can see how they look!

- Dr. David Weiman