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Transcript

Maximizing Value with ESA: Best Practices and Key Insights.

Created By: Ashlee Ferguson

1. Features & Benefits.2. Planting the Seed. 3. How to Effectivly Present ESA. 4. Resources & Trainings.6. Questions, Tips & Tricks.

Agenda

Benefits
Features
  • Lifetime Coverage
  • Provides peace of mind
  • Protects investments
  • Takes care of routine maintenance that all jewelry requires
  • Worry free wear
  • Keeps in like new condition
  • Save money on potential repairs
  • Adds value
  • Opportunity to build lasting relationships
  • Stone resetting
  • Prong and Stone Tightening
  • Repair damage mounting
  • Resizing
  • Cleanings
  • Rhodium finish
  • Re-tip prongs
  • Earring back/post repair
  • Refinish & polish
  • Clasp repair
  • Pearl restring
  • One time replacement

ESA's are the glue that connects us with our customers. Ensuring that their most treasured possessions will be protected for a lifetime. and allowing us to build lifelong relationships with our customers.

Why are ESA's important?

Lead in Lines

  • Are you familiar with the LPP (Banner) offers?
  • Great news! We have an optional LPP that will take care of routine maintenance that all fine jewelry requires.
  • Not to worry, I would be happy to tell you about our LPP that would cover sizing for a lifetime!
  • We have an optional LPP now available for items even if they were not purchased from us! I would love to tell you about it.
  • Have you thought about engraving the ring with a special message?
  • Once we find the perfect ring, remind me to tell you about our Extended Service Agreement, it will cover the maintenance that all fine jewelry requires.
  • Consistency is key! We want to ensure all guests are familiar with the ESA Signet offers and give them the option to add it.
  • We are the VJE, we want to highly recommend this to our guest and tell them why/how it can benefit them.
  • Bring the ESA up early and often.
  • Bundle the price. Let the guest know the total with the ESA included.
  • Mention the value. Share the cost of individual repair work compared to cost of ESA.
  • Overcome objections.
  • Celebrate with the guest.

Ask a check question to get their buy in.

Share a feature and benefit that make sense.

Discover needs & what is important to the guest.

How to Present ESA

What is a post-Purchase ESA?

Post-Repair ESA

Post-Repair ESA provides customers with the ability to add an ESA after making a qualifying cusomer paid repair on signet and non signet merchandise.

  • Keep it simple: Post-Repair ESA has all the same benefits as an ESA on brand-new Signet merchandise.

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Resources

Protection Plan Page Links

Post-Repair ESA

ESA Pricing Chart's

Thankyou!