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Over the last two decades my teams of clienteling experts and I have sold multi-million-dollar handbags, runway collections jewellery, watches – and more recently, consulting contracts.
But if you ask any of these clienteling experts, they would tell you this:
“We were never really selling products. We were building relationships.”
The journey of a high-value transaction – say a $20 million dollar jewellery piece – is often planned over a year if not longer.
It starts with identifying the right client.
Then deepening our understanding of their lifestyle and preferences.
And designing intentional moments to make them feel truly seen.
Selling rarely happens on the shopfloor; it happens over time – from the most fancy engagement proposal in the private lounge, to celebrating a grandmother’s 70th birthday with her favourite traditional Chinese buns.
I can’t tell you how many times I heard the clients say – “I don’t need another [any product that we sold]. But I’ll get this – because of you/your team.”
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