ColumnistsJul 13, 2021
Squirrel Spotting: 5 Pointers From ‘The Sales Minute’ ColumnistsJul 20, 2021
Creative Connecting: Easing Back Into In-Person Events
Duvall O’Steen and Jen Cullen Williams give tips on reconnecting IRL and surviving long days as the jewelry world prepares for Las Vegas.
Duvall O’Steen, left, and Jen Cullen Williams are independent communications strategists and senior consultants for the Luxury Brand Group. They can be reached at DuvallOsteenNYC@gmail.com or Jen@JenCullenWilliams.com.
Are you ready for Vegas?
As in-person trade shows resume next month, like JCK Las Vegas, the Couture show and AGTA GemFair Las Vegas, as well as conferences and special events, industry members may need a refresher on best practices when it comes to connecting IRL.
We’ve compiled reminders for both exhibitors and attendees, and included some tech-savvy, modern suggestions to foster meaningful connections that will help build your business and your network.
And because we’ve been to a few of these in our time, we’re also sharing some personal tips to survive long days of standing, walking and probably not having much time to eat!
Without further ado...
Without further ado...
Tips for Buyers and Attendees
1. Scheduling
Set goals and make a pre-show plan of the businesses and attendees you would like to meet, then reach out to book appointments or make plan to meet them during the show for coffee.
Be sure to download the showfloor map from the show’s app when scheduling appointments—this will help minimize travel time between appointments, thereby maximizing your time at the show.
Also, consider using the “JCK Match” feature on the JCK Show app. As a registered attendee, you are immediately eligible to be matched with exhibitors who provide the type of products you are looking for based on the information you provide during registration.
Don’t forget to include some downtime on the schedule to browse the show floor for new discoveries, especially in areas where you have not had many meetings. Also, allow time for the fabulous joy of running into industry friends.
2. QR Codes
Many of the trade show operators now include QR codes on badges and booths that can be scanned and saved, then accessed at a later time.
If you see a new jewelry brand or supplier or something in a showcase that intrigues you, scan the QR code to get more information and to save it, so that you can check it out later when time permits.
3. Networking
Plan to attend at least one event each day, with a goal of making at least one new connection at each.
Networking doesn’t have to happen on the show floor; it can happen in line for coffee or in the halls outside of the show.
Be prepared with business cards, a friendly face and be ready to actively listen, engage and quickly explain your position and what your company does.
4. Exit Strategy
When you are at networking events or even roaming the show floor, it is important to avoid letting conversations linger, as you may miss opportunities to meet with other professionals.
Be prepared to politely excuse yourself from a conversation in order to open yourself up for other opportunities to engage.
Plan your exit line and rehearse it so it does not feel uncomfortable in the moment.
5. Notes
Be prepared to take notes. Handwritten or digital notes on an iPad or smartphone help you avoid confusion or misremembering later.
Tips for Exhibitors
1. Lead Capture and Tech Tools
Get creative with lead capture to make sure you can properly follow up after the show with everyone who visits or stops at your booth.
Motivate visitors to leave their business cards by having an attractive bowl or vase designated for the purpose and offer gifts or refreshments in exchange for the business card.
For press stopping by the booth, be sure to collect their business cards before handing over your digital press kits.
If the journalist or editor does not have a business card, quickly take their email address down in the notes on your smartphone, as opposed to a piece of paper that can get lost or damaged.
Use digital technology to help retain each person’s contact information. At this year’s JCK and Luxury shows, you can also quickly scan the QR code on a buyer’s or visitor’s badge to automatically save the badge information into a database you can access at a later time.
QR codes are also great to include on marketing materials, especially with a URL tracker to monitor traffic.
There are also efficient apps for scanning business cards and adding them to your smartphone contacts. Be sure to assign the task to someone on the team; for every business card received, that person should be responsible for scanning it into the appropriate sales manager’s phone or adding it to the company database as soon as possible.
2. Designated Greeter
Invest in a professional greeter who can offer a warm, friendly and quick welcome to anyone and everyone who visits the booth, no matter how busy your team gets.
Buyers are incredibly busy and may not have time to wait while your team finishes other meetings. The greeter can take responsibility for gathering business cards, scheduling appointments on the spot and offering instant customer service.
Many professional actors and hospitality workers serve as greeters in between other jobs. They can be hired through local temp agencies or local online job postings.
Be sure to hold a quick Zoom interview with the candidate(s) before hiring, and remember to give them clear and detailed instructions for wardrobe, arrival times and expectations. For example, if you want your greeter to wear your jewelry at the booth, be sure to ask if their ears are pierced in the interview process.
3. Elevator Pitch
Be prepared for networking and sales opportunities off the show floor.
Divide and conquer so that your team members can attend as many events as possible. Make sure everyone on the team has a prepared and practiced “elevator pitch” to make the most of chance encounters with buyers in the hallways or at cocktail parties and seminars.
The elevator pitch should quickly distinguish your brand from others on the show floor and include a call to action. For example: “Stop by the booth, we have cold water and Starbucks Frappuccino drinks” or “We’re hosting a ring giveaway, give us your business card and you could win one of our new styles.”
4. Display Flow
When designing your booth, consider traffic flow and a display that will allow a thoughtful and seamless presentation of your newest items or collections.
5. Respect Buyer Time
At the start of each appointment, contract for time. Ask the buyer how much time they have and try to streamline your presentation accordingly.
Consider something fun like setting a timer on your phone and placing it on the table where all can see it.
Take a moment at the start to connect personally, but also get to the point fairly quickly to respect the valuable time of your visitor. Such efforts will be appreciated.
6 Personal Trade Show Survival Tips from Jen and Duvall
Now, as promised, here are our personal tips for surviving the grind. Let us know if you have your own helpful tips to share by leaving a comment wherever this story shared!
Jen’s Survival Tips:
- Get Your Head Right. Download a fitness, yoga or meditation app on your phone and make a point to spend 15-30 minutes each morning getting centered and focused on the jam-packed day head.
- Make Your Shoe Game Strong. #VegasShoes. Nothing will kill your ability to network more than when you can’t walk or stand due to foot discomfort. Pack a variety of comfortable shoes and options to change into from day to night. Bonus tip: pack Epsom salts and soak your feet for 10 minutes after a long day.
- Your Voice Matters. Many days of talking within loud venues, in the desert, during the summer, can wreak havoc on your vocal cords and cause you to lose your voice. Your ability to speak is one of the most important ways to communicate and network, so remember to stay hydrated and drink plenty of water. Consider bringing a refillable water bottle. Also, remember beverages like coffee and alcohol can be very dehydrating, so you will need more water than normal. There are oral rinses from brands like Biotene that help soothe a dry mouth. Also, member to pack cough drops and lozenges!
Duvall’s Survival Tips:
- Sleep Is Not Overrated. Going strong all day every day and then having to attend client dinners and industry events in the evenings is exhausting, in the best possible way. To have your best meetings and snap your best selfies or photos with your favorite industry friends, sleep is critical. Set a daily limit and make sure that you are in your room and resting by a certain time. Save the Vegas wild night for the last night, and sleep on the plane on the way home.
- Calories Count. You need them. Another challenge at trade shows is finding time to eat, especially if your booth or meetings are not near a food source. Try not to skip breakfast in case you have to skip lunch. Pack protein bars and snacks to get you through the day. Protein keeps you satisfied and helps you to focus. B-12 sublingual vitamins and fresh fruit offer instant energy pick-ups because both are easily absorbed into the bloodstream. Tennis pro tip: Martina Navratilova always eats an orange before a big match!
- Keep It Real. Try to connect with new industry contacts you meet as human beings, not as potential moneymakers for your business. This industry is all about relationships. If you genuinely connect with people, even if you don’t get the opportunity to do business during the show, they will remember you and take your call at a later date. Have compassion for the other person’s long and grueling day. Ask questions to discover similar passions and keep the conversation, at least at first, more about them than you.
Editors' Picks
Sponsored by
More on Columnists
The Latest
CrimeFeb 06, 2026
Florida Man Sentenced After Selling Fake Native American Jewelry for a Decade Prosecutors say the man attended arts and craft fairs claiming he was a third-generation jeweler who was a member of the Pueblo tribe.
FinancialsFeb 06, 2026
Pandora’s North America GM Departs Amid Executive ChangesNew CEO Berta de Pablos-Barbier shared her priorities for the Danish jewelry company this year as part of its fourth-quarter results.
TrendsFeb 06, 2026
Margot Robbie, Jacob Elordi Wear Matching Cece Jewellery Signet RingsOur Piece of the Week picks are these bespoke rings the “Wuthering Heights” stars have been spotted wearing during the film’s press tour.
Brought to you by
The MJSA Mentor & Apprenticeship Program: Attracting & Training the Next Generation of Bench JewelersLaunched in 2023, the program will help the passing of knowledge between generations and alleviate the shortage of bench jewelers.
MajorsFeb 05, 2026
Pandora to Begin Selling Platinum-Plated JewelryThe introduction of platinum plating will reduce its reliance on silver amid volatile price swings, said Pandora.
Weekly QuizFeb 05, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
SourcingFeb 05, 2026
De Beers Lowers Production Guidance for 2026, Anglo Mulls Another WritedownIt would be the third impairment charge in three years on De Beers Group, which continues to grapple with a “challenging” diamond market.
IndependentsFeb 05, 2026
Borsheims to Undergo Massive Renovation in the Spring The Omaha jewelry store’s multi-million-dollar renovation is scheduled to begin in mid-May and take about six months.
Brought to you by
How Jewelers Can Fight Back Against Cell JammersCriminals are using cell jammers to disable alarms, but new technology like JamAlert™ can stop them.
CollectionsFeb 05, 2026
Marco Bicego’s Amethyst Collection Travels to a Purple ParadiseThe “Paradise Amethyst” collection focuses on amethyst, pink tourmaline, garnet, and 18-karat yellow gold beads.
FinancialsFeb 05, 2026
Watches of Switzerland Reports Strong Holiday Results in Q3The retailer credited its Roberto Coin campaign, in part, for boosting its North America sales.
MajorsFeb 04, 2026
What Designers Should Know About Saks Global’s BankruptcyFrom how to get an invoice paid to getting merchandise returned, JVC’s Sara Yood answers some complex questions.
TrendsFeb 04, 2026
Amanda’s Style File: February Birthstone BlissAmethyst, the birthstone for February, is a gemstone to watch this year with its rich purple hue and affordable price point.
MajorsFeb 04, 2026
Marco Bicego Names New Global Marketing DirectorThe Italian jewelry company appointed Matteo Cuelli to the newly created role.
MajorsFeb 04, 2026
Frederick Goldman Updates Leadership TeamThe manufacturer said the changes are designed to improve speed, reliability, innovation, and service.
Policies & IssuesFeb 03, 2026
Tariff Relief on Horizon for India as Trump, Modi Make DealPresident Trump said he has reached a trade deal with India, which, when made official, will bring relief to the country’s diamond industry.
CollectionsFeb 03, 2026
Jade Trau Releases New Charms, Introduces RondellesThe designer’s latest collection takes inspiration from her classic designs, reimagining the motifs in new forms.
WatchesFeb 03, 2026
Casio America Calls Jersey City HomeThe watchmaker moved its U.S. headquarters to a space it said fosters creativity and forward-thinking solutions in Jersey City, New Jersey.
SourcingFeb 03, 2026
Nivoda Reveals Upgraded Gemstone MarketplaceThe company also announced a new partnership with GemGuide and the pending launch of an education-focused membership program.
GradingFeb 02, 2026
IGI to Acquire American Gemological Laboratories IGI is buying the colored gemstone grading laboratory through IGI USA, and AGL will continue to operate as its own brand.
CrimeFeb 02, 2026
Ylang 23’s Dallas Store BurglarizedThe Texas jeweler said its team is “incredibly resilient” and thanked its community for showing support.
EditorsFeb 02, 2026
Stars Choose Chokers, Elongated Earrings at 2026 GrammysFrom cool-toned metal to ring stacks, Associate Editor Natalie Francisco highlights the jewelry trends she spotted at the Grammy Awards.
CollectionsFeb 02, 2026
2026 Winter Olympic Medal Design Symbolizes UnityThe medals feature a split-texture design highlighting the fact that the 2026 Olympics are taking place in two different cities.
SurveysJan 30, 2026
These Are the Top Brands of 2026, Says YouGovFrom tech platforms to candy companies, here’s how some of the highest-ranking brands earned their spot on the list.
CollectionsJan 30, 2026
Follow the Beat With Etiq’s ‘Khol’ RingThe “Khol” ring, our Piece of the Week, transforms the traditional Indian Khol drum into playful jewelry through hand-carved lapis.
MajorsJan 30, 2026
Arch Crown’s 2026 ‘Tag & Label’ Catalog Is HereThe catalog includes more than 100 styles of stock, pre-printed, and custom tags and labels, as well as bar code technology products.
CollectionsJan 29, 2026
Ghirardelli’s ‘Chocolocket’ Returns for Valentine’s DayThe chocolatier is bringing back its chocolate-inspired locket, offering sets of two to celebrate “perfect pairs.”
AuctionsJan 29, 2026
These Were Bonhams’ Top 10 Jewelry Lots in 2025The top lot of the year was a 1930s Cartier tiara owned by Nancy, Viscountess Astor, which sold for $1.2 million in London last summer.
