How to Talk About Inclusions: The Truth Jewelers Must Know to Sell Emeralds with Confidence
When a client peers into an emerald and says, “What’s that inside?”, many jewellers freeze. They feel the sale slipping away.
Emeralds, unlike diamonds, are not about perfection they’re about character, origin, and rarity. But unless you know how to present that story, inclusions can become objections.
At Colombian Gems, we’ve helped hundreds of jewelers not just source emeralds but sell them, with confidence. Here’s what we’ve learned about turning what looks like a flaw into a feature.
Inclusions Are Not Imperfections They’re Identity
Every emerald carries “jardin” (spanish word) which means internal features that resemble gardens.
These aren’t defects. They’re geological fingerprints that confirm the gem’s authenticity, origin, and uniqueness.
“No jardin, no emerald.”
– Traditional saying in Colombia
inclusions are nature’s signature which make every single emerald unique ( Selling point)
How to Explain Inclusions Without Killing the Sale
Here’s a script we’ve seen work repeatedly:
“What you’re seeing here is what gemologists call a jardin the natural inner life of the emerald. It proves the stone is real. Emeralds without inclusions are usually synthetic or overly treated. This one is natural and certified.”
Use words like:
“Natural formation”
“Unique fingerprint”
“Proof of origin”
Never use:
“Flaw”, “crack”, “damage”, or “internal problem”
Treatment Is Standard Be Honest and Proud
Most high-quality emeralds undergo oil treatment to improve clarity.
This is an accepted global standard, just like heat for sapphires or polish for diamonds.
Say it like this:
“This stone has been lightly oiled a traditional treatment used to improve clarity without altering the stone’s structure. It’s still 100% natural.”
Show the certificate. Mention it’s F1 / Minor enhancement if applicable. Education builds trust. Transparency builds sales.
Sell the Story, Not the Clarity Grade
Emeralds aren’t sold like diamonds. Don’t let your client get lost in comparing clarity grades or carat math.
Instead, connect them to the origin:
“This was mined in Muzo, Colombia one of the most legendary regions for emeralds.”
“This stone is certified by Gubelin, one of the most respected gem labs in the world.”
“It’s one of only a few in the world with this color and structure.”
You’re not selling a product you’re selling a piece of the Earth’s most rare beauty, with a story only they can wear.
CONCLUSION:
Confidence Sells. Inclusions Don't Stop a Sale Uncertainty Does.
You don’t need to be a gemologist to sell emeralds. You just need the right story, the right supplier, and the confidence to help your client fall in love with a gem that’s real.
At Colombian Gems, we help jewelers source certified, investment-grade emeralds and sell them with confidence. We provide:
Video presentations
Certification
Custom cuts
Miner-to-jeweler support