– [Kim] Hi there.
This is Kim Klaver and today I have a special short little video for you.
How to never ever hear, it's too expensive again.
Number one, here's somethingthat some people tend to forget and it has to do with product range.
Every product has a low-enditem and a high-end item, so let's say that you'remarketing skincare, okay? I'm gonna give some examplesfrom the regular world.
There's Pond's skin care for$5 and 95 cents a jar, okay? Some people buy that.
Then there's Clinique and themain item on their web page was this for about $45 and of course each of these companies has a range of products, but I'm taking what seemto be the flagship products about 45 50, then there'sanother company called Shiseido whose main product again, the middle for them, $92 for a month's supply.
Years ago I used to use that.
And there's another productcalled La Mer and their, this is a jar of La Merfor $465 that would be on, this is kind of thelow-end to the high-end.
Now let me tell youthere's even a low-low-end and there is a superduper high-end, La Mer, that product there at the right-hand side has products like this ina jar that are between 2000 and $3, 000 so that'sreally super high-end.
And for those of you thatare not used to it, trust me, in our world we have people and products that go from the very low-end, to the middle to thekind of in the middle, a higher and then the very top and the people who buythem are the ones for whom the value is really, really there or not there.
And we all have different values and your job is really not to judge, but if you wanna not hearno, it's too expensive, then there are a coupletricks you need to know I'm gonna tell you rightnow what these are.
So for you, for everyoneselling a service, whether it's, if you'rea health practitioner or you're a massage therapist or you are a marriage counselor, or you are a marketer of somekind or a network marketer or a direct salesperson, how do you get the right ones to lean in to what you have to say? Now, do you supposethe best way to do that is to say something that they've probablyheard a thousand times? And of course I know you're gonna say no 'cause nobody here is aDumbo, but think about this.
Let's say you're marketing skincare, okay? And what do we all, what does every company show? The image of the beautifulwoman, the beautiful young woman, some version of her.
And then here comes the text.
It's clinically provenor and it's anti-aging or it's safe and highly effective, or it's dramaticallydifferent, or it restores.
You hear it corrects, it's innovative, it has miraculous benefits, okay? So these are the things people say with these types of images.
Now the thing is, every product says that about their product.
Pond's for six bucks, theClinique say for theirs, for $45, the Shiseidofor $92 and the Le Mer for its $465 cream which is their low-end, but high-end for most normal people.
But if you think about this, what is the number onecomplaint that you get when you're marketing whatever you have? Do you hear it's, dothey argue about whether it's clinically proven orthat is anti-aging or safe and highly effective, orthat it restores or corrects or is different or is innovative or there are miraculous benefits? Is that the stuff that you hear people kind of whining about and arguing about? What's the number onecomplaint that you hear? Number one, what is it? It's too.
.
.
what? We all know, right? What's the number one complaint? It's too expensive.
So since nobody argues about this stuff, the clinically-proven, the anti-aging, all the things that wesay the products do, I'm talking about skincare in this case, you could do it for anything.
For your specialized massage therapy for your marriage counseling, for your weight-loss products for your nutritional products, for your for example aservice like a legal service or an insurance service.
All these are lots ofstuff all of the companies who offer these things say like this.
But people don't normallyargue about that, not first.
What happens instead iswhat are people, you know, how much time do youwanna spend talking about this kind of stuff that I just showed you when that's really notwhat people complain about at first, okay? Like clinically-proven all these stuff.
This is not where theissue is in the beginning.
At first, here's the issue.
The price, okay? People complain about the price.
Now what does that tell you? Number one, like every other product, skincare has products rangingfrom low-end to high-end.
Therefore, if you have, aperson who uses Pond's cream and you're trying to sell her on a, say an 80 or $85 cream for your company, whether that's Arbonneor Jeunesse or Nirium or any of the skin care companies, right? Rodan and Fields, it's anotherskin care company or you're, it doesn't matter what it is.
If your person who is a customer is using a $6 item per month and yoursis 80 or $85 be it skincare, weight-loss, daily vitamins, is that $6 a month person, your customer, yes or no? Yes or no? You tell me is, that's a customer.
But is it your customer forsay an 85 or $90-product? Is it La Mer's customerfor their $465 cream? I would say probably not.
Why? Because products haveranges, low-end to high-end, and people buy themdepending on their values that they associate with that product.
Some people buy a Range Rover for $79, 000, other people buy a Yugo for, I don't know, four or $5, 000 or a Chevy or some other mid-levelcar for 20 or $30, 000.
See, so all of these products have ranges.
So what you wanna do, if you don't wanna hear, it's too expensive again, 'cause you're talkingto the wrong customer, you didn't know it, see andhere's a way to do that.
Here's what I did and whatI teach now for, you know, for all kinds of folksselling all kinds of services, knowing that you've got this product range from low-end to high-enddepending on values.
And of course low-endis also lower priced.
High-end is also higherpriced because of the values that are packed into the product.
And either you believe it or you don't, you know, it's up to you.
Alright, so what do youdo so you never hear it? So next time when somebody asks you, you get to that place and they go, okay, so you know, what do you have? Or what do you sell? What do you market? Right? And you stand there andinstead of talking about all these things we had in the beginning, Oh, it's wonderful, antioxidant and it's yada, yada yada, right? Since we know what thenumber one problem is, that the number onecomplaint is that you get, you lead with it, you lead with that thing that you know is gonna cause you trouble.
And here's how you do it.
I market a high-end skincareline for people who, so what's your product? What do you market? I market a high-end skin care line or I have a high-end skincare line for people who and what have you done? Kaboom! They're gonna instantlyknow it's high-end.
Everybody knows that meansit's not gonna be cheaper.
It's not.
Then second thing you wannado is add your for people who, and this is gonna be for people who, and you put in what matters to you, not what the companysays or your upline says, but what matters to you.
So, I market a high-endskincare line for people who say you have a chemicalsituation in your body.
So for people who wannaavoid bad chemicals like me or say you're a certified organic nut and you say well I work atthis high-end skincare line for people who want certified organic.
'Cause you you go with what's you, not the other person youlead with your own values because just starting there will get you a bunch of customers and then plus you havesomething to talk about.
If you're both into bad, avoiding bad chemicals or you're both intowanting certified organic.
And another example is for people who want one productinstead of three or four 'cause they just don't have time to put on three layers of things.
You see how that works? And then number three, you remove the pressure from them and you.
And at the end you say, so do you know anyone who might like to know about a product like that? You see, that's how it works.
Those are the three things.
So the bottom line is when you use this, I've used it for 26 years, goodbye, it's too expensive, okay? This is Kim Klaver and ifyou'd like another tip, this one is how to stop talking to people who will never buy.
Come on over to KimKlaverClass.
com.
That's K-I-M-K-L-A-V likeVictor, E-R class C-L-A-S-S.
com.
So KimKlaverClass.
com.
And if you type in thewhole thing, it's https://.
But if you type in KimKlaverClass.
com you'll get to some more tips like this and hopefully we'll see you there.
This is Kim Klaver talk to you soon.
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