- [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 something that some people tend to forget
and it has to do with product range.
Every product has a low-end item and a high-end item,
so let's say that you're marketing skincare, okay?
I'm gonna give some examples from 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 the main 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 seem to be the flagship products
about 45 50, then there's another 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 product called La Mer and their,
this is a jar of La Mer for $465 that would be on,
this is kind of the low-end to the high-end.
Now let me tell you there's even a low-low-end
and there is a super duper high-end, La Mer,
that product there at the right-hand side
has products like this in a jar that are between 2000
and $3,000 so that's really super high-end.
And for those of you that are 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 the kind of in the middle,
a higher and then the very top
and the people who buy them 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 hear no, it's too expensive,
then there are a couple tricks you need to know
I'm gonna tell you right now what these are.
So for you, for everyone selling a service,
whether it's, if you're a health practitioner
or you're a massage therapist
or you are a marriage counselor,
or you are a marketer of some kind 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 suppose the best way to do that
is to say something
that they've probably heard a thousand times?
And of course I know you're gonna say no
'cause nobody here is a Dumbo, 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 beautiful woman, the beautiful young woman,
some version of her.
And then here comes the text.
It's clinically proven or and it's anti-aging
or it's safe and highly effective,
or it's dramatically different, 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, the Clinique say for theirs,
for $45, the Shiseido for $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 one complaint that you get
when you're marketing whatever you have?
Do you hear it's, do they argue about whether
it's clinically proven or that is anti-aging or safe
and highly effective, or that 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 one complaint 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 we say 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 a service like a legal service
or an insurance service.
All these are lots of stuff all of the companies
who offer these things say like this.
But people don't normally argue about that, not first.
What happens instead is what are people, you know,
how much time do you wanna spend talking about
this kind of stuff that I just showed you
when that's really not what people complain about
at first, okay?
Like clinically-proven all these stuff.
This is not where the issue 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 ranging from low-end to high-end.
Therefore, if you have, a person 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 Arbonne or Jeunesse or Nirium
or any of the skin care companies, right?
Rodan and Fields, it's another skin 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 yours is 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 for say an 85 or $90-product?
Is it La Mer's customer for their $465 cream?
I would say probably not.
Why?
Because products have ranges, low-end to high-end,
and people buy them depending 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-level car 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 talking to the wrong customer,
you didn't know it, see and here's a way to do that.
Here's what I did and what I teach now for, you know,
for all kinds of folks selling all kinds of services,
knowing that you've got this product range
from low-end to high-end depending on values.
And of course low-end is also lower priced.
High-end is also higher priced 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 you do 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 and instead 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 the number one problem is,
that the number one complaint 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 skincare line 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 skin care line for people who
and what have you done?
Kaboom!
They're gonna instantly know it's high-end.
Everybody knows that means it's not gonna be cheaper.
It's not.
Then second thing you wanna do 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 company says or your upline says,
but what matters to you.
So, I market a high-end skincare line for people
who say you have a chemical situation in your body.
So for people who wanna avoid bad chemicals like me
or say you're a certified organic nut
and you say well I work at this high-end skincare line
for people who want certified organic.
'Cause you you go with what's you,
not the other person you lead with your own values
because just starting there
will get you a bunch of customers
and then plus you have something to talk about.
If you're both into bad, avoiding bad chemicals
or you're both into wanting certified organic.
And another example is for people
who want one product instead 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 if you'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 like Victor, E-R class C-L-A-S-S.com.
So KimKlaverClass.com.
And if you type in the whole 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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