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Figure out where the people who will pay are and go there. I’d put money on the fact that the members who are doing well in other locations, probably in a more affluent area.
With a product like that, samples are going to be your friend. But to get them to bite, maybe figure out what their skincare pain points are and tell them how the product can solve those problems. People love talking about themselves so lead with a question rather than a pitch.
We do tons of samples and demos. People will balk at the price, but not the results. If we can get our product in customers' hands, they fall in love. I've had loads of people try it out at home and come back to purchase. It's way easier than just listing the benefits in person :)
Avoid mentioning the price upfront. Instead, focus on the unique benefits and results. Share real testimonials, before-and-after photos, or even short video clips of satisfied customers. People buy stories, not just products. Share the story behind the brand, the science, or the founder’s journey. Connect emotionally and make the product memorable.
Wow that is an expensive eye cream! Can't say I would ever spend that much on any product like that but I am sure there is a market for it. However, I don't know that the market of people would be at Costco. I agree with others though, maybe offering samples will help you get more sales.