"What else do you sell?"

When you buy something and are surprised and delighted with it, what’s the next thing most people ask?

If Apple Computer is any indication, it’s “What else do you/they sell?”

When the iPod came out a few years ago, people went nuts they loved it so much. They couldn’t stop talking about it and showing it to their friends. Soon the iPod lovers asked: What else does Apple sell?

The result: Apple Macs (computers) sales took off and have not stopped since.

Because iPod lovers found out Apple sold computers and bought one.

Then the iPhone came out. People loved that. And talked about it. (Without being paid a dime.)

What happened? People were so delighted with the iPhone) they asked: What else does Apple sell?

And this past quarter, Apple sold 51% more COMPUTERS than last year.

Moral: lead with your favorite product. The ONE YOU are passionate about. The one that delights you. Not all of them.

If someone really loves it, you will likely get the Question. That’s your opportunity to show what else you offer.

So please stop worrying about “missing” someone when you lead with just one product. Just lead with YOUR iPod.

It’s happening for Apple. Why not you?

P.S. If none of your products really delight YOU like an iPod might, consider finding another line to represent. People everywhere already buy products that are really just good enough not to be bad. Why should they buy even more? Remember, YOU need to be delighted first.

About the author

Kim Klaver


  • I would agree that you must like the products you represent.

    I also believe you must find those that are in your target market…. those people who will find your particular products valuable to them.

    Everyone shops at Walmart, but while Jane will buy her nutritional products at Walmart, she wouldn’t dream of buying her jeans anywhere except the local specialty store.


  • Brenda –
    Do you think it’s really enough to “like” what you sell? If you want to make a real go of your business, that is?

    I think you have to be delighted with it, and think it’s the most special thing in the world of its sort.

    Not because of science or other external features no one cares about (except the companies), but because the product delights and amazes YOU.

    That’s what’s contagious.

    How many networkers (or other sales people) do you think feel that way about their product? Or business?

    Not the screaming “this is the greatest and you should buy it!” type of attitude…I mean genuinely delighted with their product, like iPod lovers are. (Or lovers of anything special to them.)

    Of course, some people just sell the business, and many old time reps move from deal to deal, where they’re selling the “deal” – the large orders that everyone then sells too, and in 6 months, they’ve made a few thou and move on. I don’t include that attitude here.

  • Yes, yes and YES!

    This is what I tell people all day long…

    I explain how I go to bed thinking about it and I wake up excited about it. I love my product, I love what I do and I’m excited for each day!

    I have a passion for the product which shines through to my customers.

    They must wonder “why the heck is SHE so dang excited about it? If she is I should be too!”

    You definitly MUST be delighted with the product, a product-of-the-product. Use it, love it and believe in it!

    Alethea Anderson

  • It’s funny, I have been disregarded as “blatant ad” because I can’t help to be excited about my product for what it has done for me and my family!

    Is it possible to be “too excited?” Be “too enthusiastic”?



  • Marieangie:

    Can you be too excited? Depends on how it comes across.

    Look at your ad. Is it talking about what happened to you, or is it focused on making promises about what it will do for someone else?

    Do you have “It’s amazing, wonderful, the best thing out there?”

    That’s not credible to others – not when you are the one saying it, and when you are also selling it.

    Third party “it’s wonderful” works – that’s how Apple gets its sales – from users telling others how they love it.

    And remember, they’re not selling it.

    The rules for speaking are very different when YOU are also the one selling it. Listeners take them all with a grain of salt because they can’t be sure what motivates your laudatory words…the potential sale? Or what?

    See what I mean?

  • Kim: It makes sense to me what you say, my opinion is perceived as biased.

    But to be honest this is the first time that because of my personal experience with the product, I have chosen to build a MLM business, instead of being just a wholesale customer… and I DON’T know how to do it.

    My husband was skeptical about the product and he didn’t want to do anything with it, I didn’t push him I just kept taking it.

    He was the one who noticed the changes and told me everything that he had noticed, yesterday he started taking it.

    But how do I handle “the rest of the world”?


  • Its also known as cross-selling. Get a customer interested in one of your products and sell them another related product (which often has a much bigger profit margin). Apple is brilliant with their strategy.

  • Kim –
    You seem to be on a kick of creating fanatics. Sure people need to have belief in what they are promoting and know it works but they don’t need to be fanatical to be successful. I market performance nutrition and fitness programs with one of the titles being called ‘Yoga Booty Ballet.’ Some women love it and enjoy the instructors referring to their students as goddesses. I prefer other workout trainers like Tony Horton or Shaun T. which are just as effective yet more my style. Fanatics are often perceived as freaks and avoided for good reason – let’s not drink that Kool-Aid. Be real, have belief and the message will get across. The first few rounds of iPod lovers where fanatics, geeks and snobs. Normal people are not fanatics and most of Apple’s sales happen (after they gouge their fans – think iphone) because they provide excellent products at now competitive prices. If Apple did have an affiliate program how many customers would join? And of the fanatics that did join how would they do in sales (especially compared to the retail clerk at the Apple store)? Sure it is nice to love what you do but it is not necessary for success. The whole equation changes when you get paid for what you promote no matter how much you love it. THINK?

    Lead with the product people want. If you only buy your products because of the comp plan, finding real customers will be difficult if not impossible.

    Would you go to a doctor who loved her drugs and was passionate about sharing them?


    PS. No MLM Company is going to have the marketing budget or business model of Apple.

    PPS. I like and appreciate your old school training. It allows the creation of real momentum and is not limited by this micro niche and fanatical focus that has been developed and preached of late.

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