So many of us limit our customer friends mentally by deciding for them that they "don't have money to spend."
Newsflash: people find the money to do what they truly want to do.
Your task is not to find their money--your task is to show them such fun, easy and adorable ideas that it makes them want to spend it with you. That's a LOT easier than taking it on ourselves to judge their financial capabilities and set a limit on what we think they'll spend.
Are you taking on too much emotional responsibility in this area?
Quit saying "no" for your customers!
You would not appreciate it if you walked into an appliance store to buy a new stove, and the salesperson took you to the back room where they keep the outdated floor models and the cheapest lines--and refused to show you anything else.
While you might limit yourself by not heading to the aisle with the most expensive ranges, you'd be really offended (and rightly so) if the sales associate decided on your behalf that you could not afford the $800 model. It's your decision to make, based your own needs, long-term goals, and all the other factors in your particular situation.
Our job as demonstrators is to demonstrate the products our company sells. To show them how our products might meet their needs, and then let them decide what to write on their order forms or add to their shopping carts. Let's not wander into the arena of emotional responsibility and making judgements about the spending habits of our customers.