Live streaming skills: 6 live streaming sales techniques!

If you want a good live streaming effect, live streaming sales talk is essential.

But I am sure that 90% of the people who do live streaming don’t know how to use the correct and effective live streaming language to sell products.

You are not Li Jiaqi. Keeping saying "buy it, buy it, buy it" will not only fail to make a deal, but may even backfire.

You are not Wei Ya, you cannot afford to give expensive mobile phones, cash, or various brand products as gifts;

As an ordinary person, what are some live streaming sales techniques that can be applied with just one click to enable fans in the live streaming room to quickly place orders?

In this article, I will share with you 6 live streaming sales techniques that are also applicable to ordinary people. They are:

1. Retaining skills

2. Interactive speech

3. Product introduction words

4. Talking to urge orders

5. Closing Talk

6. End the conversation

At the same time, we will not only share with you simple live streaming sales scripts, but also explain the sales logic behind the scripts clearly and thoroughly.

After reading this article, you will be able to handle the live broadcast room with ease and your fans will want to buy after seeing your products.

01. How to retain employees

If there is no one in the live broadcast room, no matter how good the product is, it will be useless.

So, the first trick I want to teach you is the art of retaining people and selling products through live streaming.

As the name suggests, retaining people means retaining fans in the live broadcast room, improving the retention rate of the live broadcast room, and also helping to increase the referral traffic of the live broadcast room.

Because according to TikTok's recommendation algorithm, the more people there are in the live broadcast room, the higher the interaction rate, and the system will recommend your live broadcast to more interested people in real time.

This is actually similar to the principle of video recommendation.

This is why many live broadcast rooms where people follow and like each other can become popular.

Because their user interaction data is very good, it is considered to be excellent content by the algorithm and is recommended by the system, increasing their chances of becoming popular on live broadcasts.

There are two main techniques for retaining people:

1. Welfare temptation

Use various benefits, sweepstakes and favorable policies to retain audiences and potential customers.

For example, every live broadcast of Wei Ya begins with the sentence, "Without further ado, let's draw some prizes first."

If you want to retain people, not just at the beginning of the live broadcast, various benefits, such as limited 1 yuan (9.9 yuan) free shipping flash sales, free ###, 30% off promotions, buy two get two free and other favorable policies, need to be implemented throughout the whole event.

Repeat the reminder every 5 to 10 minutes or so, using benefits to retain fans of the live broadcast room.

Because there will be new fans coming to the live broadcast room all the time, if you don’t repeat the benefits you mentioned earlier, you won’t be able to retain the new fans who come in later.

Reference for words:

"Dear fans in the live broadcast room, we will start drawing free meals at 12 o'clock sharp. If you haven't followed us yet, please click on the follow button above and join our fan group. You can participate in the drawing of free meals at 12 o'clock sharp. You can also go to our customer service lady to get a 10 yuan coupon..."

2. Answer fans’ questions promptly

This is very important.

Because those who ask questions in the live broadcast room are basically extremely accurate customers.

At this time, you need to act as a customer service representative, respond to fans' questions in a timely manner, and use welfare words to guide and promote transactions.

Reference for words:

A fan asked: Host, can you match this skirt with the suit you just wore? Can short people wear it? Can slightly plump people wear it?

The host replied: @### (fan account nickname or nickname abbreviation) Miss, you can follow the host first, and I will try it on for you right away!

Fans asked: Are there any discounts? Are there any flash sales? How much does that XX (product name) cost? Are there any coupons? How to get coupons?

The host answered: The lady who asked about the coupon (it’s better to say the ID name directly), XX has a coupon worth X yuan, and there will be a flash sale at X o’clock. (Then repeatedly tell the specific discount and how to use it, to ensure that the audience can use the discount correctly and place an order under your guidance)

If a fan says "Why are you ignoring me? Why don't you answer my questions?"

You must comfort them in time , for example, "I'm not ignoring you, there are just too many comments and they are scrolling too fast, I will definitely reply when I see them, please don't be angry."

The key to question-and-answer skills: meticulousness and patience.

Many people may ask one question, and the questions asked by each person may be very different. Sometimes we need to answer the same question repeatedly, so we must be patient and sincere, so as to retain people.

02. Interactive speech

Because you are not a top anchor like Li Jiaqi or Viya, who have their own IP attributes.

If you want to retain people and promote conversions, you must let fans in the live broadcast room participate, interact with you and chat.

Moreover, interaction is also a key indicator for the algorithm to evaluate the quality of the live broadcast room.

In addition to sound waves, there are many types of interactions, including following, commenting, clicking on the shopping cart, clicking on products, sending gifts, joining fan groups, etc. in the live broadcast room . In the revision on May 26, "like" has also become one of the important evaluation indicators.

Therefore, when the broadcast starts, based on the purpose of the broadcast, try to guide users to interact effectively. Among them, likes, comments, and follows are relatively the simplest and most cost-effective.

Here are some easy-to-use comment area interaction tips:

1. Question-based interaction

For example: Have you ever used this lipstick?

2. Multiple choice question interaction

For example: if you want model A, deduct 1; if you want model B, deduct 2;

3. Screen-swiping interaction

Call on users to swipe the screen to interact.

For example: If you want a baby, just put “want” in the comment.

(These interactions can be properly operated by water army to create an atmosphere. People have the mentality of following the crowd. When they see that everyone is participating and buying, they will also be motivated.)

The last but not least, the most crucial point is to “ follow, like, and join the fan group ”. The reminder is also given approximately every 5 to 10 minutes (or even shorter).

Reference words:

“#Click us to have a limited flash sale (repeated welfare event), but only those who follow the anchor and join the fan group can participate. If you haven’t followed yet, please click the follow button above to join our fan group.”

03. Product introduction skills

Product introduction is the most basic part of live streaming sales talk, and it is also the most important and has the greatest impact on conversion rate.

How to introduce products live and increase the conversion rate of the live broadcast room?

1. Product evidence

Show product credibility certificate to prove that the product is reliable. Including but not limited to: sales screenshots, netizen reviews, internet celebrity recommendations, official qualifications, expert endorsements, etc.

for example:

13,000 copies sold in one week (sales data)

Sales exceeded 8,000 copies on the first day of release (sales data)

32% of customers will repurchase (repurchase rate)

99% favorable rating (favorable rating)

Customer rating: 4.9 points (customer rating)

Reference words:

Our live studio is 59 with free shipping, and they have sold 140,000 of them. (Specific sales volume)

A total of 140,000 units have been sold, with a cumulative score of 4.9 points (specific score)…

2. Professional + scenario-based introduction

Introduce the product from multiple dimensions such as efficacy, ingredients, materials, price, packaging design, usage methods, usage effects, and user groups. The more professional and more convincing it will be.

(You need to have sufficient understanding of the product in advance and prepare the product script)

In addition to professionalism, sense of scene is also one of the important factors that influence whether fans in the live broadcast room are willing to pay for your live broadcast.

How to make product introduction scenario-based?

The simplest method is to use more metaphors, comparing the abstract to the concrete, and the concrete to the abstract.

For example, when Li Jiaqi recommends perfume, he compares the invisible and intangible "virtual" fragrance to:

◆ A girl in love happily goes to find her boyfriend. It's a very sweet feeling.

◆ Rooftop garden, man-killing fragrance, very suitable for summer

◆ A girl wearing a white gauze skirt, walking on the beach, looks very clean

◆ The smell of the forest after a light rain

Such a scene-rich entity description. Even if the audience can't smell the scent, they can basically imagine what kind of feeling the perfume brings to people, thus impressing the audience to buy it!

When recommending lipstick, the "real" situation of applying lipstick on the mouth is likened to:

◆ Hermès on your mouth

◆ The color of the mouth is very expensive

◆ Look at my mouth, it's the kind of mouth that only an 18-year-old girl would have.

◆ It feels so exciting, you are the peach on earth

◆ There is an inexplicable delicious feeling

◆ A very knowledgeable girl, with a fairy-like look

◆Ah, so shiny! Five carat mouth!

This combination of the real and the imaginary, and the imaginary live streaming sales language make people think, "If I use this lipstick, I will become 18 years old; If I use this lipstick, will I become very sweet?", etc., thereby stimulating the audience's desire to buy.

04. Closing Talk

There are three key points in the live streaming sales talk:

1. Alleviate concerns (increase trust)

For example, when recommending products, Wei Ya often talks about the experiences of her family and staff members who have used them.

They will also display their Taobao purchase orders in the live broadcast room to prove that a certain product is for “personal use” and is a repeated purchase.

These seemingly casual actions actually hide hidden intentions - to dispel the audience's concerns about the product.

Be sure to try out the product on the spot in your live broadcast room, share your experience and results, and verify the efficacy of the product.

This will be convincing enough to prove that you are using the product and you think it is good, so that your fans will be convinced and buy your product.

At the same time, you should also describe the product's usage needs and purchase needs , taking a two-pronged approach to inspire users' desire to buy.

2. Price Anchor

We often find these phenomena when shopping:

The suggested retail price of a product is 29 yuan, but it is actually sold for only 19 yuan;

Merchants often cross out the original price and then write a discounted price;

Small physical stores like to set a high price and wait for us to bargain.

The "29 yuan" and "original price" here are the " price anchor points " set by the merchant. We all know that this product is only worth 19 yuan, but it feels like a bargain. This is the famous anchor effect .

Remember: consumers don’t really pay for the cost of the product; they pay for the perceived value of the product.

Reference words:

The price in Tmall flagship store is 79.9 yuan per bottle. (Flagship store price – price anchor point)

Tonight, if you buy 2 bottles, you will get 80 off, which means the first bottle is 79, and the second bottle is free (live broadcast low price) .

I'll give you another 2 yuan discount and give you a snowflake spray as a gift. This bottle costs 79.9 yuan (a great benefit, you'll make a profit if you buy it) .

3. Limited time, limited quantity, limited location

Limited quantity: Today's discount is limited to 100 pieces. There are only the last ** pieces of this color and this dress. Once they are sold out, they will be gone.

Creating a sense of scarcity is actually a common method to promote sales.

Reference words:

This one is really limited in quantity, only the last ### pieces left. If you like it, be sure to place an order in time, otherwise you will miss it!

Limited to certain places: This price is only available in my live broadcast room today, and is not available outside the site.

Reference words:

"Don't think about it, just buy it. Only here we have such prices, and they will only get more expensive in the future."

Limited time (price increase at a certain time) : count down to 10, the limited quantity sale will begin and the product will be taken off the shelves. Be sure to tell the customer that this price is only for 10 minutes, and the original price will return when the time is up. Create a sense of urgency and get customers to order right away.

Reference words:

There are only three minutes left, so if you haven’t bought it yet, place your order quickly. We will take the product off the shelves when the time is up (and restore the original price)!

05. How to prompt orders

Many viewers may be hesitant when placing an order, so at this time we need to use urging sales talk to stimulate users' desire to place an order.

The key to urging orders to be sold live is:

Create a shopping atmosphere and give consumers instructions to take action.

Let the audience think that if they don’t buy it now, they will never be able to buy it at such a low price again, and if they don’t buy it now, they will have no chance...

Make them feel a sense of urgency and order quickly!

You can implement it from the following two directions:

1. Repeatedly emphasize product effects and price advantages

For example, when Viya was selling a down quilt, she kept emphasizing, "Don't think about it, just buy it. Only we have this price, and it will only get more and more expensive in the future."

Keep emphasizing the price advantage of the live broadcast room.

2. Constantly remind users of time and quantity limits

Repeatedly use countdown to urge users to place orders immediately. Create a shopping atmosphere where time is running out and you will lose money if you don’t buy now.

Reference words:

The quantity is limited, so if you like it, you must place an order in time, otherwise it will be sold out soon!

First pay, first served, last 2 minutes! Last 2 minutes

The event is about to end, so hurry up if you want to place an order!

06. End the conversation

Have you noticed that no matter whether it is Li Jiaqi, Wei Ya, or other top anchors, after offering a product for a limited time, limited quantity, and limited discount price, they will shout in the live broadcast room, " Sold out, sold out in seconds, sold out, can you add more stock? "

In fact, this is also a routine for live streaming sales.

Deliberately limit the number of products on the shelves and then replenish them immediately. This method can not only control the sales rhythm of the live broadcast room, but also create a tense and exciting shopping atmosphere for the audience.

Take advantage of scarcity. If you get it, it’s a surprise. If you don’t get it, you will act faster next time.

In addition, when a product or a live broadcast is about to end, it is necessary to announce the time, product, and benefits of the next live broadcast or the next product. At the same time, remind the live broadcast room again about the upcoming benefits, products, etc.

They can even directly inform viewers of the specific time period when a product will be on the shelves, making it easier for fans who cannot stay in the live broadcast room to purchase it.

Ending:

The role of live streaming sales language itself is not mechanical repetition, but skillful guidance, interaction and promotion of transactions.

By bombarding users with rounds of surprises, users will develop a mentality that “if they don’t buy, they might really suffer a loss,” making it difficult for them to “resist temptation.”

At the same time, no matter which kind of rhetoric is used, it does not exist independently. The anchor needs to master it thoroughly, know it by heart, and repeat and express it flexibly in the live broadcast room.

For example, @韩饭饭 who has long dominated the Douyin live broadcast list:

Finally, if you want to be good at live streaming and selling goods, you must learn from top masters and head anchors such as Li Jiaqi, Simba, and Viya. Follow the hosts on various live broadcast charts, watch their live broadcasts, and learn their live broadcast sales techniques.

At the same time, for novice anchors, it is more important to dare to broadcast than to be able to broadcast.

Related reading:

A detailed explanation of the formula for live streaming sales

Use the buying volume mindset to sell goods through live streaming!

Ten thousand words reveal! The secrets of making money behind live streaming sales by influencers

The traps of live streaming sales and the skills of live streaming sales by celebrities!

How to improve the conversion rate of live streaming sales?