It is said that 2020 will be a year of full-scale live broadcast e-commerce. Affected by the epidemic, the grand live broadcast of the whole people is unprecedented. In any case, now, live streaming has clearly become the consensus of all businesses.
Although live streaming is very popular, the differentiation is obvious. The number one anchor has traffic and bargaining power, and the sales volume of each live broadcast is very hot. However, the novice anchor who is just getting started is still staring awkwardly in the live broadcast room, unable to find the topic to chat, and the transformation is dismal. This article mainly shares the trading skills in the live broadcast room.
There are actually two types of live broadcast conversions. One is to follow the conversion, which guides passersby in the conversion room to follow the account and become fans. The second is to sell goods, allowing fans to place orders to buy goods in the live broadcast room.
Whether it's about turning fans or selling goods, these are the live interactive techniques commonly used by anchors in the live broadcast room. Because there are many skills and conversations, the anchor needs flexible use and active guidance.
The anchor introduces the selling points and advantages of the product in detail according to the live broadcast script, and can also use some methods and techniques to convert the transaction.
Deals in the live broadcast room are very similar to offline sales. In the face of hundreds or thousands of viewers, not only the product quality is guaranteed, the introduction of the anchor is attractive, but also the transaction skills need to be used to make users feel like they are What you buy is valuable and affordable.
So, what are the live trading skills in the live room?
1. Limited time limit spike
For example, in the live broadcast room for price guidance to the audience, how much does it cost to buy this product at ordinary times, and now buy it in the live broadcast room, and how much will it cost after receiving the coupon. What is the current price of this product? You can buy it in a few minutes.
Second, the cost-effective comparison of competing products
When making a deal in a live broadcast room, do not blindly say how good the product is, you can compare it with the prices of other platforms.
Fans are very sensitive to prices when selling goods in the live broadcast room. Whether selling beauty makeup, clothing, or all kinds of daily necessities, most of them are just-needed products. There are many on Taobao, Tmall, Jingdong, and Pinduoduo.
In addition to introducing the ingredients and effects of the product, the anchor also needs to reflect the price advantage through competitive products and cost-effective comparison.
Some materials can be prepared in the live broadcast room, such as the price of the same product or products of different brands from the same manufacturer on Tmall and JD.com.
Save the screenshot and show it to users in the live broadcast room, or directly find the same model on Tmall, so that users can see the comparison price more intuitively.
Three, bargaining
There are two bargaining methods. One is the bargaining between the anchor and the fans. The anchor can ask the fans how much is the product suitable for sale? How much is the minimum price? Is the product worth the price?
This will cause fans Discuss in the comment area. Of course, the anchor must set the maximum welfare price for fans in advance.
There is also a bargain between the anchor and the field control or boss. The field control and the boss do not need to appear on the scene, just use the voice to appear next to the live broadcast room.
For example, for a certain product, the anchor can say to the boss: "You see that the fans are so enthusiastic. Today, the fans trust us and hope that the boss can give us more benefits. Can we give us 20 more pieces of this product? If you can, just let the customer service link directly. The
boss may say "No, the more I get, the more I lose. "At this time, some anchors will quarrel with the boss. It
seems to be real, but most of them are fake. The main purpose is to create an atmosphere in which the anchor fights for more benefits for the fans and the boss, which will help reach more agreements. Fans will also feel that they have bought something they like, and it is also very affordable.
4. Create a rush-buying atmosphere
When doing a spike activity, the anchor, assistant, and field controller need to use a trumpet in the live broadcast room to create a rush-buying atmosphere.
The anchor must first make it clear that this product of ours can only be snapped up for a limited time, and the live broadcast will last while stocks last. And the cost price is the order, the boss does not make money, etc., this is conducive to the users to place orders to snap up together.
In many cases, live delivery of goods cannot be accomplished overnight. It requires a gradual process to allow users from unfamiliarity, familiarity, trust, and then to purchase. Live broadcast interactive skills play a very important role.
In addition to more practice, you can also go to the live broadcast studios of your peers to learn more, especially the head anchors. First imitate and then innovate, learn first and then practice.