wloe2gf 发表于 2024-7-20 14:43:06

抖音直播话术全招数


    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">点上方蓝字可加关注</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">微X</span>号:电商草猛</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">很长一段时间我<span style="color: black;">始终</span><span style="color: black;">仰慕</span>在一线工作的直播铁子。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">与从事的新<span style="color: black;">媒介</span><span style="color: black;">区别</span>,直播是口才的博弈,虽然里面<span style="color: black;">包括</span>着许多<span style="color: black;">营销</span>技巧,<span style="color: black;">然则</span>并不像平时<span style="color: black;">营销</span>中<span style="color: black;">那样</span>名词化。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">(以下内容过长<span style="color: black;">意见</span><span style="color: black;">保藏</span>)</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/6Lkn3BpK41u78S2k48dTlRibkFfWKIHPgCx6KpuhoyaN98m4UfT4yQFtQPnVHgA2QqIhd3SN4OXwrkr6LxQUzrA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><span style="color: black;">1、</span>聚人</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">【思维导图】</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/6Lkn3BpK41u78S2k48dTlRibkFfWKIHPgMX5YosPq5IWuwv94fc1vU9Rbak4n6tlAuDLKOa4ZjVF1UoXib6bc4yA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">目的:这个<span style="color: black;">周期</span>属于直播开场<span style="color: black;">周期</span>,做好<span style="color: black;">必定</span>的暖场,拉近与用户的距离,吸引眼球</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">重点:新人<span style="color: black;">周期</span>要学会自说自话,不要怕尴尬+紧盯着手机屏幕上的买家发言,热情<span style="color: black;">即时</span>的回复,能给直播间所有人留下很好的印象。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">内容<span style="color: black;">一般</span><span style="color: black;">包括</span>三方面:1.打招呼2.讲故事3.福利预告/货物预告</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1)针对用户入场进行欢迎,拉近用户距离:</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">关键词:<span style="color: black;">诠释</span>观众账号名<span style="color: black;">叫作</span>+寻找<span style="color: black;">一起</span><span style="color: black;">专题</span>+福利预告带入直播主题</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">诠释</span>观众的账号名<span style="color: black;">叫作</span>:欢迎XX进入直播间,咦~这名字好有<span style="color: black;">道理</span>,是有什么故事么?/新来的宝宝我看到你了,欢迎你来到<span style="color: black;">咱们</span>直播间,<span style="color: black;">爱好</span>主播的点个关注哦!(简洁型)</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">寻找<span style="color: black;">一起</span><span style="color: black;">专题</span>:欢迎XX进来捧场哦,想要XX款的宝宝不要离开<span style="color: black;">咱们</span>马上就上哦“你是不是和我<span style="color: black;">同样</span>换季就过敏,换好几个<span style="color: black;">制品</span>都不合适?<span style="color: black;">而后</span>再接着说,这种<span style="color: black;">状况</span>我<span style="color: black;">通常</span>会用什么什么。”</p>福利预告带入直播主题:新来的宝宝扣一个1,我给你们走福袋/欢迎<span style="color: black;">大众</span>来<span style="color: black;">咱们</span>直播间,晚点给<span style="color: black;">大众</span>上福利。“宝宝们,今天纯放福利了,我今天手上这件XX,只要两位数,只要两位数。工厂直发,纯福利!”
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">宣传话术:<span style="color: black;">通知</span>直播时间+内容,<span style="color: black;">增多</span><span style="color: black;">熟练</span>度</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">宣传直播时间:“非常感谢所有还在我直播间的姐妹们,我<span style="color: black;">每日</span>的直播时间是XX点-XX点,风雨不改,没点关注的记得点关注,点了关注记得<span style="color: black;">每日</span>准时来看哦。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">宣传直播内容:我是XXX,今天来给<span style="color: black;">大众</span>分享几个美妆的小技巧,学会了你<span style="color: black;">亦</span><span style="color: black;">能够</span>是美妆达人,记得关注我,<span style="color: black;">认识</span><span style="color: black;">更加多</span>简单易上手的美妆技巧。</p><span style="color: black;">倘若</span>是<span style="color: black;">第1</span>次直播:欢迎来到XX直播间,我是一名新主播,今天是第X次直播,谢谢<span style="color: black;">大众</span>支持哦!欢迎<span style="color: black;">大众</span>来我的直播间,我是一名新主播,<span style="color: black;">倘若</span>有做的<span style="color: black;">欠好</span>的<span style="color: black;">地区</span><span style="color: black;">期盼</span>多多<span style="color: black;">包涵</span>哦。
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2)包装渲染<span style="color: black;">制品</span>的产地、历史、口碑、<span style="color: black;">营销</span>等数据,<span style="color: black;">导致</span>用户好奇心。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">今天这款<span style="color: black;">制品</span><span style="color: black;">已然</span>是畅销XX年的老字号,基本是<span style="color: black;">每一个</span>家庭都具备的。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><span style="color: black;">2、</span>留客</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">【思维导图】</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/6Lkn3BpK41u78S2k48dTlRibkFfWKIHPg5Y80CvoRM6XqVQiciaMZNNvPQOTannG75qxnQQHIfHx4HsOEu1z4bNwA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在直播过程中,<span style="color: black;">经过</span>主播与观众实时的互动,让观众感知到切身服务,用户诉求<span style="color: black;">能够</span>较快得到<span style="color: black;">回复</span>;主播<span style="color: black;">亦</span>能够<span style="color: black;">火速</span>的得知观众的反馈。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">关键词:发问+<span style="color: black;">选取</span>+节奏</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">(1)发问式互动话术</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">回答粉丝<span style="color: black;">相关</span><span style="color: black;">制品</span>用处/材质/发货等<span style="color: black;">有些</span>问题,有助于<span style="color: black;">即时</span><span style="color: black;">处理</span>粉丝疑问,<span style="color: black;">创立</span>信任感。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“<span style="color: black;">刚才</span>给<span style="color: black;">大众</span>分享的小技巧<span style="color: black;">大众</span>学会了吗?”</p>“宝宝们<span style="color: black;">倘若</span>有不清楚拍什么的<span style="color: black;">能够</span>把你们的疑问打出来”

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“这款口红<span style="color: black;">大众</span>以前用过吗?<span style="color: black;">倘若</span>不清楚肤色怎么搭的<span style="color: black;">能够</span>扣1,我再来给<span style="color: black;">大众</span>讲解”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这类发问式抖音直播话术,答案只能是肯定<span style="color: black;">或</span><span style="color: black;">是不是</span>定,观众打1个或2个字就能发言了,主播<span style="color: black;">亦</span>能快速得到粉丝的答案,不至于在等答复时冷场。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">(2)<span style="color: black;">选取</span>性话术</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">给观众抛一个<span style="color: black;">选取</span>题,答案ABCD都<span style="color: black;">能够</span>,发言成本很低,能够<span style="color: black;">快速</span>让观众参与到直播互动里。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“想听《XXX》的刷1,想听《XXX》的刷2。”/“换左手这一套衣服的刷1,右手这一套的刷2。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">(3)节奏型话术</span></span><span style="color: black;">这类型的抖音直播话术<span style="color: black;">重点</span>是让观众灌水发言,让新进来的游客看到直播间很活跃,很好奇<span style="color: black;">为何</span><span style="color: black;">那样</span>多人刷666,主播到底是<span style="color: black;">扮演</span>了什么?这<span style="color: black;">便是</span>带节奏。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“觉得主播跳得好看/唱得好听的刷波666。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“想要xxxxxx宝贝的宝宝们,<span style="color: black;">咱们</span>满屏刷起来好<span style="color: black;">欠好</span>,要福利的宝宝把xx刷起来”</p>“刷波520让我感受一下你们的热情。”

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">并<span style="color: black;">即时</span>宣布促销<span style="color: black;">好处</span>活动,<span style="color: black;">包含</span>抽大奖、抽大红包、限量9.9元秒杀、送限量口红、大让利或折扣,并号召用户互动刷屏,拖住用户。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>“新涌进来的宝宝们,<span style="color: black;">咱们</span><span style="color: black;">此刻</span>正在给<span style="color: black;">大众</span>做福利秒杀,<span style="color: black;">此刻</span>点赞十下并给主播点一个关注<span style="color: black;">能够</span>领取一个优惠券哦”

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“新来的宝贝先点一下关注,<span style="color: black;">能够</span>领取到一个粉丝特价价格哦”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“宝宝们<span style="color: black;">此刻</span>先不要下单,这款领了优惠券之后再下单哈”</p>“<span style="color: black;">咱们</span>直播间的宝宝把XXX刷起来,给<span style="color: black;">大众</span>发优惠券了哈”

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><span style="color: black;">3、</span>锁客</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">【思维导图】</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/6Lkn3BpK41u78S2k48dTlRibkFfWKIHPgf1BT3upBSI8wh6whxEEcW66qSdCIPfZbby3kxCQRTfGEqYGQjAxeVg/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">(1)说:</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1)展示型话术</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">关键词:物品+形容词+心情感受</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">主播在进行直播带货时,展示<span style="color: black;">制品</span>的质量、<span style="color: black;">运用</span>感受和其他<span style="color: black;">途径</span>对比的价格<span style="color: black;">优良</span>时,<span style="color: black;">能够</span>让粉丝直观地看到效果。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>李佳琦在进行口红试色时,对每一只口红的颜色,都能进行一个细致的表达:“给人很温柔、很春天、很新的感觉的颜色”<span style="color: black;">这般</span>的话术,让人听着就不自觉心动。

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2)信任型话术</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">带入自己:“我<span style="color: black;">亦</span>...”,言语中卖情怀</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">直播间促单时,<span style="color: black;">能够</span>多强调“我”用过且<span style="color: black;">爱好</span>,并强调“我”在<span style="color: black;">运用</span><span style="color: black;">制品</span>时的感受。<span style="color: black;">这般</span>既<span style="color: black;">能够</span>让<span style="color: black;">制品</span>讲解<span style="color: black;">显出</span>真诚,<span style="color: black;">亦</span><span style="color: black;">能够</span>衬托<span style="color: black;">制品</span>,打消观众对<span style="color: black;">制品</span>的顾虑。<span style="color: black;">创立</span><span style="color: black;">必定</span>的信任感,<span style="color: black;">才可</span>促成粉丝下单。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“我<span style="color: black;">近期</span>天天都在用”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“我<span style="color: black;">亦</span>买了XX,我个人比较<span style="color: black;">爱好</span>这两种”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“我给我爸妈<span style="color: black;">亦</span>买了,<span style="color: black;">她们</span><span style="color: black;">亦</span>觉得很好用”</p>“XX我只<span style="color: black;">举荐</span>这一个品牌,其他品牌给我再多钱<span style="color: black;">亦</span>不推”

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3)专业型话术</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在<span style="color: black;">举荐</span><span style="color: black;">制品</span>时,从专业的角度出发,针对一个<span style="color: black;">制品</span>以及同类其他<span style="color: black;">制品</span>的材质等进行<span style="color: black;">仔细</span>讲解,<span style="color: black;">增多</span>粉丝的信任度,并<span style="color: black;">指点</span>粉丝<span style="color: black;">按照</span>自己的<span style="color: black;">状况</span><span style="color: black;">选取</span><span style="color: black;">制品</span>。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">例如</span>服装类带货直播,主播<span style="color: black;">能够</span><span style="color: black;">经过</span>对某件服装的专业搭配,以及服装质量的专业讲解的话术来吸引粉丝下单购买。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>“这种全棉卫衣适合秋天穿,前面是撞色图案,领口几何形衍缝线,版型中长时尚百搭,可搭配紧身小黑裤,<span style="color: black;">显出</span><span style="color: black;">青年</span>有活力。”
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“即使是职业气场的白衬衣和古板蓝西装,点缀以素色灰白印花丝巾后,瞬间点亮整体穿搭,让气质与众<span style="color: black;">区别</span>。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“撞色穿起来蛮显瘦的;裤子腰部的褶裥设计,能遮盖住女生的小肚腩哦。把裤脚折起来一截,会有一种轻巧随意的感觉。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">(2)做:</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">现场试用<span style="color: black;">制品</span>,分享<span style="color: black;">运用</span>体验与效果,验证<span style="color: black;">制品</span>功能。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">谈到价格,展示打折力度大时,拿出计算器:</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例:“<span style="color: black;">咱们</span>原价是XX元,现场直播间只要XX,<span style="color: black;">咱们</span><span style="color: black;">此刻</span><span style="color: black;">仅有</span>20件给到<span style="color: black;">大众</span>进行秒杀,拼手速呀。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“<span style="color: black;">咱们</span>原价是XX元,门店价、官网价<span style="color: black;">亦</span>是XX元,<span style="color: black;">然则</span>今天你们来<span style="color: black;">咱们</span>直播间,不要这个价,只要XX,再加上关注领的专属粉丝价,只要多少?倒计时,54321,开价!只要XXX元。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">谈到<span style="color: black;">制品</span>是某明星同款,拿出准备好的大幅照片:</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例:“想要XX的同款,并且是今年新品一上架就秒空的款来喽,想要XX同款的宝宝们把“1”字打起来。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><span style="color: black;">4、</span>说服</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">【思维导图】</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/6Lkn3BpK41u78S2k48dTlRibkFfWKIHPgyNdDbR7ZklT7XfdDzBY0JoF4217kGYa8YZWpagyGVD8YordSVDUI7g/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">从<span style="color: black;">制品</span>的功效、价位、<span style="color: black;">成份</span>、包装设计、促销力度和现场<span style="color: black;">运用</span>结果等,与竞品对比,进一步帮用户排除<span style="color: black;">选取</span>。(关键)</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">(1)低价</p>直播的优惠活动是影响粉丝在直播购买<span style="color: black;">制品</span>的最直接<span style="color: black;">原因</span>。
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大打折扣的商品<span style="color: black;">寓意</span>着粉丝更加死心塌地地追随,有了粉丝们的信任,销量<span style="color: black;">亦</span>能节节攀升。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">常用话术:</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“买X送X”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“<span style="color: black;">咱们</span>直播间比免税店还便宜!”</p>“给<span style="color: black;">大众</span>XX秒钟的时间能<span style="color: black;">不可</span>点到XX万赞?就XX秒钟时间能点到XX万赞的,我给你们上爆款福利,今天这套XXX<span style="color: black;">便是</span>门店价格,新进我直播间的,新人宝宝们你们听好了,今天在我直播间扣了新人的点赞到XX万的,我直接给你们新人宝宝炸福利啊,全网最低价!”
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">(2)话语场景</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">用户在直播间买<span style="color: black;">制品</span>是两方面的利益,一方面是经济利益,你的商品<span style="color: black;">便是</span>别人好、便宜。<span style="color: black;">然则</span>经济利益不是你自己的本事,是货源、供应链的<span style="color: black;">优良</span>。另一方面是用说辞构建美好的场景,给用户利益,满足用户的想象和虚荣心。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>“屋顶花园,斩男香,非常适合夏天”

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“这支口红给人的感觉<span style="color: black;">便是</span>甄嬛上位后回头一笑,对着<span style="color: black;">哪些</span>人说“老娘赢了”。<span style="color: black;">此刻</span>都市的工作压力都大,谁不<span style="color: black;">必须</span>解压?这支口红给人的感觉<span style="color: black;">便是</span>回头对<span style="color: black;">哪些</span>人说“老娘赢了”的感觉。”<span style="color: black;">电商草猛;</span><span style="color: black;">私人<span style="color: black;">微X</span>号:</span><span style="color: black;">1476539171</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“那种很甜的感觉,人间水蜜桃<span style="color: black;">便是</span>你”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“是那种在下过小雨的森林里漫步的味道”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><span style="color: black;">5、</span>催单</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">【思维导图】</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/6Lkn3BpK41u78S2k48dTlRibkFfWKIHPge6EQHQyj3Ss4QIHd1oKeFsREKyAjv9lweflR2UT16PNbPliatcicgIgg/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">(1)吊足用户胃口,此时正式宣布价格,让用户感觉“物超所值”。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">时间量词</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“怕失去”、“怕<span style="color: black;">错失</span>”的优先级,远远高于“这个东西到底对我有多大用”、“这个东西到底划算不划算”这类的理性思考。<span style="color: black;">因此</span>,饥饿营销屡试不爽,<span style="color: black;">便是</span>源于这个<span style="color: black;">原由</span>。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">催单类抖音直播话术的关键是要调动用户“抢”的<span style="color: black;">心理</span>。<span style="color: black;">例如</span>“抢购”、“过时不候”、“数量有限”…<span style="color: black;">这般</span>的话术,都是在唤醒人大脑中关于安全的本能。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">例:</p>“<span style="color: black;">咱们</span>之前试播的时候,这个<span style="color: black;">制品</span>一上架就秒空了,超级抢手,<span style="color: black;">因此</span>进来宝宝千万不要犹豫,下单就行了。”

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“这款<span style="color: black;">制品</span>数量有限,<span style="color: black;">倘若</span>看中了<span style="color: black;">必定</span>要<span style="color: black;">即时</span>下单,<span style="color: black;">否则</span>等会儿就抢不到了哦。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“原价XXX的大衣,所有扣“1”的宝宝们听好啦,<span style="color: black;">咱们</span>这个优惠套餐,减XX减XX,减XX,总共减XX,<span style="color: black;">此刻</span>倒计时54321,改价!准备321,开链接加库存!”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“抢到<span style="color: black;">便是</span>赚到、秒杀单品数量有限”/“先付先得、最后2分钟!最后2分钟”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“这次活动的力度真的很大,您<span style="color: black;">能够</span>再加一套的,很划算,<span style="color: black;">错失</span>真的很可惜。这个<span style="color: black;">制品</span>还有最后两件咯"</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">(2)再次强调促销政策,<span style="color: black;">包含</span>限时折扣、前XX名下单送等价礼品、现金返还、随机免单、抽奖免单等促销活动,让用户热情达到高潮,催促用户集中下单。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“<span style="color: black;">此刻</span>直播间5000人,<span style="color: black;">咱们</span>今天就送前600名等价礼品。倒数5个数,5(让助理<span style="color: black;">协同</span>说,还剩200单),4(让助理<span style="color: black;">协同</span>说,还剩100单),3(让助理配合说,没了没了)。”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">“<span style="color: black;">爱好</span>的宝宝有顾虑的,联系客服留下联系方式,下播后我会<span style="color: black;">第1</span>时间联系你”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">直播间卖货<span style="color: black;">必须</span>购物气氛,<span style="color: black;">区别</span>于购物。直播带货<span style="color: black;">必须</span>要让用户觉得狂欢,购物欲<span style="color: black;">大涨</span>,肾上腺素<span style="color: black;">提升</span>,打造可预期的惊喜。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">超出用户的心理预期。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><span style="color: black;">6、</span>关注下单流程</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">【思维导图】</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/6Lkn3BpK41u78S2k48dTlRibkFfWKIHPgZnKKWnlZquHuryUNwr1ebXfibRdOePDAuysZM2iahVnWIVCdiaHzj5e9Q/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">(1)引导话术</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">引导下单行动<span style="color: black;">关联</span>的话术,是当客户对<span style="color: black;">制品</span><span style="color: black;">无</span>太大抗拒的时候,起到“推一把”的<span style="color: black;">功效</span>,<span style="color: black;">促进</span>客户完成最后购买的一步。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1)引导下单</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">下单流程讲解+进行下单操作演示</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">目的:引导下单行动,排除下单过程中客户不<span style="color: black;">熟练</span>操作的隐患。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">点商品链接、点优惠券、点立即购买、填数量、点确认……</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">下单操作演示:</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">小助理用手机或pad展示:在哪里领优惠券,下单的界面是<span style="color: black;">怎么样</span>的……</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2)感谢话术</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">从真实<span style="color: black;">状况</span>出发,抒发自己真实的感情。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例:</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“感谢你们来观看我的直播,谢谢你们的礼物,<span style="color: black;">陪同</span>是最长情的告白,你们的爱意我收到了”(感谢<span style="color: black;">陪同</span>)</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“最后一首歌《XXXX》谢谢<span style="color: black;">大众</span>的<span style="color: black;">陪同</span>,唱完下播,<span style="color: black;">期盼</span><span style="color: black;">大众</span>睡个好觉做个好梦,明天新的一天好好工作,<span style="color: black;">夜晚</span><span style="color: black;">咱们</span>再聚。”(结束祝福)</p>“今天的直播接近尾声了,明天晚上 XX 点~XX 点<span style="color: black;">一样</span>时间开播/明天会提早一点播 XX 点就开了,各位奔走相告吧!/明天<span style="color: black;">休憩</span>一天,<span style="color: black;">大众</span>放假啦!后天正常开播。”(预告下一场直播)
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">这般</span>不仅能延续粉丝的不舍之情,<span style="color: black;">亦</span>是给自己做一个简单的总结。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">尽管话术<span style="color: black;">招数</span>很重要,<span style="color: black;">平常</span>的专业知识<span style="color: black;">累积</span>,以及<span style="color: black;">认识</span>买家痛点并对应做出策划<span style="color: black;">亦</span>非常重要,<span style="color: black;">那样</span>,今天的分享就到<span style="color: black;">这儿</span>啦。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">PS:因直播话术更新<span style="color: black;">火速</span>,本文只适用于新手参考,此文篇幅较长,<span style="color: black;">意见</span>点击<span style="color: black;">保藏</span>。方便打开哦。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">抖音的玩法有<span style="color: black;">将来</span>,但抖音的<span style="color: black;">将来</span><span style="color: black;">必定</span>不是玩法。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">你以为我公开的玩法是核心,而玩法已不是直播人的核心。</span></span></p>




KKK123456 发表于 2024-9-8 11:57:20

感谢你的精彩评论,为我的思绪打开了新的窗口。

j8typz 发表于 2024-9-29 00:13:44

你的话深深触动了我,仿佛说出了我心里的声音。

m5k1umn 发表于 2024-9-29 20:04:55

你的话语如春风拂面,让我心生暖意。

nqkk58 发表于 2024-10-11 12:22:10

感谢你的精彩评论,为我的思绪打开了新的窗口。
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