新手全套话术流程！怎么样在抖音直播话术里注入灵魂？-外链论坛

6hz7vif 发表于 2024-7-20 14:59:24

新手全套话术流程！怎么样在抖音直播话术里注入灵魂？

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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">橘子味的猫</strong></p><span style="color: black;">女主播的话术演绎太牛了，全程直播段子频出，金句连连，我想问<span style="color: black;">怎样</span>让自己直播话术里<span style="color: black;">亦</span><span style="color: black;">持有</span>“灵魂”？</span><strong style="color: blue;">初欣答：</strong><span style="color: black;">我以前常说，一个主播的灵魂不在于话术有多<span style="color: black;">熟悉</span>，而在于话术<span style="color: black;">背面</span>的情感演绎够<span style="color: black;">不足</span>有感染力。话术只能传达信息的30%，<span style="color: black;">仅有</span><span style="color: black;">心情</span>演绎<span style="color: black;">才可</span>真正表达剩下的70%；<span style="color: black;">非常多</span>主播只背会了话术，却很难<span style="color: black;">把握</span>话术背后的情感精髓。</span><span style="color: black;">而情感的演绎<span style="color: black;">包含</span>音色、语气、节奏、语调，以及肢体语言等所有元素的全量释放。</span><span style="color: black;">我<span style="color: black;">亦</span>特意去看了这个直播间，<span style="color: black;">今天就以</span>它为例，从情感演绎和话术亮点这两个维度，做一个拆解。</span><span style="color: black;"><span style="color: black;">期盼</span>能为<span style="color: black;">大众</span>在培训主播这件事儿上带来一点启发。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">1、</span>协调且高密度的肢体语言，是直播间最好的“瞬时攻击力”</span></strong></span><span style="color: black;">什么瞬时攻击力？<span style="color: black;">便是</span>任何一个用户在任何一个时间点，滑到你直播间的时候，你都有能力吸引他<span style="color: black;">重视</span>力。</span><span style="color: black;">最好的瞬时攻击力，<span style="color: black;">便是</span>肢体语言，<span style="color: black;">由于</span>人的眼睛天生<span style="color: black;">爱好</span>“动态”的事物。</span><span style="color: black;">这<span style="color: black;">亦</span>是<span style="color: black;">为何</span>视频拍摄者为了让画面更吸引人，<span style="color: black;">一般</span>要<span style="color: black;">运用</span>运镜手法，<span style="color: black;">或</span>让镜头里的物体运动。<span style="color: black;">这般</span>，画面看起来才是动态，才会有故事感，<span style="color: black;">才可</span>吸引人的<span style="color: black;">重视</span>力。</span><span style="color: black;">而回力女主播，在整场演绎中，真正做到了：手势、身体、脸部表情，都随着每一句话的节奏而自然律动。</span><span style="color: black;">来欣赏一下女主播的协调而<span style="color: black;">拥有</span>渲染力的直播仪态↓</span><span style="color: black;">
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</span><span style="color: black;">话术：</span><span style="color: black;">“今天299，199我都不要你们的。直播间哥哥姐姐能<span style="color: black;">不可</span>帮我点个关注，点了关注是我粉丝的，我连出厂价139都不要，给不给力？够<span style="color: black;">不足</span>？</span><span style="color: black;">直播间哥姐们，玩波大的，搞爆炸的，今天是我粉丝的，我宠你宠到底，点了关注是我粉丝的，听好了~我连99米都不要，心不心动？”</span><span style="color: black;">我数了一下，女主播全程一共<span style="color: black;">运用</span>了83种手势。每一句话都<span style="color: black;">最少</span><span style="color: black;">伴同</span>着2-3个时而上扬时而回落的手势；每2-3句话就会<span style="color: black;">伴同</span>着时而向前时而向后的身体走位。</span><span style="color: black;">而这一系列的自然律动，都牢牢抓住了消费者的眼球。</span><span style="color: black;">在直播间里，有韵律的动态实物，<span style="color: black;">必定</span>更有吸引力。不妨试一试，让你的主播有韵律地动起来，直播间的停留时长<span style="color: black;">必定</span>会有正向反馈。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">2、</span>200%坚定的语气，是说服消费者的最基本要素</span></strong></span><span style="color: black;">主播200%的坚信，<span style="color: black;">才可</span>换来观众100%的相信。主播说话的口吻和态度直接决定了直播间信息传递效率。</span><span style="color: black;"><span style="color: black;">此刻</span>的直播间，人人都在说自己是源头工厂，消费者早已对这类话术不感冒。那<span style="color: black;">怎样</span>让你口中的“源头工厂”真实可信呢？</span><span style="color: black;">女主播给<span style="color: black;">咱们</span>做了一个完美示范，来欣赏一下，主播为了表达自家鞋子是全网最低价，是<span style="color: black;">怎样</span>演绎的↓</span><span style="color: black;">
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</span><span style="color: black;">话术：</span><span style="color: black;">哥哥~88到你手，我还送你运费险，要不要去？所有哥哥，直接冲，到哪里都找不到这个价。<span style="color: black;">此刻</span>物价工价这么高，原材料都在涨，像这种皮网拼接的，你出了我直播间，但凡能找到价格比我低的，我送你穿，我再赔你十双！</span><span style="color: black;">今天你在我直播间，<span style="color: black;">mm</span>拍着胸脯告诉你，<span style="color: black;">便是</span>底价，<span style="color: black;">由于</span>今天回力总部源头工厂给到你的价格<span style="color: black;">小于</span>成本，让你去体验，出了我直播间，找不到比我更便宜的第二家！</span><span style="color: black;">女主播在表达自己是源头工厂的时候，用坚定不移的眼神和200%绝对自信的语气，深深地地把“全网最低价”的信息印在了现场用户的脑子里；每说一句话都注入了满格的自信能量，每吐一个字都是在全情燃烧。</span><span style="color: black;">充沛的说话底气<span style="color: black;">必定</span>是来自于自己真实的相信；<span style="color: black;">因此</span>，主播想要说<span style="color: black;">吃下</span>户，<span style="color: black;">首要</span>就要让自己坚信，让产品认知刻在骨子里。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">3、</span>适当表达<span style="color: black;">消极</span><span style="color: black;">心情</span>，是<span style="color: black;">创立</span><span style="color: black;">饱满</span>人设的灵丹妙药</span></strong></span><span style="color: black;">女主播用恼怒责备的<span style="color: black;">心情</span>态度，盖过“诱导互动”的事实，还顺带<span style="color: black;">创立</span>了“豪爽、有<span style="color: black;">规律</span>、讲道理的软妹子”人设。</span><span style="color: black;"><span style="color: black;">大众</span>都还记得去年七月抖音新规吧？从那以后，抖爸爸极力打压利益诱导互动的力度之大，做过低价秒杀的小伙伴们应该都<span style="color: black;">晓得</span>，同行一举报一个准。现在只要你敢在直播间诱导互动，会快速因同行举报而被封直播间。</span><span style="color: black;">但国潮的女主播，却底气十足地诱导。</span><span style="color: black;">请欣赏主播的本段互动演绎↓</span><span style="color: black;">
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</span><span style="color: black;">话术如下：</span><span style="color: black;">“今天<span style="color: black;">mm</span>给你们一次开价机会，这个鞋子给你做福利，你想花多少米带回去，你们说了算。</span><span style="color: black;">你想</span><span style="color: black;">花88，你飘88；</span><span style="color: black;">你想花77，你飘77；</span><span style="color: black;">你想花66，你飘66;</span><span style="color: black;">但凡哥哥开得价格合适，开得价格<span style="color: black;">恰当</span></span><span style="color: black;">只要不要太过分，只要不要太离谱，</span><span style="color: black;">我直接以你们的价格上车好<span style="color: black;">欠好</span>？”</span><span style="color: black;">这句话一抛出来，就引得全屏扣屏，直接把互动率指标拉满了，公屏区所有人都在飘屏“9块9”。</span><span style="color: black;">当然，<span style="color: black;">最后</span>的开价并不是9块9。那主播<span style="color: black;">怎样</span><span style="color: black;">经过</span>逗趣的话术，让在场的同行不想举报只想围观学习呢？</span><span style="color: black;">请欣赏主播的本段互动演绎↓</span><span style="color: black;">
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</span><span style="color: black;">女主播的说服<span style="color: black;">规律</span>如下：</span><strong style="color: blue;"><span style="color: black;">（1）表达恼怒<span style="color: black;">心情</span></span></strong><span style="color: black;">平时你买双拖鞋多少钱？喝杯奶茶多少钱？</span><span style="color: black;">哥哥们，<span style="color: black;">此刻</span>物价这么高，不要老是拿主播开玩笑！</span><strong style="color: blue;"><span style="color: black;">（2）摆事实+讲道理</span></strong><span style="color: black;">20xx年啦</span><span style="color: black;">随便买杯奶茶20块！</span><span style="color: black;">随便喝杯咖啡30块！</span><span style="color: black;"><span style="color: black;">mm</span>早上吃顿早餐15块！</span><span style="color: black;">一杯豆浆两个<span style="color: black;">馒头</span>15块<span style="color: black;">无</span>了！</span><strong style="color: blue;"><span style="color: black;">（3）表达失望<span style="color: black;">哀伤</span><span style="color: black;">心情</span>，并带有责备态度</span></strong>你跟我说春季新品，皮网拼接的高品质鞋子才九块九，哥哥摸摸你的良心真的不会痛吗？还是你<span style="color: black;">无</span>良心，你良心被谁吃掉啦？<span style="color: black;">此话一出，让在场的所有“哥哥们”，在感性上觉得惭愧心软，在理性<span style="color: black;">规律</span>上心服口服！公屏区哥哥们连忙<span style="color: black;">起始</span>安慰；在场的同行，不仅不举报，还大力<span style="color: black;">叫作</span>赞：“主播太能说”，“我想挖到这个主播”。</span><span style="color: black;"><span style="color: black;">为何</span>女主播<span style="color: black;">心情</span>表达，不仅让用户完全忘记她“利益诱导互动”的事实，还对她产生<span style="color: black;">没</span>限好感。</span><span style="color: black;"><span style="color: black;">由于</span>女主播用委婉的话术，表达了自己对“哥哥们砍价太过分”的失望难过的<span style="color: black;">心情</span>，并<span style="color: black;">显示</span>了自己“给优惠<span style="color: black;">亦</span>得有底线”的态度，<span style="color: black;">创立</span>了一个讲话有道理、举例有<span style="color: black;">规律</span>的、卖乖有分寸的软妹子人设。人设立体而<span style="color: black;">饱满</span>，且非常讨喜有能量。</span><span style="color: black;">一旦有了正向的人设，观众<span style="color: black;">亦</span>就更愿意沉浸在和人设的互动中。</span><span style="color: black;"><span style="color: black;">因此</span>，有时候不是<span style="color: black;">不可</span>诱导互动，而是看你<span style="color: black;">怎样</span>用言辞和<span style="color: black;">心情</span>自圆其说。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">4、</span>善用排比，制造高能节奏，是直播间高转化的隐形武器</span></strong></span><span style="color: black;">回力直播间，善用气势磅礴的“排比句”话术，制造汹涌的气势，句句踩在鼓点上。</span><span style="color: black;">人哪，天生就<span style="color: black;">爱好</span>听有节奏的声音和语句，这<span style="color: black;">亦</span>是<span style="color: black;">为何</span><span style="color: black;">咱们</span>教小宝宝学说话的时候，一<span style="color: black;">起始</span>都会教押运和对仗的童谣诗歌，<span style="color: black;">由于</span>读起来<span style="color: black;">尤其</span>朗朗上口，<span style="color: black;">亦</span>更加简单易学。</span><span style="color: black;">而女主播话术中，80%以上都是排比押运，<span style="color: black;">全部</span>直播间像极了单口相声<span style="color: black;">扮演</span>现场。</span><span style="color: black;">来欣赏一下女主播的非凡文采↓</span><span style="color: black;">
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         <div style="color: black; text-align: left; margin-bottom: 10px;"> <a style="color: black;"> 视频详情 </a> </div>
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</span><span style="color: black;">话术：</span><span style="color: black;">别人88穿个地摊杂牌货，哥哥你88带回去的是什么？</span><span style="color: black;">95年<span style="color: black;">百姓</span>品牌，回力的春季新品，</span><span style="color: black;">你88带回去的是一双皮网拼接，透气性非常好，</span><span style="color: black;">一年四季春夏秋冬都能穿的，高品质马丁靴；</span><span style="color: black;">你88带回去的是上脚实心大软底，柔软舒服，</span><span style="color: black;">穿着<span style="color: black;">能够</span>登山、骑行、跑步、健身，</span><span style="color: black;">让你越穿越舒服，越穿越穿的马丁靴；</span><span style="color: black;">今天你88带回去的是用亲肤透气的，</span><span style="color: black;">不闷脚不臭脚的马丁靴；</span><span style="color: black;">一双要颜值有颜值，要品质有品质，</span><span style="color: black;">要脚感有脚感，要透气性有透气性的马丁靴。</span><span style="color: black;">到你手88，谁能拒绝？</span><span style="color: black;">哥哥~拒绝88，你小傻瓜！</span><span style="color: black;">明天来我直播间，我告诉你<span style="color: black;">无</span>这个价。</span><span style="color: black;">高势能的排比句式，再加上主播的卖力演绎，让直播间的用户不自觉地进入主播的转化漏斗，一点点被<span style="color: black;">制品</span>话术洗脑，一次次被强有力的卖点说服，一步步进入点击下单付款的<span style="color: black;">过程</span>。</span><span style="color: black;">屏幕前，主播口吐莲花；</span><span style="color: black;">公屏区，观众热闹非凡。</span><span style="color: black;">真叫一个精彩！</span><span style="color: black;">直播间<span style="color: black;">背面</span>必定有一个具备高超运词能力的运营在精心设计话术，在所有<span style="color: black;">制品</span>卖点讲解和互动环节都融入排比、押运、对仗等修辞手法，直接拉高了行业话术天花板。</span><span style="color: black;">总结一下灵魂话术四大要点：</span><strong style="color: blue;"><span style="color: black;">1、协调且高密度的肢体语言，是直播间最好的“瞬时攻击力”</span></strong><strong style="color: blue;"><span style="color: black;">2、200%坚定的语气，是说服消费者的最基本要素</span></strong><strong style="color: blue;"><span style="color: black;">3、适当表达<span style="color: black;">消极</span><span style="color: black;">心情</span>，是<span style="color: black;">创立</span><span style="color: black;">饱满</span>人设的灵丹妙药</span></strong><strong style="color: blue;"><span style="color: black;">4、善用排比，制造高能节奏，是直播间高转化的隐形武器</span></strong><span style="color: black;"><span style="color: black;">非常多</span>人扒下同行的话术倒背如流，就以为能卖出<span style="color: black;">一样</span>的<span style="color: black;">营销</span>额，<span style="color: black;">实质</span>上<span style="color: black;">区别</span>主播之间的形象差异，以及演绎话术的<span style="color: black;">饱满</span>程度的差异，带给消费者的感官差异是巨大的。主播到底是在高能输出燃烧自己，还是在机械地复读，屏幕前的观众一眼便知。</span><span style="color: black;">话术只是白米饭，话术之外的情感演绎才是那份灵魂酱汁。<span style="color: black;">期盼</span>你的直播间不只是食之<span style="color: black;">没</span>味的白米饭，还能有刺激味蕾的灵魂酱汁。</span><span style="color: black;"><span style="color: black;">不外</span>，虽然直播间的话术设计的思路和<span style="color: black;">背面</span>对人心的洞察极其优秀，却犯了一个严重的低级错误：</span><span style="color: black;">所有的话术和人设设计，更面向35-50岁的中年大叔（估计写话术的操盘手年纪在35岁以上的中年段子手），而回力的主力受众则是24-30岁的<span style="color: black;">青年</span>小哥哥。</span><img src="https://mmbiz.qpic.cn/mmbiz_png/IicwtwUWjZDaqQnfygB2TRGOABBfOVDnlzatRSH13GEqPzDHcicnAvfldjuq7M1SP4iaVsq1sB4Px8UcakheYap8w/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">结果<span style="color: black;">便是</span>，人货场严重不匹配，账号人群画像偏离，<span style="color: black;">引起</span><span style="color: black;">营销</span>额数据<span style="color: black;">不良</span><span style="color: black;">（如图所示）</span>。</span><span style="color: black;">但即便如此，操盘手的话术设计逻辑和主播的情感演绎，依然值得<span style="color: black;">咱们</span>参考。</span><span style="color: black;"><span style="color: black;"><span style="color: black;">文案</span><span style="color: black;">源自</span>于： 阿涛笔记</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">最后，我是灿哥。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">点亮</span><strong style="color: blue;"><span style="color: black;">“赞+在看”</span></strong><span style="color: black;">，<span style="color: black;"><span style="color: black;">期盼</span>能<span style="color: black;">帮忙</span>到迷茫中的你</span>！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"></span></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">【合集】直播带货七大类「话术技巧」</a><a style="color: black;">抖音100条新人直播话术，赶紧<span style="color: black;">保藏</span>！（直播欢迎话术、直播互动话术、直播追单话术、直播感谢话术）</a></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">抖音<span style="color: black;">没</span>人直播会封号么？内录、半<span style="color: black;">没</span>人直播<span style="color: black;">怎样</span>操作？</a></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">你点的<span style="color: black;">每一个</span><strong style="color: blue;"><span style="color: black;">在<span style="color: black;">看</span></span></strong>，都是在为自己的<span style="color: black;">奋斗</span>加油！

aikangjian 发表于 2024-8-30 16:08:00

期待楼主的下一次分享！”

星☆雨 发表于 2024-9-8 00:31:30

同意、说得对、没错、我也是这么想的等。

taiker 发表于 2024-9-9 10:33:36

谷歌外链发布 http://www.fok120.com/

j8typz 发表于 2024-10-14 16:52:19

你的见解真是独到，让我受益良多。

m5k1umn 发表于 2024-10-16 20:03:55

这夸赞甜到心里，让我感觉温暖无比。

4lqedz 发表于 2024-10-27 20:47:49

一看到楼主的气势，我就觉得楼主同在社区里灌水。

j8typz 发表于 2024-11-10 04:19:07

顶楼主，说得太好了！

j8typz 发表于前天 18:03

软文发布论坛开幕式圆满成功。 http://www.fok120.com

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