【知识】薇娅、辛巴、李佳琪直播带货技巧总结
<img src="https://mmbiz.qpic.cn/mmbiz_gif/NEMh3ZRYe5NYjQrP3Srw9uHsLOribkOjbickCgsAOkS2gkibWCNcCuia0ibHLCoh27SID28Mvt9wlcpWK0fhCmoBO6Q/640?wx_fmt=gif&tp=webp&wxfrom=5&wx_lazy=1" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/NEMh3ZRYe5Nz4HPGDdl1fic25iaK27lwicqahic88sXJJCXDJ6DRNwspictHq26C6vZzTwibLMicnR3wibaWdmoj9wNdNQ/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;">薇娅直播带货技巧总结</strong></span><span style="color: black;">1. 薇娅基本上<span style="color: black;">每日</span>直播,直播时长在 4~8 个小时不等。直播间商品为全品类.<span style="color: black;">包含</span>美妆、家 居、零食等各方面的<span style="color: black;">制品</span>。时间长,品类多,<span style="color: black;">因此呢</span>覆盖的受众人群<span style="color: black;">亦</span>更广泛。</span><span style="color: black;">2. 薇娅将自己的粉丝<span style="color: black;">叫作</span>呼为“薇娅的<span style="color: black;">女性</span>“,用<span style="color: black;">这般</span>的方式和粉丝<span style="color: black;">创立</span>起一种亲密关系,无形中 <span style="color: black;">提高</span>了粉丝的好感度和忠诚度 O</span><span style="color: black;">3. 薇娅的每场直播开头都是 SB 句,“话不多说,<span style="color: black;">咱们</span>先来抽波奖。”</span><span style="color: black;">4. 奖品<span style="color: black;">通常</span>不<span style="color: black;">小于</span>百元,都是比较热门的<span style="color: black;">制品</span>,<span style="color: black;">例如</span> YSLC 红、华为手机等,<span style="color: black;">乃至</span>还会有<span style="color: black;">有些</span> Gucci 、爱马仕等奢侈品包包。</span><span style="color: black;">5. 简单直接又稳定的开场容易增进好感,奖品的配置又给人一种〃不抽<span style="color: black;">错失</span>一个亿”的感觉。</span><span style="color: black;">6. 薇娅的开场节奏很紧密。她会先预告整场直播的货品,<span style="color: black;">仔细</span>介绍其中的受关注度较高的产 品,<span style="color: black;">通知</span>观众<span style="color: black;">详细</span>的上架时间段,方便<span style="color: black;">有些</span><span style="color: black;">不可</span><span style="color: black;">始终</span>坚守在直播间的粉丝购买。</span><span style="color: black;">7. 薇娅的声音比较低沉,听起来不刺耳、很舒服。</span><span style="color: black;">8. 助理琦儿的声调相比之下更高,她会<span style="color: black;">弥补</span><span style="color: black;">制品</span>信息、回复粉丝问题、为观众演示领券或下单 方式。</span><span style="color: black;">9. 薇娅直播间热闹但不吵闹,团队<span style="color: black;">协同</span>默契。她<span style="color: black;">必须</span>什么<span style="color: black;">制品</span>,<span style="color: black;">马上</span>就会有人拿给她,她问什 么问题,<span style="color: black;">亦</span>立刻会收到回复。基本<span style="color: black;">无</span>等待的时间,观众<span style="color: black;">亦</span>不会感觉无聊和冷场。</span><span style="color: black;">10. 薇娅和她的助理婷儿<span style="color: black;">通常</span>会穿着近期售卖的<span style="color: black;">制品</span>.<span style="color: black;">包含</span>饰品、衣服、鞋子。她在展示其他产 品时,自然露出。</span><span style="color: black;">11. 例如, 10 月 23 日,她全身出镜展示背背佳<span style="color: black;">运用</span>方式,当时有观众问她的鞋子在哪买,她<span style="color: black;">马上</span> <span style="color: black;">通知</span>鞋子将在明天上健接,<span style="color: black;">同期</span>价格<span style="color: black;">已然</span>从 500 多盘到了 200 多。助理<span style="color: black;">亦</span>会告诉观众,她们身 上穿的衣服在几号链接。</span><span style="color: black;">12. 在<span style="color: black;">举荐</span><span style="color: black;">制品</span>时,薇娅会讲<span style="color: black;">有些</span>家人、工作人员<span style="color: black;">运用</span>过的经历,以此打消观众对<span style="color: black;">制品</span>的顾虑。</span><span style="color: black;">13. 薇娅会在直播间展示自己的淘宝购买订单,证明某款<span style="color: black;">制品</span>是”自用款二且为重复购买的产 品。</span><span style="color: black;">14. 碰到自己<span style="color: black;">尤其</span><span style="color: black;">爱好</span>的<span style="color: black;">制品</span>,薇娅和助理会和粉丝一同抢购,抢不到<span style="color: black;">亦</span>会<span style="color: black;">非常</span>懊恼。</span><span style="color: black;">15. 薇娅直播间经常会刷<span style="color: black;">区别</span>的"关键词评论”。<span style="color: black;">区别</span>于其他主播习惯性让观众扣 1, 她<span style="color: black;">更加多</span>会将活 动时间、品牌名<span style="color: black;">叫作</span>露岀,既<span style="color: black;">能够</span>让观众<span style="color: black;">认识</span>正在卖的<span style="color: black;">制品</span>,<span style="color: black;">亦</span><span style="color: black;">能够</span>让新进直播间的观众快速 参与进来。</span><span style="color: black;">16. 在宣传一款<span style="color: black;">制品</span>的时候,薇娅经常<span style="color: black;">说到</span>”这又是一个<span style="color: black;">咱们</span>工作人员<span style="color: black;">皆想</span>抢的热门商品、</span><span style="color: black;">17. 在推广一款<span style="color: black;">果蔬</span>玉米的时候,她打开箱子<span style="color: black;">发掘</span>其中一个玉米<span style="color: black;">已然</span>被工作人员掰了一半吃掉。用<span style="color: black;">这般</span>的方式<span style="color: black;">更易</span>让观众信服,<span style="color: black;">亦</span>会<span style="color: black;">诱发</span>从众心理。</span><span style="color: black;">18. 薇娅会限制上架<span style="color: black;">制品</span>的数量。</span><img src="https://mmbiz.qpic.cn/mmbiz_jpg/NEMh3ZRYe5Nz4HPGDdl1fic25iaK27lwicqbwqv0rk2J6djqTf4bsykLcf03PFATYAqDlIcDXw5ZlARgp3Whns92w/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">19. 在一款<span style="color: black;">制品</span>卖空后,她会<span style="color: black;">一直</span>地问工作人员,“<span style="color: black;">不可</span>加吗?<span style="color: black;">能够</span>再沟通一下吗?”紧接着再进 行补货,<span style="color: black;">经过</span><span style="color: black;">这般</span>的方式不仅<span style="color: black;">能够</span><span style="color: black;">掌控</span>直播间的<span style="color: black;">营销</span>节奏,<span style="color: black;">亦</span><span style="color: black;">能够</span>给观众营造出紧张刺激的 抢购氛围。</span><span style="color: black;">20. 薇娅会针对人群<span style="color: black;">举荐</span><span style="color: black;">制品</span>。<span style="color: black;">例如</span>,在推广零食的时候,每种口味她都会打开试吃,还会针对 <span style="color: black;">爱好</span><span style="color: black;">区别</span>的人群<span style="color: black;">举荐</span>购买<span style="color: black;">区别</span>的种类,"<span style="color: black;">不可</span>吃辣的人就不要买这个了,<span style="color: black;">能够</span>买另一种咖睚口 味"。</span><span style="color: black;">21. 再<span style="color: black;">例如</span>,她在卖一款<span style="color: black;">打扮</span>品冰箱时,她<span style="color: black;">暗示</span>,”再贵的护肤品,<span style="color: black;">无</span>冰箱来<span style="color: black;">保留</span>,<span style="color: black;">制品</span>里的活 性<span style="color: black;">成份</span><span style="color: black;">亦</span>会流失”,以此暗示<span style="color: black;">运用</span>价格高<span style="color: black;">打扮</span>品的观众购买。</span><span style="color: black;">薇娅直播间的最大特点<span style="color: black;">便是</span>〃送送送”。除了上面<span style="color: black;">说到</span>的直播<span style="color: black;">起始</span>时抽奖,每隔一段时间,她 就会说,“<span style="color: black;">咱们</span>来抽波大奖”。从她的直播标题<span style="color: black;">亦</span>能看出,例如“抽奖抽到手抽筋”、"送手机!送现金”、”</span><span style="color: black;">红包雨”等。<span style="color: black;">经过</span>不<span style="color: black;">定时</span>抽奖,吸引粉丝<span style="color: black;">长期</span>驻留直播间。薇娅会经常邀请有主持经验的明星做客她的直播间,像沈梦辰、小 S 、林依轮等。不仅<span style="color: black;">能够</span> <span style="color: black;">增多</span>自己的<span style="color: black;">专题</span>性,<span style="color: black;">亦</span><span style="color: black;">能够</span>丰富直播间的内容。</span><span style="color: black;">直播时,薇娅在讲解<span style="color: black;">制品</span>时,<span style="color: black;">背面</span>的大屏幕会放映相应的<span style="color: black;">照片</span>或视频。增进用户对<span style="color: black;">制品</span>的理解。</span><span style="color: black;">25. 薇娅<span style="color: black;">举荐</span>一款<span style="color: black;">制品</span>的<span style="color: black;">规律</span><span style="color: black;">一般</span>是,<span style="color: black;">制品</span><span style="color: black;">自己</span>优点+全网超低价+赠品,<span style="color: black;">倘若</span>购买数量多,再送 赠品。用一轮轮惊喜轰炸的方式,让用户产生一种“不买可能真的要吃亏了”的心理,很难“抵御<span style="color: black;">引诱</span>"。</span><span style="color: black;">26. 薇娅会<span style="color: black;">即时</span>关注粉丝的反馈。<span style="color: black;">例如</span>,某次直播中粉丝<span style="color: black;">说到</span><span style="color: black;">一样</span>一款锅之间的购买价格更高,薇娅立刻追问工作人员,确认后对粉丝说,“会退差价,请<span style="color: black;">大众</span><span style="color: black;">安心</span>”。</span><span style="color: black;">27. 薇娅会<span style="color: black;">持续</span>重复强调直播间的价格<span style="color: black;">优良</span>。<span style="color: black;">近期</span>在卖一款羽绒被时,她<span style="color: black;">始终</span>强调,"<span style="color: black;">不消</span>想,直 接拍,<span style="color: black;">仅有</span><span style="color: black;">咱们</span><span style="color: black;">这儿</span>有<span style="color: black;">这般</span>的价格,往后只会越来越贵”。</span><span style="color: black;"><strong style="color: blue;">辛巴直播带货技巧总结</strong></span><span style="color: black;"><span style="color: black;">1、</span>低客单价</span><span style="color: black;">辛巴直播间卖的商品客单价较低,价格大多在 50-100 元,用低客单价很容易吸引一批从来没买过这个产 品、或对这些<span style="color: black;">制品</span>没太多认知的人购买。据 TalkingData 数据<span style="color: black;">表示</span>,快手用户人群多集中在<span style="color: black;">2、</span><span style="color: black;">3、</span><span style="color: black;">4、</span> 五线城</span><span style="color: black;">市。</span><span style="color: black;">此前,他在直播间卖一款鹅绒的羽绒服,定价 499 元。他<span style="color: black;">始终</span>和身边工作人员说,这个价格太高,<span style="color: black;">欠好</span> 卖,<span style="color: black;">她们</span>(粉丝)以前买的羽绒服都是一百多。</span><span style="color: black;"><span style="color: black;">2、</span>商品附赠</span><span style="color: black;">辛巴常常会强调附赠礼品,<span style="color: black;">例如</span>买一送 X 、附赠 XX 礼品等为重点词语会在一场直播中被数次<span style="color: black;">说到</span>。除此之外,他还会在品牌<span style="color: black;">供给</span>赠品上,附加自己特意送给粉丝的赠品。<span style="color: black;">例如</span>之前在卖一款美妆<span style="color: black;">制品</span>时,品牌赠品为一小瓶防晒霜,他又加赠了自己工厂生产的牙膏。用<span style="color: black;">这般</span>的方 式,不仅<span style="color: black;">能够</span>促进粉丝购买,<span style="color: black;">亦</span>能增进与粉丝间的关系。</span><span style="color: black;"><span style="color: black;">3、</span>品类齐全</span><span style="color: black;">辛巴直播间商品为全品类。据 11 月 14 日「辛有志严选」发布的数据<span style="color: black;">表示</span>,他双 11 <span style="color: black;">时期</span><span style="color: black;">营销</span>商品中,美 妆、食品和服饰占比为前三。除此之外,还有个护、电器等品类。他在淘宝上幵设了”辛有志专属店”辛有志生活信” ”辛有志严选”等多个淘宝店铺。</span><span style="color: black;"><span style="color: black;">4、</span><span style="color: black;">明显</span><span style="color: black;">优良</span></span><span style="color: black;">在卖美妆<span style="color: black;">制品</span>时,辛巴会避开自己不<span style="color: black;">善于</span>的内容,<span style="color: black;">更加多</span>介绍<span style="color: black;">制品</span>的<span style="color: black;">明显</span>优点和优惠价格,其他内容由一个 助理在镜头外<span style="color: black;">弥补</span>解说。</span><span style="color: black;"><span style="color: black;">5、</span>多账号带货</span><span style="color: black;">辛巴有时会和他的徒弟<span style="color: black;">一块</span>卖货,引导粉丝关注徒弟的账号。例如,双十一活动<span style="color: black;">时期</span>,辛巴和他的徒弟「爱美食的猫<span style="color: black;">mm</span>」一同卖货。直播<span style="color: black;">时期</span>,他负责讲解,猫<span style="color: black;">mm</span> 负责吃和展示<span style="color: black;">制品</span>。辛巴常常会引导粉丝关注猫<span style="color: black;">mm</span>的快手账号。</span><span style="color: black;"><span style="color: black;">6、</span>善用对比</span><span style="color: black;">辛巴在卖<span style="color: black;">有些</span>“不知名品牌”的<span style="color: black;">制品</span>时,<span style="color: black;">通常</span>会请助理拿类似<span style="color: black;">制品</span>进行对比,以凸显所售<span style="color: black;">制品</span>的<span style="color: black;">优良</span>。例如,在卖一款夹心小面包时,他将面包对半撕开,与“超市里卖的夹心面包进行对比,比较<span style="color: black;">区别</span>面包夹 心</span><span style="color: black;">的厚度,以<span style="color: black;">表示</span>所卖面包的夹心分量更足。<span style="color: black;">经过</span>对比的方式,打消粉丝<span style="color: black;">针对</span><span style="color: black;">制品</span>的顾虑。</span><span style="color: black;">七、<span style="color: black;">恰当</span>引导,收割粉丝好感</span><span style="color: black;">辛巴最常说的一句话是,”<span style="color: black;">必须</span>你就买,不<span style="color: black;">必须</span>你就不买”。劝粉丝不要<span style="color: black;">茫然</span>购买他的<span style="color: black;">制品</span>,比强势地推销 <span style="color: black;">更易</span>被人接受。</span><span style="color: black;"><span style="color: black;">8、</span>为粉丝说话</span><span style="color: black;">辛巴不会<span style="color: black;">由于</span>卖<span style="color: black;">制品</span>就会疯狂夸赞<span style="color: black;">制品</span>好,反而时常会吐槽<span style="color: black;">有些</span><span style="color: black;">制品</span>的价格、赠品等。<span style="color: black;">例如</span>,在卖春雨面膜的时候,他吐槽品牌方<span style="color: black;">无</span>给到更优惠的价格。<span style="color: black;">乃至</span>说,好的面膜千千万,<span style="color: black;">亦</span>不<span style="color: black;">必定</span> 非</span><span style="color: black;">要买这个。尽管如此,评论区还是有不少粉丝在刷品牌名,<span style="color: black;">火速</span>链接就下架了。</span><span style="color: black;"><span style="color: black;">9、</span>发福利</span><span style="color: black;">辛巴会用<span style="color: black;">各样</span>抽奖、红包福利留住用户。</span><span style="color: black;"><span style="color: black;">例如</span>近期直播时,他身后有上百台未开封的 iPhonell, 只要关注并转发直播髭接到<span style="color: black;">伴侣</span>圏等就能参与。他在卖货<span style="color: black;">时期</span>还会<span style="color: black;">一直</span>强调,“过两天送汽车,我给<span style="color: black;">大众</span>定 100 台奔驰<span style="color: black;">或</span>宝马,<span style="color: black;">大众</span>都点个关注”。</span><span style="color: black;"><span style="color: black;">同期</span>,他<span style="color: black;">亦</span>会利用直播间红包、抽奖等方式涨粉。他毫不避讳地说,”我<span style="color: black;">便是</span>要涨粉!你转发到 50 人以上的<span style="color: black;">微X</span>群,<span style="color: black;">倘若</span>你中奖了,凭截图<span style="color: black;">能够</span>拿双倍奖品”。据不完全统计,近三个月快手账号「辛有志辛巴 81 8J涨粉 795 万。</span><span style="color: black;">十、拉家常</span><span style="color: black;">除了卖货,他会在直播中聊自己的生活和感受。</span><span style="color: black;">11 月 16 日,辛巴深夜开播痛哭,宣布解散 818 (粉丝)。11 月 17 日,他<span style="color: black;">妻子</span>初瑞雪直播中<span style="color: black;">暗示</span>, 818 粉丝把马甲卸了就没人能害他了,辛巴带货还是会继续的。</span><span style="color: black;">从公号「豆豆八卦网红」 11 月发布的 145 篇<span style="color: black;">文案</span>来看.其中<span style="color: black;">说到</span>辛巴的有 34 篇,自曝、恕黑粉、痛哭、道 歉等为<span style="color: black;">关联</span><span style="color: black;">文案</span>高频词。</span><span style="color: black;">十_、直播砍价</span><span style="color: black;">辛巴会将砍价、压价的过程<span style="color: black;">经过</span>直播展现出来。有时候他在直播卖货时,会跟谈生意的老板“打起来”,<span style="color: black;">需求</span>对方给粉丝更便宜的价格。</span><span style="color: black;">10 月底的一次直播中,辛巴<span style="color: black;">由于</span>一款酒的价格和品牌方<span style="color: black;">出现</span>矛盾,当天<span style="color: black;">营销</span>价格比前期谈价高十几元。随后,辛巴在直播间怒斥品牌方:你们拿我当孙子呢?我认为你们这个企业<span style="color: black;">已然</span>失信于我,你<span style="color: black;">必要</span>得给我 的客户们道歉。</span><span style="color: black;"><span style="color: black;">火速</span>,辛巴的直播间被判定违规,封禁 3 天。</span><span style="color: black;">在不少粉丝眼里,辛巴<span style="color: black;">做为</span>电商达人是在真实地为<span style="color: black;">她们</span>深福利,<span style="color: black;">亦</span><span style="color: black;">因此呢</span>更信任他。</span><span style="color: black;">十<span style="color: black;">2、</span>邀请明星</span><span style="color: black;">辛巴会邀请明星到直播间卖货。<span style="color: black;">不外</span>他邀请的明星不是流量小鲜肉,更<span style="color: black;">大都是</span><span style="color: black;">公众</span>熟知的明星,<span style="color: black;">例如</span>李连 杰、郭富城等。在双十一<span style="color: black;">时期</span>,他还与刘嘉玲合体卖货。不仅<span style="color: black;">能够</span><span style="color: black;">增多</span>自己的<span style="color: black;">专题</span>性,丰富直播间的内容,<span style="color: black;">亦</span><span style="color: black;">能够</span>吸引<span style="color: black;">更加多</span>观众到直播间。</span><span style="color: black;">十<span style="color: black;">3、</span>工厂卖货</span><span style="color: black;">辛巴会到韩国、泰国等地进行卖货,直接将<span style="color: black;">制品</span>的制作过程<span style="color: black;">经过</span>直播展现岀来。直<span style="color: black;">迄今</span>天,<span style="color: black;">博客</span>账号@辛有志严选 的置顶<span style="color: black;">博客</span>还是 7 月份泰国卖货的战报,声<span style="color: black;">叫作</span> 10 分钟卖空泰国乳胶 F. 6小时总<span style="color: black;">营销</span>额 1.8 亿。</span><span style="color: black;"><span style="color: black;">这般</span>直接到源头、展现工厂的卖货方式,<span style="color: black;">能够</span>增进用户对<span style="color: black;">制品</span>的理解,无形中<span style="color: black;">提高</span>粉丝的好感度和忠诚度。</span><span style="color: black;"><span style="color: black;">区别</span>于薇娅李佳琦,辛巴的身上似乎更具戏剧性。他一边以农民的儿子、淳朴的商人、<span style="color: black;">青年</span>人的<span style="color: black;">榜样</span>等形象现身<span style="color: black;">公众</span>视野,另一边又<span style="color: black;">由于</span>在直播间骂人、挑衅、被平台封禁等<span style="color: black;">原由</span>出<span style="color: black;">此刻</span><span style="color: black;">媒介</span><span style="color: black;">报告</span>。而在粉丝眼中,<span style="color: black;">这般</span>的辛巴更<span style="color: black;">大都是</span>真性情。除了直播带货,他会不<span style="color: black;">定时</span>开播与粉丝聊天,分享自己的生活。</span><strong style="color: blue;"><span style="color: black;">李佳琪直播带货技巧总结</span></strong><span style="color: black;">相信<span style="color: black;">非常多</span>人<span style="color: black;">第1</span>次听到李佳琦的名字,是<span style="color: black;">伴同</span>着一连串的惊人数字:5 分钟之内卖光了 15000 支口红;与马云 PK 直播带货,以 1000:10 的碾压式比分完胜;</span><span style="color: black;">3 分钟卖出 5000 单资生堂红腰子,仅这 f 单品的<span style="color: black;">营销</span>额就超过 600 万;92 年出生的他,全网粉丝 超 5000 万,年收入千万……惊叹之余,接下来的思考是:他是<span style="color: black;">怎样</span>做到的?是<span style="color: black;">天分</span>异禀,还是内 有玄机?李球的成功能否复制?<span style="color: black;">倘若</span>一个<span style="color: black;">营销</span>在直播上带货,该做<span style="color: black;">那些</span>?其实李佳琦的成功,源自他本入和团队,在<span style="color: black;">营销</span>流程、<span style="color: black;">营销</span>技巧、客户<span style="color: black;">心理</span>、促单技巧上,的确 有过人之处,但并非<span style="color: black;">没法</span>理解,不可学习。复制李佳琦,或许很难;<span style="color: black;">然则</span>学习李佳琦,让其他带 货主播变得更优秀,完全可行。</span><span style="color: black;">本文将从四个部分. 13 个要点入手,将李佳琦及其团队的直播带货优秀之处进行解析,分别是:</span><span style="color: black;">1. <span style="color: black;">营销</span>准备 (3 个点)</span><span style="color: black;">2. 客户心理 (4 个点)</span><span style="color: black;">3. <span style="color: black;">营销</span>技巧 (4 个点)</span><span style="color: black;">4. 收单细节 (2 个点)</span><span style="color: black;">1 .<span style="color: black;">营销</span>辅助道具的准备</span><span style="color: black;"><span style="color: black;">这儿</span>指的是除了商品本身,用于更好表现商品卖点的道具,在<span style="color: black;">营销</span>中<span style="color: black;">亦</span>叫<span style="color: black;">营销</span>工具。<span style="color: black;">例如</span>:</span><span style="color: black;">当<span style="color: black;">必须</span>谈价格<span style="color: black;">优良</span>,展示打折力度大的时候,小助理会拿出计算器;</span><span style="color: black;">当谈到<span style="color: black;">制品</span>是与某明星同款,小助理会拿出准备好的大幅照片;</span><span style="color: black;">当<span style="color: black;">必须</span>演示<span style="color: black;">怎样</span>下单购买时.小助理是会拿出手机或 pad, 演示下单的<span style="color: black;">过程</span>和界面。</span><span style="color: black;">在一个<span style="color: black;">营销</span>过程中.其实<span style="color: black;">非常多</span><span style="color: black;">原因</span>是没法完全掌控。<span style="color: black;">例如</span>客户的<span style="color: black;">心情</span>.竞争对手表现……<span style="color: black;">然则</span>,事前准备则<span style="color: black;">能够</span>让<span style="color: black;">营销</span>人员完全掌控,对<span style="color: black;">营销</span>成功有正面推动的积极<span style="color: black;">功效</span>。<span style="color: black;">况且</span>能够展示<span style="color: black;">制品</span><span style="color: black;">优良</span>的<span style="color: black;">营销</span>工具,远比仅凭一张嘴说的天花乱坠,更能让客户信服。</span><span style="color: black;">2 .<span style="color: black;">举荐</span>重心:卖点的准备</span><span style="color: black;">任何<span style="color: black;">制品</span>都有<span style="color: black;">非常多</span>卖点,但<span style="color: black;">倘若</span>一个<span style="color: black;">营销</span>把<span style="color: black;">制品</span>的<span style="color: black;">每一个</span>卖点都讲了,把在客户面前的时间平均分配了,其结果<span style="color: black;">常常</span>会是这个<span style="color: black;">制品</span>会<span style="color: black;">显出</span>很平庸,反而<span style="color: black;">无</span>了亮点。<span style="color: black;">营销</span>结果<span style="color: black;">亦</span><span style="color: black;">常常</span>不会太好。</span><span style="color: black;">李佳琦每款<span style="color: black;">制品</span>的<span style="color: black;">举荐</span>的时候,<span style="color: black;">常常</span>都有他提炼出的一个、最多两个主推的亮点。他会把有限的几分钟用在把这个亮点讲透.用多种<span style="color: black;">花招</span>的表现<span style="color: black;">办法</span>来佐证他的观点,打动观看直播的用户。</span><span style="color: black;">李佳琦会用什么<span style="color: black;">办法</span>佐证呢?</span><span style="color: black;">他会自己亲自试用;</span><span style="color: black;">他会展示<span style="color: black;">制品</span>的<span style="color: black;">成份</span>,讲解专业的名词;</span><span style="color: black;">他会讲解<span style="color: black;">打扮</span>中的问题、技巧、小知识;</span><span style="color: black;">他会讲故事,可能是自己或<span style="color: black;">周边</span>人的经历,<span style="color: black;">亦</span>可能是商品的背景故事;</span><span style="color: black;">他会让团队的小助理、其他同事<span style="color: black;">协同</span><span style="color: black;">打扮</span>或做<span style="color: black;">实验</span>;</span><span style="color: black;">他会用<span style="color: black;">有些</span>趣味的<span style="color: black;">实验</span>,展示商品的核心卖点;</span><span style="color: black;">还有<span style="color: black;">非常多</span> .....</span><span style="color: black;">总之,李佳琦在发力点上,会集中到商品的一个卖点上;<span style="color: black;">然则</span>在用力形式上,会力图多样,减少观众的重 兵观感。平均一个<span style="color: black;">夜晚</span>要<span style="color: black;">举荐</span>二十款以上的商品,每款商品只用 5-10 分钟时长,要在力度上款款售罄,还 要在形式上减少重兵感,让直播变得有趣,好看。</span><span style="color: black;">3 .亢奋的主播状态准备</span><span style="color: black;">看李佳琦的直播,你会<span style="color: black;">发掘</span>他时刻<span style="color: black;">处在</span>一种亢奋的状态。理性上,李佳琦<span style="color: black;">不必</span>用<span style="color: black;">那样</span>大的音量来讲<span style="color: black;">举荐</span> 词,毕竟带着领夹麦;但现实中,当毎次看到他<span style="color: black;">那样</span>充满激情地卖力<span style="color: black;">举荐</span>,总会更愿意多停留几分钟,有 时其实并不是受到当前所售<span style="color: black;">制品</span>的吸引,仅仅是被他的激情所感染。尤其是,当主播有了钱,有了名之后,还能以很高的频次,热情的状态对待每一场直播,其实是更难的事情。</span><span style="color: black;">反观,<span style="color: black;">咱们</span>看<span style="color: black;">非常多</span>冷清的直播间,即使偶然进入,<span style="color: black;">发掘</span>主播没精打采<span style="color: black;">或</span><span style="color: black;">无</span>互动,自然是留不住人。</span><span style="color: black;">客户心理</span><span style="color: black;">心理学<span style="color: black;">能手</span>不<span style="color: black;">必定</span>能做好<span style="color: black;">营销</span>,但<span style="color: black;">营销</span><span style="color: black;">能手</span><span style="color: black;">必定</span>是把握客户心理的<span style="color: black;">能手</span>。</span><span style="color: black;">以下四种心理.在李佳埼的直播技巧中<span style="color: black;">亦</span>常常看到。</span><span style="color: black;">1 .从众<span style="color: black;">心理</span></span><span style="color: black;">人,是一种社会动物,是很<span style="color: black;">必须</span>安全感。从众,<span style="color: black;">便是</span>跟<span style="color: black;">大众</span>在<span style="color: black;">一块</span>,跟<span style="color: black;">大众</span>选的<span style="color: black;">同样</span>,这会<span style="color: black;">极重</span>地满足人 的心理<span style="color: black;">必须</span>。</span><span style="color: black;"><span style="color: black;">非常多</span>商家卖<span style="color: black;">制品</span>上,利用这一心理,屡试不爽。在李佳琦的直播间,你会经常听到诸如以下 的说词:</span><span style="color: black;">这款<span style="color: black;">制品</span>,在之前<span style="color: black;">咱们</span>直播间<span style="color: black;">已然</span>卖过了 10 万套了 ....</span><span style="color: black;">这个<span style="color: black;">制品</span>在开卖之前,<span style="color: black;">已然</span>有 10 万人加购(提前添加购物车)了……</span><span style="color: black;">这个<span style="color: black;">制品</span>之前<span style="color: black;">已然</span>卖过了 10 万套,零差评 ...</span><span style="color: black;">这款<span style="color: black;">制品</span>,是 X 国药妆销量排名<span style="color: black;">第1</span>的 ....</span><span style="color: black;">除了用<span style="color: black;">营销</span><span style="color: black;">举荐</span>词<span style="color: black;">诱发</span>从众心理,李佳琦还会用抽奖的方式黏住观众,营造直届间<span style="color: black;">火热</span>气氛,创造<span style="color: black;">更易</span> <span style="color: black;">诱发</span>从众效应的氛围。李佳琦直播间<span style="color: black;">平常</span>的抽奖方式有两种:支付宝口令红包和直播间评论区截图。但 是.除了直播开播时候会</span><span style="color: black;">固定抽奖之外,中间抽奖的几个时间段却不固定。开始时用抽奖来吸引<span style="color: black;">第1</span>波老 观众,准时来到直播间,营造一个一幵播就很火的氛围;中间时间不固定,防止羊毛党<span style="color: black;">按时</span>来橹羊毛。想 中奖,那就安心跟着看直播吧。</span><span style="color: black;">看着看着,说不定一没忍住,就买了 .....(偷笑)</span><img src="https://mmbiz.qpic.cn/mmbiz_jpg/NEMh3ZRYe5OicsFCIPRO5y9Ana4BymA3fuXNB9GpXXFJjDbvzeOB6q3R2dl5vhmHTK0iaTEo40cxfqQcic1uciblAA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;">VIP会员权益</strong></span><span style="color: black;">1、对接联盟已有电商资源,300+电商<span style="color: black;">途径</span>平台,各类服务商;</span><span style="color: black;">2、自动解锁亿聚宝资料库,自由对接电商品牌方/工厂/经销商/服务商/平台,解锁所有会员专享资料;</span><span style="color: black;">3、进入核心VIP会员群,群内<span style="color: black;">每日</span>分享价值资源,<span style="color: black;">第1</span>时间对接新<span style="color: black;">途径</span>;</span><span style="color: black;">4、公众号+亿聚宝+<span style="color: black;">微X</span>社群,覆盖上万电商人群,发布会员的<span style="color: black;">制品</span>和需求,<span style="color: black;">增多</span>对接合作机会;</span><span style="color: black;">5、平台线上对接选品会,优先<span style="color: black;">举荐</span>会员商家对接;</span><span style="color: black;">6、仅在会员中筛选深度供应链合作商家,<span style="color: black;">签定</span>合作协议,利润共享,直接对接平台/团购/直播/集采<span style="color: black;">途径</span>;</span><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 style="color: black;">入会咨询</span><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;">我完全同意你的看法,期待我们能深入探讨这个问题。 “NB”(牛×的缩写,表示叹为观止) “板凳”(第三个回帖的人) “板凳”(第三个回帖的人) 你的见解真是独到,让我受益匪浅。 谷歌网站排名优化 http://www.fok120.com/
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