直播卖衣服必要怎么做？服装店直播卖货技巧分享
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://mmbiz.qpic.cn/mmbiz/cZV2hRpuAPhQmPPCyMGfbceYAFImOiaofxN2ibfnXdib9IGTRncmkJuia0EC7xHxjyERBibPIQjBbonTF9a1w72Wufg/640?wx_fmt=gif&wx_lazy=1&wxfrom=5&tp=webp" style="width: 50%; margin-bottom: 20px;"></h1><span style="color: black;"><strong style="color: blue;"> 店铺运营 </strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">服装店的直播技巧</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此刻</span>直播卖货很火，<span style="color: black;">然则</span><span style="color: black;">针对</span>大<span style="color: black;">都数</span>服装店主<span style="color: black;">来讲</span>，直接进入一个之前<span style="color: black;">无</span>涉足过的<span style="color: black;">行业</span>，大<span style="color: black;">都数</span>都有点摸不着头脑，本期内容就跟<span style="color: black;">大众</span>分享下服装行业直播卖货的技巧，<span style="color: black;">期盼</span>能够<span style="color: black;">帮忙</span>到<span style="color: black;">大众</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">直播前</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">精细</span>定位</strong></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;">首要</span>，<span style="color: black;">咱们</span>要<strong style="color: blue;"><span style="color: black;">知道</span>自己要<span style="color: black;">经过</span>什么样的方式或风格展示自己的直播，以及想在本场直播要达到<span style="color: black;">怎么样</span>的目标。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">就服装行业女性消费群体而言，<strong style="color: blue;">直播间观众年龄结构中，追求时尚与实用并存的24—40岁之间的中青年群体，<span style="color: black;">作为</span>观看服装类直播<span style="color: black;">重点</span>受众。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">直播最<span style="color: black;">基本</span>的目的<span style="color: black;">便是</span>带货</strong>
</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">，<span style="color: black;">咱们</span>的直播<span style="color: black;">能够</span>围绕卖货这一环节展开，中间再添加<span style="color: black;">有些</span>互动小环节，在直播前<span style="color: black;">咱们</span><span style="color: black;">亦</span>要给自己设定一个预期小<span style="color: black;">目的</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在挑选<span style="color: black;">制品</span>时，<span style="color: black;">咱们</span>要<strong style="color: blue;">事先提炼自己的<span style="color: black;">制品</span>亮点，最好写一个大概的脚本</strong>，避免临场发挥的紧张，局促不安。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">调节</span>好设备 </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">好的直播，<span style="color: black;">基本</span>设备到位是必不可少的需求，在直播前，<span style="color: black;">咱们</span><span style="color: black;">必须</span><span style="color: black;">调节</span>好自己的灯光、摄像机、麦克风等，在最大程度上<span style="color: black;">调节</span>出，最好的拍摄<span style="color: black;">方向</span>，以及最好的光线度，让自己的<span style="color: black;">制品</span><span style="color: black;">拥有</span>说服力。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">环境营造</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">好的直播环境能让消费者在手机前身临其境，<span style="color: black;">咱们</span><span style="color: black;">能够</span><strong style="color: blue;"><span style="color: black;">按照</span>自己的<span style="color: black;">制品</span>属性、风格挑选适合的背景装饰、音乐、光线、机位、桌面<span style="color: black;">安排</span>等</strong>，在直播前<span style="color: black;">调节</span>好，<strong style="color: blue;">站播有利于全方位地展示你的服装。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">人员准备</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">挑选一个能<span style="color: black;">表率</span>自己<span style="color: black;">制品</span>形象的主播进行直播，造型妆发<span style="color: black;">亦</span>要到位，在直播时要有<span style="color: black;">必定</span>的自信、气场、好的语言表达能力。会给予<span style="color: black;">咱们</span>的商品<span style="color: black;">必定</span>的信服力。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">台词、脚本都要事先准备好，<span style="color: black;">包含</span>暖场话术、<span style="color: black;">制品</span>介绍<span style="color: black;">次序</span>、<span style="color: black;">制品</span><span style="color: black;">仔细</span>信息、中间穿插的故事和段子等等，</strong><span style="color: black;">这般</span>才不会<span style="color: black;">显现</span>临时卡顿的现象。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">直播中</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">开播预热</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">直播正式<span style="color: black;">起始</span>之前，最好先进行测试，自己感受一下效果，<span style="color: black;">而后</span><span style="color: black;">起始</span>暖场，<span style="color: black;">能够</span>来<span style="color: black;">有些</span>欢快的音乐，慢慢引动直播间的氛围。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">等到直播<span style="color: black;">起始</span>的时候，<span style="color: black;">能够</span>先做一波活动，活跃一下氛围。<span style="color: black;">例如</span>抽奖、福利、优惠券、低价商品、限购<span style="color: black;">或</span>限量商品等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">正式直播 </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">按照</span>直播时长，<span style="color: black;">咱们</span><span style="color: black;">能够</span>将直播分为上下两场，中间适当安排一次<span style="color: black;">休憩</span>时间，<strong style="color: blue;">在<span style="color: black;">休憩</span>时间里做一波活动，<span style="color: black;">能够</span>是抽奖，<span style="color: black;">亦</span><span style="color: black;">能够</span>是互动游戏，用来缓解观众<span style="color: black;">始终</span>处在一个高强度刺激兴奋的状态，二来还<span style="color: black;">能够</span><span style="color: black;">提高</span>粉丝互动。</strong></p><img src="https://mmbiz.qpic.cn/mmbiz_jpg/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8cCcp67r2a8HQ0bhXjxGtwFIKmRnyOJ99C4THTUkwB6uzr7LxJciadeg/640?wx_fmt=jpeg&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">直播后</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">直播复盘 </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">直播结束并不<span style="color: black;">寓意</span>着本场直播活动结束，<span style="color: black;">咱们</span>应<span style="color: black;">即时</span>对本场直播进行复盘，以便<span style="color: black;">帮忙</span>下场直播更加顺利进行。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">直播总结 </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在直播结束，主播可<span style="color: black;">按照</span>自己的直播<span style="color: black;">状况</span>分析自己在直播中有<span style="color: black;">那些</span>不足，下次避免或改进，并对<span style="color: black;">有些</span>好的值得借鉴互动的方式加以保持和发扬。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">恰当</span>的分析自己的直播数据，统计已支付订单数和金额，未支付订单<span style="color: black;">制品</span>有<span style="color: black;">那些</span>，销量最高<span style="color: black;">制品</span>、直播间观看人数，<span style="color: black;">区别</span>直播时间的转化效果等等</strong>，<span style="color: black;">即时</span>的记录并分析。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">粉丝<span style="color: black;">守护</span> </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">粉丝<span style="color: black;">守护</span>是<span style="color: black;">咱们</span>直播的重要一步，<span style="color: black;">尤其</span>是在直播初期尤为重要。<span style="color: black;">咱们</span>要<strong style="color: blue;">收集直播间、店铺评论、<span style="color: black;">微X</span>社群的直播反馈，<span style="color: black;">包含</span>但不限于<span style="color: black;">制品</span>质量、价格、<span style="color: black;">运用</span>效果、售后<span style="color: black;">状况</span>等</strong>
</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">，<span style="color: black;">这般</span><span style="color: black;">能够</span>让自己的粉丝群体更加巩固，<span style="color: black;">亦</span><span style="color: black;">能够</span><span style="color: black;">经过</span>与粉丝的互动沟通，更好地<span style="color: black;">认识</span>粉丝的偏好和用户需求。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在直播过程中要<span style="color: black;">尽可能</span><span style="color: black;">保证</span><span style="color: black;">每一个</span>流程和中间转换的节点能流畅连贯，<span style="color: black;">倘若</span><span style="color: black;">显现</span>卡顿，就会影响直播效果。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">直播<span style="color: black;">选定</span>且活跃 </strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、直播间<span style="color: black;">每日</span>都要活跃，<span style="color: black;">或</span><strong style="color: blue;"><span style="color: black;">每一个</span>月固定多少天直播，<span style="color: black;">经过</span><span style="color: black;">长时间</span>固定的<span style="color: black;">揭发</span>占据用户心智；</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、<strong style="color: blue;"><span style="color: black;">按时</span>定量的直播，</strong>能给粉丝<span style="color: black;">创立</span>起信任感；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">做直播想要吸引粉丝，留住粉丝，<span style="color: black;">同期</span>还能下单，除了<span style="color: black;">咱们</span>的<span style="color: black;">制品</span>过硬，有<span style="color: black;">各样</span>直播间福利外，会说话很重要，<span style="color: black;">亦</span>就是<span style="color: black;">咱们</span>常说的：<span style="color: black;"><strong style="color: blue;">直播话术。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">直播话术有<span style="color: black;">那些</span>？<span style="color: black;">那些</span>话术适合热场？<span style="color: black;">那些</span>话术适合转化？<span style="color: black;">那些</span>话术适合拉近和观众的距离？这些<span style="color: black;">咱们</span>都<span style="color: black;">必须</span>有所<span style="color: black;">认识</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">开场话术</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">介绍自己及本场活动和下单流程，以服装行业为例。预热开场环节<span style="color: black;">连续</span>时间：3-5 分钟</p><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8kMeN3R9Dicf39w3ynAYlxI3LqRYOFOxpicyUBu6HMTeIV9xc7vZ16ricQ/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8JlkicWEXne8w1AqlHcBdWkbo8UYFJLQTrvm1992R45J8gYJzwnGic05Q/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">5</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">粉丝互动话术</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">想要留人促转化，就<span style="color: black;">必要</span>让直播间粉丝参与进来，与你产生互动，聊天。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">而且互动<span style="color: black;">亦</span>是算法<span style="color: black;">评估</span>直播间<span style="color: black;">是不是</span><span style="color: black;">优秀</span>的关键指标。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">互动除了音浪外有<span style="color: black;">非常多</span>种，<span style="color: black;">包含</span>直播间内<strong style="color: blue;">关注、评论、点击购物车、点击商品、送礼物、加入粉丝团等</strong>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此呢</span>，在开播时，要基于开播目的，<span style="color: black;">尽可能</span>引导用户进行有效互动，其中点赞、评论、关注，相对<span style="color: black;">来讲</span>是最简单，<span style="color: black;">亦</span>是性价比最高的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">分享几种评论区互动技巧：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">提问式互动</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这款口红你们用过吗？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">选取</span>题互动</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">想要a款的扣1；要b款的扣2；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">刷屏式互动</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">想要的宝宝在评论里扣“想要”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">你还<span style="color: black;">必须</span>引导粉丝提问，用一个标准的模版去引导粉丝向你提问，毕竟绝大<span style="color: black;">都数</span>的粉丝是不懂得提问的。</p><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8dTLI5At4D5NSmQ7WRQwqJ0eRfaK6wt1KJ6LflG10FCYwJ841XK7ZxQ/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后很关键的一点<span style="color: black;">便是</span><span style="color: black;"><strong style="color: blue;">“关注、点赞、加粉丝团”。</strong></span><span style="color: black;">一样</span><span style="color: black;">亦</span>是大概5~10分钟（<span style="color: black;">乃至</span>更短）<span style="color: black;">上下</span>提醒一次。</span></p><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8Aw8iceMCD5xIV20VolwVVMneiaoARrCiaiaEJribWnMfIv92OA91p3D3LpQ/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">6</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">留住粉丝话术</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">留人顾名思义<span style="color: black;">便是</span>要留住直播间里的粉丝，<span style="color: black;">加强</span>直播间的留存率，<span style="color: black;">亦</span>有助于<span style="color: black;">增多</span>直播间的<span style="color: black;">举荐</span>流量。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">留人话术的技巧<span style="color: black;">重点</span>有2点：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">抽奖活动</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">利用<span style="color: black;">各样</span>福利、抽奖活动，<span style="color: black;">好处</span>政策留住观众和意向客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不只是在直播开头，想要留人，<span style="color: black;">各样</span>福利，<span style="color: black;">例如</span>限量1元（9.9元）包邮秒杀、送###、3折促销、买二送二等<span style="color: black;">好处</span>的政策，都<span style="color: black;">必须</span>贯穿全场。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">大概5~10分钟重复提醒一次，用福利来留住直播间的粉丝。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">由于</span>直播间<span style="color: black;">一直</span>的会有新进的粉丝，你前面讲过的福利，<span style="color: black;">倘若</span>不重复表达，后进的新粉丝就没办法留住。</p><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8Koia0KbgGIho2FAYAzXXqnAOIPqqSZA5xsx6sA5UDicuicZISmDRYfXpw/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8PweNF4eYWARIqE7v4kK8wOuPPMVGkBHLwB959dDAfhPssQcuG3RJFg/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">回复</span>粉丝提问</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">此时</span>候你就要充当客服的角色，<span style="color: black;">即时</span>回复粉丝提问，<span style="color: black;">同期</span>再加上福利话术引导，促进成交。</p><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8rXq2aAib3hPgQzPPmU1snU9oCoN7ZfeNCChfLYIEecZjdIx71JrOiaIw/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">问答话术的关键：细致耐心。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">一个问题可能会有<span style="color: black;">非常多</span>人问，<span style="color: black;">每一个</span>人问的问题，可能<span style="color: black;">亦</span>有很大差异 ，<span style="color: black;">咱们</span>有时候<span style="color: black;">必须</span>反复回答相同的问题，<span style="color: black;">因此</span><span style="color: black;">必定</span>要耐心、真诚，<span style="color: black;">这般</span><span style="color: black;">才可</span>留住人。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">7</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">制品</span>介绍话术</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">开场前简单地介绍一下今天要卖的<span style="color: black;">制品</span>，除了基本的<span style="color: black;">制品</span>属性描述之外，加上<span style="color: black;">有些</span>自我<span style="color: black;">运用</span>的感受分享。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">一句话把自己的<span style="color: black;">运用</span>感受和结果说出来，跟<span style="color: black;">伴侣</span>聊家常<span style="color: black;">同样</span>，<span style="color: black;">况且</span>这句话很简短，<span style="color: black;">能够</span><span style="color: black;">持续</span>地在直播间重复，照顾到后续进入直播间的粉丝。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">专业+场景化介绍</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">从<span style="color: black;">制品</span>的功效、<span style="color: black;">成份</span>、材质、价位、包装设计、<span style="color: black;">运用</span><span style="color: black;">办法</span>、<span style="color: black;">运用</span>效果、<span style="color: black;">运用</span>人群等多维度介绍<span style="color: black;">制品</span>，越专业越有说服力。</p><img src="https://mmbiz.qpic.cn/mmbiz_png/nV5AHiaUGVzUVZ7rJOIqEJupAibwALaGp8saBXs2vP2p0dGjIuF0vDTEtXoFUiawWh3ly8ZVF7GCiblzYSG1jicHWAg/640?wx_fmt=png&wx_lazy=1&wx_co=1&tp=webp&wxfrom=5" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">怎样</span>做好<span style="color: black;">制品</span>介绍直播带货话术，<span style="color: black;">提高</span>直播间转化率？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第三方举证</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">出示<span style="color: black;">制品</span>可信证明，证明<span style="color: black;">制品</span><span style="color: black;">可靠</span>。<span style="color: black;">包含</span>但不限于：<strong style="color: blue;">销量截图、网友好评、网红<span style="color: black;">举荐</span>、官方资质 、专家背书</strong>等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">例如</span>：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1星期</span><span style="color: black;">营销</span>1.3万份（销量数据）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">上市当天<span style="color: black;">营销</span>突破8000份（销量数据）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">32%的顾客都会回购（回购率）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">好评率99%（好评率）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">顾客<span style="color: black;">评估</span>4.9分（顾客评分）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">怎么让<span style="color: black;">制品</span>介绍场景化？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">最简单的<span style="color: black;">办法</span><span style="color: black;">便是</span><strong style="color: blue;">多用比喻句，把虚的比喻成实的，实的比喻虚的</strong>。<span style="color: black;">例如</span>李佳琦在<span style="color: black;">举荐</span>香水的时候，就会把看不见摸不着“虚”的香味比喻成：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">◆ <span style="color: black;">爱情</span>中的少女，开心的去找男<span style="color: black;">伴侣</span>，那种很甜的感觉</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">◆ 屋顶花园，斩男香，非常适合夏天</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">◆ 穿着白纱裙，在海边漫步的女生，非常干净的那种感觉</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">◆ 下过小雨的森林里的味道</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这般</span>富有场景感的实体描述。即使观众闻不到味道，但基本上<span style="color: black;">亦</span><span style="color: black;">能够</span>想象到香水带给人的感觉是什么样的，从而打动观众购买！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">8</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">达成成交话术</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">话术要点：紧迫感/限量感/<span style="color: black;">危险</span>感，不卖<span style="color: black;">懊悔</span>三年</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">成交直播带货话术核心要点有3个：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1.信任感</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">例如</span>薇娅在在<span style="color: black;">举荐</span><span style="color: black;">制品</span>时，经常会讲<span style="color: black;">有些</span>家人、工作人员<span style="color: black;">运用</span>过的经历；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">还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”，且为重复购买的<span style="color: black;">制品</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这些看似不经意的动作，其实都暗藏心机——<strong style="color: blue;">以此打消观众对<span style="color: black;">制品</span>的顾虑。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">必定</span>要在你的直播间现场试用<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>的功效。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这般</span>才有足够的说服力，证明你在用，你觉得很好，<span style="color: black;">才可</span>让你的粉丝信服你，买你的<span style="color: black;">制品</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">同期</span>还要描述出<strong style="color: blue;"><span style="color: black;">制品</span>的<span style="color: black;">运用</span>需求和购买需求，</strong>双管齐下，启发用户的购买欲望。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2.价格锚点</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咱们</span>在购物时经常会<span style="color: black;">发掘</span>这些现象：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">某商品<span style="color: black;">意见</span>零售价为29元，<span style="color: black;">实质</span>却仅售19元；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">商家经常划掉原标价，<span style="color: black;">而后</span>再写一个优惠价；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">实体小商铺<span style="color: black;">爱好</span>开一个高价等<span style="color: black;">咱们</span>还价。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这儿</span>的“29块”，“原价”<span style="color: black;">便是</span>商家设置的“<strong style="color: blue;">价格锚点</strong>”。<span style="color: black;">咱们</span>都<span style="color: black;">晓得</span>这件<span style="color: black;">制品</span>就只值19元钱，<span style="color: black;">然则</span>感觉上是占了便宜。这<span style="color: black;">便是</span>著名的<strong style="color: blue;">锚点效应</strong>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">记住：消费者其实并不真的是为商品的成本付费，他是为商品的价值感而付费。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">参考话术：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">天猫旗舰店的价格是79.9元一瓶，（旗舰店价格——价格锚点）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咱们</span>今天<span style="color: black;">夜晚</span>，买2瓶直接减80，相当于第1瓶79，第2瓶不要钱（直播低价）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">再给你多减2块，我再送你们雪花喷雾，这1瓶<span style="color: black;">亦</span>要卖79块9毛钱（超值福利，买到<span style="color: black;">便是</span>赚到）。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3.限时限量限“地”</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">限量：</strong>今天的优惠数量有限，<span style="color: black;">仅有</span>100个，这款衣服这个颜色就<span style="color: black;">仅有</span>最后**件了，卖完就<span style="color: black;">无</span>了；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">制造稀缺感：</strong>其实<span style="color: black;">亦</span>是<span style="color: black;">营销</span>促单的一种常用手法。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">参考话术：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这一款真的数量有限，<span style="color: black;">仅有</span>最后###件了。<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>等会就抢不到了！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">限地：</strong>今天只限在我的直播间有这个价格，站外都<span style="color: black;">无</span>这个价格。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">参考话术：</strong></span>“<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”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">限时（到点涨价）：</strong>倒数10个数，限量抢购就<span style="color: black;">起始</span>，就下架。<span style="color: black;">必定</span>要告诉客户，<span style="color: black;">仅有</span>这10分钟是这个价格，时间到了就恢复原价。制造一种紧迫感，让客户马上下单。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">参考话术：</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">还有最后三分钟，<span style="color: black;">无</span>买到的宝宝赶紧下单、赶紧下单。时间到了<span style="color: black;">咱们</span>就下架了（恢复原价）！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">9</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">促单话术</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非常多</span>观众在下单可能会犹豫不决，<span style="color: black;">那样</span>这个时候<span style="color: black;">咱们</span>就<span style="color: black;">必须</span>用催单话术，来刺激用户下单的欲望了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">催单直播带货话术的关键<span style="color: black;">便是</span>：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">营造抢购的氛围，给消费者发出行动指令。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">让观众认为，<span style="color: black;">此刻</span>不买，就再<span style="color: black;">亦</span>买不到这么便宜的了，<span style="color: black;">此刻</span>不买就<span style="color: black;">无</span>机会了……</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">让<span style="color: black;">她们</span>产生紧迫感，<span style="color: black;">而后</span>快速下单！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">你<span style="color: black;">能够</span>从下面两个方向去实施：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1.重复强调<span style="color: black;">制品</span>效果和价格<span style="color: black;">优良</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">例如</span>薇娅在卖一款羽绒被时，她<span style="color: black;">始终</span>强调，“不用想，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”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">持续</span>重复强调直播间的价格<span style="color: black;">优良</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2.<span style="color: black;">持续</span>提醒用户限时限量</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">反复用倒计时</strong>的方式督促用户马上下单。营造时间紧迫、再不买就没（亏）了的抢购氛围。</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;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">10</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">最后结束话术</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">发掘</span><span style="color: black;">无</span>，不管是李佳琦还是薇娅，还是其他头部主播，都会在一款<span style="color: black;">制品</span>限时限量限优惠价格之后，在直播间直呼“<strong style="color: blue;">没了，秒完了、抢完了、还<span style="color: black;">能够</span>加库存吗</strong>”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">其实这<span style="color: black;">亦</span>是一种直播带货话术<span style="color: black;">招数</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">故意限制上架<span style="color: black;">制品</span>的数量，紧接着再进行补货</strong>，<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。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">利用稀缺性，抢到了是惊喜，没抢到下次会更快出手。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">除此之外，一款<span style="color: black;">制品</span>或一场直播快结束时，<span style="color: black;">必定</span>要预告下一场直播、下一款<span style="color: black;">制品</span>的时间、<span style="color: black;">制品</span>、福利。<span style="color: black;">同期</span>再次重复提醒直播间的接下来的福利、<span style="color: black;">制品</span>等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">乃至</span>直接<span style="color: black;">通知</span>观众某款<span style="color: black;">制品</span><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。</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;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">不管是哪一种话术，都不是独立存在的，<span style="color: black;">必须</span>主播融会贯通、烂熟于心，在直播间重复、灵活的表达。</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>万水千山总是情，点个 “在看” 行不行<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;">
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