QVC’s business model has gone social! It’s called “Live Selling” and it’s how today’s savvy entrepreneurs, coaches, consultants, and ecommerce professional are selling everything from make-up to marketing programs direct to consumers using live streaming.
In this blog post, I’m going to go over the basics of live selling and show you how you can incorporate this live stream strategy in your own business.
What is Live Selling and Why You Need to Know About It
Let’s get something straight. There’s nothing new about live selling. Live selling means that you are selling in real time via live shopping events or live videos.
- If you’ve been in a shopping mall or Costco and watched a product demonstration with a pitch to purchase at the end — that’s live selling.
- If you’ve attended a Facebook live with a coach that’s had hot seats and then pitched a course or coaching program at the end — that’s live selling.
- If you’ve seen a speaker at a conference who was “selling from the stage” — that’s live selling.
In short, live selling is a direct
Today’s Live selling is a powerful sales and marketing model that has taken the online marketing world by storm. With live selling, you’re broadcasting a live stream video to an audience in real-time, showcasing products or services and encouraging viewers to make a purchase.
With the rise of live streams on social media platforms like Facebook live shopping, Instagram, and TikTok, live selling has become more accessible than ever before.
Advantages of Live Shopping
One of the biggest advantages of live selling is its ability to create a sense of urgency and excitement among viewers. By showcasing products in real-time and offering exclusive deals or discounts online, businesses can tap into the FOMO (fear of missing out) mentality and encourage viewers to take action immediately.
Audience engagement is another advantage of live shopping via live stream. Interacting with viewers in real-time and answering their questions or concerns, businesses and brands builds trust and credibility with your audience. This ultimately leads to higher conversion rates and increased customer loyalty.
Understanding Your Audience: The Key to Successful Live Selling Content
To create effective live selling content, you must have a deep understanding of your audience and whether they are likely to attend a live stream.
Yep, that means that you need to have at least one profile of your ideal customer. There are some really nifty buyer persona generators out there.
Social media analytics and surveys can help you gather information on their demographics, interests, pain points, and purchasing habits.
Focus on Solving Specific Problems
With this information in hand, tailor your messaging to solve specific problems for your viewers. Use language that resonates with them and address any concerns they may have about the product or service you’re selling.
Create Specific Sessions for Each Audience Segment
Consider creating different types of live sessions for different segments of your target audience. For example, if you’re promoting beauty products, offer a skincare tutorial for younger viewers and another one focused on anti-aging tips for older ones.
Engage with Your Audience; Ask and Answer Questions
Another way to connect with your audience is by engaging with them during the streaming session. Encourage questions and comments throughout the broadcast to foster community building. By adapting content specifically tailored towards audiences’ needs will lead users more likely watch again in future broadcasts which can then lead to increased conversion rates over time!
Crafting a Compelling Hook: Tips for Capturing Attention from the Start
Find and Focus on Pain Points For a Compelling Hook
You only have a few seconds to capture your audience’s attention and keep them engaged. To create a compelling hook, start by identifying your target audience and understanding their pain points. Use this information to craft a message that resonates with them and addresses their needs.
Make it Visual
Use attention-grabbing visuals to complement your message. This could be a striking product image or an eye-catching graphic that supports your message. Be sure to also use clear and concise language that is easy to understand.
Create Irresistible Offers With an Solid Expiration
Another effective way to capture attention is by creating a sense of urgency. This could be through limited-time offers or exclusive deals for viewers who make a purchase during the live shopping stream. Remember, the goal is to make viewers feel like they need to act now or risk missing out.
Tell and Share Powerful Stories
Finally, don’t forget to inject some personality into your hook. Share personal anecdotes or experiences that help build rapport with your audience and make them feel like they know you on a personal level.
By following these tips, you can create a hook that captures attention and keeps viewers engaged throughout your whole live streams and selling content.
Building Trust and Credibility with Your Viewers
Offer hot-seats and Q&A
Trust is at an all-time low. Your audience is cynical, so don’t just rely on your personal stories or printed testimonials. Give your viewers a real experience of your expertise. This is why lots of coaches and consultants will offer hot-seats where they work with an audience member.
Provide videos and live testimonials
Another strategy for building trust is by incorporating social proof into your live selling content. Whether it’s showcasing positive customer reviews or sharing testimonials from satisfied clients, seeing evidence that others have had successful experiences with your products or services can help put hesitant buyers at ease.
Provide detailed information
During the presentation itself, be sure to provide detailed information about the product or service you’re offering, including any unique features or benefits that set it apart from competitors. Being transparent and honest about what customers can expect will also demonstrate integrity and contribute to viewer confidence.
Build relationships and give it time
Remember: live sales are all about cultivating relationships with potential customers, so take time to address questions and concerns as they arise, even if that means directing viewers towards additional resources after the live shopping feature broadcast ends. By prioritizing transparency, honesty, and engagement throughout your live selling efforts, you can establish yourself as a trustworthy authority within your niche while driving conversions in real-time.
Creating Urgency and Scarcity: How to Encourage Action in Real-Time
Urgency and scarcity are two powerful psychological triggers that can motivate viewers to take action during a a live streaming or selling event.
Set a Deadline
One effective way to create urgency is by setting a deadline for a special offer or discount. For example, you could announce that the first 10 customers to purchase your product during the live event will receive a 20% discount, but the offer expires at the end of the broadcast.
Limit Quantity
Scarcity can also be created by limiting the quantity of a product available for purchase. You could announce that in store there are only 50 units left in stock, which can encourage viewers to act quickly before the product sells out.
Add a Countdown Timer
Another way to create urgency is by using a countdown timer on your website or social media page. This can add a sense of urgency and encourage viewers to take action before time runs out.
Remember, creating urgency and scarcity should be done in a genuine and ethical way. Be transparent with your viewers and avoid using false scarcity tactics. By using these strategies effectively, you can encourage viewers to take action during your facebook live shopping and selling event.
Handling Objections on Live Sales: Strategies for Overcoming Common Concerns
During live shopping events and selling, it’s inevitable that you’ll encounter objections from some viewers. These may range from pricing concerns to questions about product quality or shipping times. The key to handling objections effectively is staying calm and remaining empathetic towards your audience.
Practice Active Listening
To start, listen carefully to what the customer is saying and acknowledge their concern before addressing it. This can help diffuse tension and build trust with your audience.
Brainstorm Objections and Answers
Next, be prepared with well-thought-out responses to common objections based on your research into your target market. Anticipating potential concerns ahead of time allows you to provide thoughtful and informative answers in real-time.
Invite Happy Clients to Share Their Experience
Another effective strategy is providing social proof through testimonials or case studies from satisfied customers. Seeing others who have had success with your products can reassure hesitant viewers that they are making a good business decision.
Finally,end the conversation on a positive note by reiterating the benefits of the product or service and thanking them for considering it. Even if they don’t make a purchase right away, leaving them feeling heard and appreciated may lead them back in the future when they’re ready to buy.
Optimizing Your Post-Sale Follow-Up Process
Once the live sale is over, your job doesn’t end there. Post-sale follow-up is crucial to retaining customers and building a loyal audience. Make sure you have an efficient process in place to follow up with buyers after their purchase has been made.
Make People Feel Great About The Purchase
Send a personalized thank-you email or message that acknowledges their support and expresses gratitude for them choosing your product or service. Offer any additional resources or support they might need during this time, such as access to webinars live videos or tutorials.
Collect Feedback During the Event
A live event is the perfect opportunity to ask for feedback about your existing offer and to test out new potential offers. Watch the comments during the live stream, ask leading questions such as “How many of you want to see…” or “How many of you have…”
Encourage customer feedback by asking for reviews or testimonials about their experience with your product or service. This will not only help you improve but also provide social proof for future sales.
Have a Funnel in Place to Stay in Touch
One of the disadvantages of social platforms is that it’s very difficult to grab contact information from the attendees. Make sure that you have a lead magnet; a checklist, a video, an ebook — something of value that contains some of the content that you’re sharing that will also allow you to collect contact information from attendees.
Now, you can stay in touch through regular newsletters, updates, and emails featuring new products or promotions tailored to their needs based on previous purchases.
Keep Improving the Funnel
By optimizing your post-sale follow-up process, you demonstrate that you care about each customer beyond just making a sale – leading to higher retention rates and increased brand loyalty among consumers.
Most Popular Live Selling Tools
Amazon Live
You can’t go wrong with Amazon Live, especially if you are already an Amazon affiliate or you have a store or sell content via Amazon. The platform is free and allows you to do live streams straight from Amazon.
Instagram Shopping
With the recent addition of live selling, Instagram has made it easier than ever to connect with your audience and sell your products directly through the app. This feature enables select businesses with checkout on Instagram to showcase their products in real time, while interacting with their viewers and saving videos for later purchase.
Live Selling is a Great Way to Increase Sales
In conclusion, mastering the art of live selling can be an effective way to boost sales and engage with your audience on a deeper level. With these tips in mind, you’ll be well on your way to becoming a pro at live selling!
