2, the state of exuberance: fast seller anchor usually need to maintain a very exuberant state, with the passion to infect, attract customers to stay a few more minutes, more conducive to selling goods. Excellent anchor a minute to say more than 300 words, a lot of information, some anchors will also wear the wheat and fans many interactions.
3, people and things with: selling good results in the live room, there will be 3-5 anchors cooperate with each other, you a word, I a word, the atmosphere of the live got very hot, giving customers a "full and compact" feeling. In addition, you can also put more effort on the background of the live room, using visual stimulation of user curiosity, such as the design of the background posters of the big promotion, you can also put the products arranged in a spectacular way, to create a feeling similar to the "shopping malls to buy".
4, send benefits: in the live broadcast process to send benefits, such as giving gifts, is also a way to attract viewers. In order to avoid having the audience woolgathering, the benefits can be dispersed time issued to increase the stay time. The longer the audience stays, the more likely to produce consumption.
5, information is effectively conveyed a good anchor, first of all, to solve the problem of consumers "what to buy". The purpose of the live broadcast is to sell goods, so the anchor in the live broadcast process will fully release the product information, in the shortest possible time to speak clearly about the product's use of the scene, size, material, performance, market trends and trends. In this process, small assistants can be utilized to match the display. For example, when it comes to size, you can take out the size card, or even find different models for the same garment to display as a reference.
6, the use of customer psychology to stimulate the desire to buy, to solve the "what to buy", consumers also need a basis that can help them make a purchase decision, that is, "why buy". Live selling goods is known as "will open the shelf", anchor as a new form of salesman, consumer mind digging whether thorough, customer psychology to grasp whether in place, can directly affect the results of the band.
7, the herd mentality: when people are making choices, it is easy to be influenced by the group behavior, "and others choose the same", will make its psychology to obtain a "sense of security". Excellent fast anchors will utilize the herd mentality of the customer to sell, the customer buying potential is strong. Anchors will implant keywords that can trigger the herd mentality, such as "celebrities are using it" and "the whole network is selling like hot cakes", and will also inform customers of the sales volume that has already been sold, so that customers will believe in their own choices. In addition, some anchors will also play the beeps of other customers placing orders in the live broadcast room, and the background sound frequently prompts "you have a new order for Yauzan" to create a real order atmosphere, which is more likely to trigger the herd effect. In this way, the enthusiasm of fans watching in the live room is also fully mobilized. Raise pain points and solve them.
8, find the customer's pain points, create customer needs. Live broadcast process anchors will put forward the pain points, and the corresponding pain points to amplify, so that the audience 'to the right', creating demand. And then gradually introduce the product, focusing on describing how the product solves these pain points, and giving customers a beautiful imagination in words. For example: "Fat feet and legs will wear this, this color and version is really very thin" "If you have XXX problems on your face, you can solve them with this"
9, price stimulation, triggering the psychology of picking up the pieces: there is a "loss" is to make the audience feel that you are selling at a loss. Price reduction stimulus: buy is to earn; price increase stimulus: have to hurry to buy, do not buy on the price increase; price comparison stimulus: in this buy is the most cost-effective.
10, hunger marketing allows the audience's sensibility over reason. In the process of selling goods, there is also hidden a "careful machine" - the anchor will not once all the goods seconds, for example, once there are 5000 pieces of goods, once only take out 1000 pieces to do seconds. Why this design? First, the second light in a short period of time, more show live room fire; Second, a small amount of more likely to trigger the user "scramble". When the words "limited quantity", "out of date", "instant seconds" and "last batch" frequently enter the audience's ears, it will fully mobilize their "scrambling" mentality. Behind the hot rush, viewers rarely have time to think about whether this item is useful to me or not, whether I really need it or not, and give more priority to "I can't afford to miss it now", and when emotion overcomes rationality, ordering is a natural behavior.
11, shaping the image of the expert consumers tend to easily believe that those who are more professional, will often refer to "experts" and "KOL" recommendations, an "expert" persona, will help you better sell goods. In the live broadcast room, "experts" provide "knowledge-based" "valuable" content will be more likely to retain the audience, if the anchor to provide advice is "guiding significance", and can be on the fans' questions and concerns, to make a professional answer to the attention of consumers what they need, what is suitable for the trustworthy image will be slowly formed. When fans form the recognition and trust of "experts", the phenomenon of "comparison shopping" will no longer exist. Secondly, to dispel the doubts of customers before placing an order, some viewers will have doubts and concerns before placing an order. Experienced anchors will directly point out possible concerns and give solutions, such as product quality, after-sales service, and price issues, when consumers are hesitant. When consumers put down their concerns, they will immediately place orders.
12, retention and re-purchase want to do a good job of retention and re-purchase, in addition to the product can stand up to the test, but also need to pay attention to the method, and the fans to form a kind of "buy and sell" tacit understanding.
13, advance preview: in advance of the live broadcast of new product preview, welfare preview, using the audience of new products, welfare expectations, not only in advance for the next live diversion, but also to promote the next round of purchase.
14, to create a few pop-ups: the store's low unit price, cost-effective specialty products, to create a pop-up. Because these products are cheap and good quality, high scarcity, the audience tends to be more likely to "pull grass" to "real affordable" conquest of the fans, get the trust of the fans, to do the retention and repurchase is often easier.
15, to develop a fixed habit: anchor usually speak time set in the evening fans are more active, the evening broadcast, live time is fixed, so that fans to develop the habit of watching live, waiting for live. You can also send regular benefits to fans, increase the frequency of fans into the live room.
16, the establishment of fan groups: merchants can be shipped in the product packaging attached to the fan group QR code. Specialized personnel to maintain this group, regularly send benefits, answer fan questions, collect the needs of fans, and maintain the adhesion of fans.
17, in fact, the fast anchors to sell goods far more than these methods. Anchors in the product understanding, atmosphere creation, sales skills, customer psychology and other aspects of the skills and experience is still progressive, we believe that the future will also have more excellent with goods anchor. Questions can be left comments. Return to Sohu, see more
18, statement: the views of the text only on behalf of the author himself, Sohu system information dissemination platform, Sohu only provides information storage space services.