Live sales are an awesome way to share your products with customers! They are much more dynamic than taking pictures, and allow your personality to shine. However, one big mistake retailers make is to start a live and then wait to see people start signing on to watch to really get moving. Not much fun for a replay viewer. Instead, hot start it! Let’s talk about some ways to do that.
Don’t wait for viewers!
Seriously. From the minute you’re live, you want to be ON. You probably won’t have any real time viewers yet, but you know who will see this part? Replay viewers! Talk to them. I like to tell them how to shop–for me, it’s send me a screenshot of whatever it is you like and I will let you know if I still have it! I also mention that they can always shop my store at my link. And sometimes I will offer a special treat just for replayers as a thank you for watching me later.
It’s not much fun as a later view to start a live and then watch the retailer keep saying “I’ll just wait for a few people before I start…”. You want to capture attention and do it quickly.
Ask a question!
Get interaction started right away! The more comments and reactions your live has, the better Facebook thinks your content is and they will show it in newsfeeds accordingly. I like to ask how people’s days are because it’s usually my crowd of regulars, but if you’re looking at a relatively new audience or drawing out lurkers, try something low risk for them! Tell a short story and create a “this or that” question out of it. For example:
“So today I took my son for his well check and of course he had to get shots. My kids, like most I would imagine, hate getting shots, so I always promise to take them to get ice cream after. My oldest orders vanilla because he doesn’t like chocolate. Can you imagine? Do you love chocolate or not so much?”
If you want to go an extra step, you could even ask people who love chocolate to react with hearts and people who don’t to react with likes. Be genuine but think of a way to structure it where you can maximize viewer response.
Show one of your best pieces first.
It seems counter intuitive–I know a lot of people think you should leave this for last so people will stay. Don’t bother. Very few people sit through an entire live sale. The benefit of showing it first is that when people start to see “sold” comments, they know the other viewers are serious buyers. It creates a sense of urgency, like if they don’t claim it when they see it, someone else will. Encouraging just a little bit of that FOMO gets your audience in the right frame of mind.
Balance interaction and selling.
You don’t want to watch someone drone on for an hour about clothes, but you also don’t want to listen to them ramble and never show you the product! Tell stories as you weave in the selling around them. Keep the descriptions of the products snappy and to the point. And above all, interact with your commenters!
Do you have something else that works well for you? Let me know about it! I am always working on improving my live sales (which you can watch on my business page or in my group!). I also love to go live and just chat on Fridays and play games on Mondays. Come hang with us in Flicker&Fleur!