论坛 › 天涯杂谈 › 抖音月销百万的直播间话术SOP！新手赶紧保藏

u1jodi1q 发表于 2024-7-20 14:51:41

抖音月销百万的直播间话术SOP！新手赶紧保藏

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_gif/OEWs6lZict3oYoJt4y6OoX8ozA5glXBOGfm6qdJfH3dic7HwBwdM5eVFSfoGPib5jpOoZHes04FxGicS3Jk3w4AibdQ/640?wx_fmt=gif&amp;from=appmsg&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1&amp;tp=webp" style="width: 50%; margin-bottom: 20px;"></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;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;">粉丝<span style="color: black;">伴侣</span>好，我是你们的灿哥！</strong></span></span></strong></span></span></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今天阿萌给<span style="color: black;">大众</span>分享做抖音相当重要的模块：</span><strong style="color: blue;">话术部分，让<span style="color: black;">大众</span>拿来即用，可落地可实操。</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然我全篇是拿抖音直播来举例，但<span style="color: black;">实质</span>应用不限于抖音，<span style="color: black;">包含</span>视频号、快手<span style="color: black;">或</span>私域直播平台，话术<span style="color: black;">规律</span>都是相通的。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在讲话术框架之前，<span style="color: black;">咱们</span><span style="color: black;">首要</span>来<span style="color: black;">认识</span>下话术的核心，<span style="color: black;">认识</span>下每类话术它的目的是什么：</span></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;"><span style="color: black;">1、互动话术：</span></strong><span style="color: black;">活动话术是用来做直播间数据的，<span style="color: black;">由于</span>你<span style="color: black;">必须</span>让用户点关注、加粉丝团、评论等，来完成直播间的转粉率、停留等数据。</span></span></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;"><span style="color: black;">2、<span style="color: black;">制品</span>话术：</span></strong><span style="color: black;"><span style="color: black;">制品</span>话术是介绍<span style="color: black;">制品</span>卖点，<span style="color: black;">提高</span>卖点价值，其实<span style="color: black;">便是</span>为了成交做铺垫的。</span></span></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;"><span style="color: black;">3、成交话术：</span></strong><span style="color: black;">为了<span style="color: black;">最后</span>转化流量，促进成交。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那在<span style="color: black;">认识</span>了三大话术的核心之后，<span style="color: black;">咱们</span>接下来给<span style="color: black;">大众</span>讲解话术的框架，<span style="color: black;">做为</span>主播<span style="color: black;">亦</span>好运营<span style="color: black;">亦</span>好，<span style="color: black;">必定</span>要牢记于心，只要把框架<span style="color: black;">规律</span>理解透，那你随便拿来一个<span style="color: black;">制品</span>，只要有<span style="color: black;">制品</span>卖点，<span style="color: black;">马上</span>就能套用了。</span></p>
    <h2 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">咱们</span>的直播框架会分为五大部分：</span></strong></span></p>
    </h2>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/n4jdU9ib2Mic4sFbmZbqgzuQGMgYhouickdhbHpoDRso2FJ7bDOtF6DbmVbeib5Vn6OHsQa2I6gIdoeBe6UMgFTemw/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <h2 style="color: black; text-align: left; margin-bottom: 10px;"><strong style="color: blue;"><span style="color: black;">1、</span>开场预热（30s-1min）</strong></h2>
    <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>开场，<span style="color: black;">或</span>直播间刚开播<span style="color: black;">咱们</span>它流量肯定是满满上来的是吧？那开场<span style="color: black;">咱们</span>能直接卖<span style="color: black;">制品</span>么？肯定不行的是吧？<span style="color: black;">必定</span>要先预热。<span style="color: black;">因此</span><span style="color: black;">第1</span>个模块开场预热。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">开场预热多<span style="color: black;">长期</span>？30s-1min足够，<span style="color: black;">为何</span>呢？<span style="color: black;">由于</span>憋放单时间抖音平台<span style="color: black;">需求</span><span style="color: black;">不可</span>超过8分钟，<span style="color: black;">通常</span>3-5分钟刚好，<span style="color: black;">因此</span><span style="color: black;">咱们</span><strong style="color: blue;">开播预热<span style="color: black;">必定</span>要简短精炼，1分钟内稳准狠地打进用户的心</strong>，让他留在你直播间<span style="color: black;">其中</span>跟你去互动。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">开播预热<span style="color: black;">重点</span><span style="color: black;">包括</span>4个<span style="color: black;">过程</span>：福利内容、福利<span style="color: black;">要求</span>、做福利的<span style="color: black;">原由</span>、互动，<span style="color: black;">咱们</span>下面拆开来讲解。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/n4jdU9ib2Mic4sFbmZbqgzuQGMgYhouickdMjTRticTVj6CTQ6yRyTQYXI68OkMgdhB8oHBjiaYWjOfjAwPp5KuxYng/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1、福利内容</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">第1</span>步福利内容非常重要，<strong style="color: blue;"><span style="color: black;">经过</span>福利内容来吸引用户，让用户听到爆点，从而留到直播间进行后面的<span style="color: black;">行径</span></strong>。什么是福利内容？<span style="color: black;">例如</span>你今天给<span style="color: black;">大众</span>带来了什么样的活动？<span style="color: black;">例如</span>我今天给<span style="color: black;">大众</span>带了这个西装外套，我给你们送一个吊带连衣裙。<span style="color: black;">或</span><span style="color: black;">便是</span>你的价格非常有<span style="color: black;">优良</span>，<span style="color: black;">例如</span>我今天9.9米给<span style="color: black;">大众</span>炸一个抱抱枕。</span></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;"><span style="color: black;">因此</span>福利内容有两个方式：</strong></span></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;">①憋库存报价格：</span></strong><span style="color: black;"><span style="color: black;">例如</span>1.9米炸5双袜子，<span style="color: black;">然则</span>在讲解的时候库存<span style="color: black;">表示</span>的是已抢空的状态，这种方式比较适合你的价格非常有<span style="color: black;">优良</span>，比较低价的<span style="color: black;">制品</span></span></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;">②报库存憋价格：</span></strong><span style="color: black;"><span style="color: black;">例如</span>我今天只给<span style="color: black;">大众</span>准备了50单福利，这个缎面西服外套，我送<span style="color: black;">大众</span>一个吊带的连衣裙，库存报出来让<span style="color: black;">大众</span>有一个稀缺感，对价格有一个心理暗示，让他觉得便宜但不<span style="color: black;">晓得</span><span style="color: black;">详细</span>多少，从而达到用户留在直播间的目的。这种方式比较适合中客单<span style="color: black;">制品</span>，高客单<span style="color: black;">亦</span>不适合。</span></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;">没</span>论哪个方式，总之<span style="color: black;">必定</span>要先把福利抛出来留人，刚开播间直播间的人是慢慢的累积起来的。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2、福利<span style="color: black;">要求</span></span></strong></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">此时</span>候<span style="color: black;">便是</span>为了要互动了，<span style="color: black;">例如</span>：“来宝宝们，我今天给你们做的这个福利，喜不<span style="color: black;">爱好</span>呐？想不想要呀？想要的宝宝能<span style="color: black;">不可</span>给我点波关注啊？能<span style="color: black;">不可</span>扣个想要告诉我一下啊？”</span></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;">福利内容是为了营造出你福利的稀缺感，<span style="color: black;">这儿</span><span style="color: black;">便是</span>引导让<span style="color: black;">大众</span>给你做互动，完成某个<span style="color: black;">要求</span>的人能抢到这个福利。</span></strong></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3、做福利的<span style="color: black;">原由</span></span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这儿</span>的目的<span style="color: black;">便是</span>告诉用户，我<span style="color: black;">为何</span>要做福利？<span style="color: black;">否则</span>人家会觉得你东西卖这么便宜，是真的假的？能<span style="color: black;">不可</span>发货啊？等等，感觉白给的肯定是个陷阱怕上当。<span style="color: black;">因此</span>在福利内容后面，<span style="color: black;">必定</span>要强调<span style="color: black;">咱们</span><span style="color: black;">为何</span>做福利？<span style="color: black;">例如</span>：<span style="color: black;">咱们</span>的货源<span style="color: black;">优良</span>，我是工厂啊、老板娘啊，证明我有能力给<span style="color: black;">大众</span>要来福利。再<span style="color: black;">或</span>我是为了完成什么涨粉<span style="color: black;">目的</span>，还是说<span style="color: black;">咱们</span>今天正好店庆3周年，哪怕是我今天过生日，总之<strong style="color: blue;">要给这个福利活动一个理由。</strong></span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4、点名互动</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">为何</span>要点名互动呢？其实<span style="color: black;">咱们</span><span style="color: black;">按照</span>用户的名<span style="color: black;">叫作</span>是<span style="color: black;">能够</span>大概分析出她是男生还是女生的（<span style="color: black;">例如</span>“阳光明媚”<span style="color: black;">必定</span>是个女生，“再活500年”一听<span style="color: black;">便是</span>个男生）。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那<span style="color: black;">此时</span>候<span style="color: black;">咱们</span>就点名，<span style="color: black;">例如</span>：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">来“阳光明媚”宝贝，你要不要这件T恤？今天主播准备的这个福利你喜不<span style="color: black;">爱好</span>？<span style="color: black;">爱好</span>的话，能<span style="color: black;">不可</span>告诉主播你<span style="color: black;">爱好</span>？不要轻易就划走了，“阳光明媚”宝贝<span style="color: black;">倘若</span>说你<span style="color: black;">爱好</span>这个福利就给主播扣个想要，我让运营那边马上准上车.....</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">点名其实<span style="color: black;">亦</span>是在暗示其他的用户，你点阳光明媚的名了，那其他<span style="color: black;">目的</span>用户<span style="color: black;">亦</span>会听这个福利应该怎么<span style="color: black;">得到</span>，那她<span style="color: black;">亦</span>会照做互动扣想要。你会<span style="color: black;">发掘</span>，直播间要么就<span style="color: black;">无</span>一个人互动，要么<span style="color: black;">便是</span>一旦有一个人触发了和你的互动，那后面的人就很容易跟着互动了，<span style="color: black;">因此</span><strong style="color: blue;">点名互动<span style="color: black;">亦</span>是一个拉标杆的<span style="color: black;">功效</span></strong>。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">开播预热的30秒到1分钟，讲这以上这4个点就足够了。你直播间刚开播的时候<span style="color: black;">能够</span>用，你中场切款切到福利款<span style="color: black;">亦</span><span style="color: black;">能够</span>用。像中低客单<span style="color: black;">制品</span>，<span style="color: black;">或</span>福利品都<span style="color: black;">能够</span>这么搞，<span style="color: black;">然则</span><span style="color: black;">倘若</span>你是高客单，<span style="color: black;">或</span>是像教育类<span style="color: black;">这般</span>比较严肃性的<span style="color: black;">制品</span>，这一步不<span style="color: black;">必须</span>，<span style="color: black;">通常</span>开场就直接介绍自己品牌啊、<span style="color: black;">或</span>人设啊，<span style="color: black;">而后</span>直接就引入<span style="color: black;">制品</span>卖点了。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">开播预热案例：39米卖一个防晒霜</span></strong></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/n4jdU9ib2Mic4sFbmZbqgzuQGMgYhouickdmWlchU5GibZ7t4mI8K3ibqpYKLPw9ricEk3IUicdEynKbVbYL937MUTA9w/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这<span style="color: black;">便是</span><span style="color: black;">咱们</span>开场预告的4个内容，有了这四点的话术<span style="color: black;">规律</span>，主播把话术往这个框架里一套，基本上就<span style="color: black;">能够</span>达到张口就来，游刃有余。<span style="color: black;">这儿</span>要<span style="color: black;">重视</span>的是30s-1min就足够了，千万不要点名点个半天，不管你直播间当时是什么样的<span style="color: black;">状况</span>，即使依然<span style="color: black;">无</span>人和你互动，咱们<span style="color: black;">亦</span>继续往下进行就<span style="color: black;">能够</span>了。</span></p>
    <h2 style="color: black; text-align: left; margin-bottom: 10px;"><strong style="color: blue;"><span style="color: black;">2、</span><span style="color: black;">制品</span>话术（2-3min）</strong></h2>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/n4jdU9ib2Mic4sFbmZbqgzuQGMgYhouickdibtjQicnd1Iiav1MHhz1F2L9OHK60535iczShRhyxiahw0E5osN8Afk0fUA/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></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;"><span style="color: black;">1、<span style="color: black;">制品</span>卖点</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>是高客单价的<span style="color: black;">制品</span>，<span style="color: black;">例如</span>电子<span style="color: black;">制品</span>、家具家电，要精细化地去讲，多讲<span style="color: black;">有些</span><span style="color: black;">制品</span>的卖点；</span></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;">倘若</span>是低客单价（300元以内的）就只<span style="color: black;">必须</span>找到3-4个卖点去打爆它。</span></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;">而后</span><strong style="color: blue;">将你提前找到的卖点生动化</strong>，<span style="color: black;">例如</span>显廋<span style="color: black;">不可</span>只说显廋，要<span style="color: black;">详细</span>讲显瘦到什么程度，说长胖30斤都帮我遮住了。<span style="color: black;">例如</span>你介绍这个厨具非常便利，那怎么便利你要讲出来。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2、塑造价值</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我们有了<span style="color: black;">制品</span>卖点之后，在一个卖点后，对应要有一个<span style="color: black;">制品</span>的价值感的<span style="color: black;">提高</span>。<span style="color: black;">例如</span>我说我这个厨具很便利，那它便利在哪？别人家的有<span style="color: black;">无</span>我的便利？我比别人家便利，我的成本<span style="color: black;">亦</span>比别人家的高，那我肯定价值感就高。再<span style="color: black;">例如</span>我说我的酸酸缎面的西服外套，那酸酸缎面牛在哪？我成本高在哪都要讲出来。<strong style="color: blue;">一个卖点对应一个价值就能够生动形象地把一个<span style="color: black;">制品</span><span style="color: black;">优良</span>讲出来。</strong></span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3、场景营造</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">场景营造<span style="color: black;">便是</span>激发用户对场景的形象化，准确来讲<span style="color: black;">便是</span>刺激消费</span></strong><span style="color: black;">。<span style="color: black;">例如</span>：今天早上刷牙<span style="color: black;">发掘</span>牙膏<span style="color: black;">无</span>了，我要去买牙膏，这个是传统电商，先有需求<span style="color: black;">而后</span><span style="color: black;">处理</span>需求；而抖音直播电商，<span style="color: black;">无</span>需求，刷抖音<span style="color: black;">亦</span>不是为了买牙膏的。</span></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;">例如</span>我刷到一个直播间，我本身没想买牙膏，但我看到有个主播说“宝宝们今天29.9米，今天1盒2盒3盒<span style="color: black;">不足</span>，我今天给你们再送两盒，直接29.9米5盒拿到家！宝宝们不管你家里边还有<span style="color: black;">无</span>牙膏，都要买来囤回去，哪一天牙膏用<span style="color: black;">无</span>了，<span style="color: black;">亦</span><span style="color: black;">不消</span>下楼买了，<span style="color: black;">亦</span><span style="color: black;">不消</span>等某宝某猫快递好几天了。”</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以上这段话术，优惠的价格，加上简单的场景营造，直接刺激到用户的消费，这个<span style="color: black;">便是</span>场景营造的<span style="color: black;">功效</span>。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4、穿插互动</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span>讲<span style="color: black;">制品</span>的<span style="color: black;">同期</span>，切记不要单一的讲<span style="color: black;">制品</span>，<span style="color: black;">必定</span>要经常穿插互动。那怎么去互动呢？<span style="color: black;">这儿</span>的结构<span style="color: black;">便是</span>：</span></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;"><span style="color: black;">制品</span>卖点+<span style="color: black;">制品</span>价值+（可穿插互动）+场景营造+（可穿插互动）</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：“宝宝们，我今天给<span style="color: black;">大众</span>带来的酸酸缎面的西服外套，抗皱很强<span style="color: black;">很难</span>抽丝，都是专柜品质的，<span style="color: black;">咱们</span>专柜1-2千米品质的，它比日本的某进某口品牌的都好（卖点+价值感）。那我今天给<span style="color: black;">大众</span>什么福利？宝宝们这么好的东西今天你拍个西服外套我送你一个吊带连衣裙（说完价值感后带出福利）。喜不<span style="color: black;">爱好</span>宝贝？<span style="color: black;">爱好</span>的给我扣在公屏上，<span style="color: black;">无</span>点关注的宝宝抓紧时间点关注。”</span></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;">咱们</span>要养成经常有<span style="color: black;">认识</span>地去引导互动，频繁地穿插互动。<span style="color: black;">倘若</span>直播间1-2分钟不互动，直播间人气热度就下来了，<span style="color: black;">能够</span>说<strong style="color: blue;">互动是直播带货的灵魂</strong>。<strong style="color: blue;"><span style="color: black;">况且</span>每一次触发互动的前提是<span style="color: black;">必定</span>是有<span style="color: black;">原由</span>，给用户互动的理由</strong>。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那<span style="color: black;">怎么样</span>有<span style="color: black;">认识</span>地去互动呢？<span style="color: black;">这儿</span>给到<span style="color: black;">大众</span>4种互动的方式：</span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">①<span style="color: black;">制品</span><span style="color: black;">选取</span>性互动：</strong>“来宝宝想要<span style="color: black;">咱们</span>1号链接，白色的扣白色，想要黑色的扣黑色。”<span style="color: black;">或</span>“<span style="color: black;">大众</span><span style="color: black;">爱好</span>这个上衣还是<span style="color: black;">爱好</span>这个裤子，<span style="color: black;">爱好</span>上衣扣上1，<span style="color: black;">爱好</span>裤子扣2。”</span></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;">制品</span><span style="color: black;">选取</span>是围绕<span style="color: black;">制品</span>进行的，<span style="color: black;">经过</span><span style="color: black;">制品</span>互动<span style="color: black;">亦</span><span style="color: black;">能够</span><span style="color: black;">晓得</span>你直播间到底有多少用户是<span style="color: black;">爱好</span>你<span style="color: black;">制品</span>的，<span style="color: black;">或</span>测试哪个品比较受欢迎就先上哪个品，从而达成这个成交。</span></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;">②福利刺激互动：</strong>“来宝宝喜不欢阿萌手上的这个福利？我今天半百的价格都不到，直接给你们炸非常实用的PA++++75ML的防晒霜，想不想要这个福利？能<span style="color: black;">不可</span>给阿萌点波关注？关注一下阿萌，别不小心划走找不到我了”。</span></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;">经过</span>福利刺激互动这个<span style="color: black;">亦</span>是最有效的，人都会为了要抢一个福利留在直播间，有的人总说能<span style="color: black;">不可</span>给阿萌点波关注，为啥给你点关注，<span style="color: black;">由于</span>我有福利，我先把福利抛出来。</span></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;">③封闭式互动：</strong>不要问太大的开放题，很难回答，不要让用户去想，一但想构思她就理性下来了，消费都是感性的，<span style="color: black;">因此</span>要封闭式互动：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“要不要宝宝们，想要1还是想要2？”“能还是<span style="color: black;">不可</span>？”“理解还是<span style="color: black;">不睬</span>解？”“<span style="color: black;">爱好</span>还是不<span style="color: black;">爱好</span>？”封闭式互动就给两个<span style="color: black;">选取</span>，不要让用户去构思，不要问“你们觉得这个衣上身怎么样？”她想想就走了。</span></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;">④带节奏互动：</strong>有人在你直播间说<span style="color: black;">欠好</span>的时候，人多的时候还行，人少的时候那个评论在你直播间硬生生的冷场，你会<span style="color: black;">发掘</span>互动率变少了，在线人数<span style="color: black;">亦</span>立刻减少。那你这个时候<span style="color: black;">必定</span>要即时反应：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“来宝贝你说<span style="color: black;">咱们</span>家<span style="color: black;">制品</span><span style="color: black;">欠好</span>，我<span style="color: black;">晓得</span>你是<span style="color: black;">咱们</span>家同行，我不想戳穿你，来有<span style="color: black;">无</span>老粉买过<span style="color: black;">咱们</span>家东西有的你给我扣个有，觉得好的给我扣个好”。把节奏给它拉回来，把直播间风向拉回来。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">制品</span>话术部分案例：</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/n4jdU9ib2Mic4sFbmZbqgzuQGMgYhouickdNRmR3rVs0LYJiakwasvOGE0QGhaRzkBPoYY5LtGIz7XxhMEO8c2SnVw/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></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;"><span style="color: black;">制品</span>就<span style="color: black;">这般</span>去讲2-3分钟都<span style="color: black;">能够</span>，</span><strong style="color: blue;"><span style="color: black;">制品</span>讲的关不关键在于卖点挖挖掘的到不到位，在于你价值感塑造的足不足够，在于你场景刺激有<span style="color: black;">无</span>到位</strong><span style="color: black;">，这<span style="color: black;">便是</span>讲<span style="color: black;">制品</span><span style="color: black;">其中</span><span style="color: black;">必须</span>的前3点，<span style="color: black;">而后</span>随时穿插互动。</span></span></p>
    <h2 style="color: black; text-align: left; margin-bottom: 10px;"><strong style="color: blue;"><span style="color: black;">3、</span>心理建设（30s-1min）</strong></h2>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">营销</span><span style="color: black;">能够</span>说它<span style="color: black;">便是</span>一个心理战，前面<span style="color: black;">制品</span>讲清楚了，再给他<span style="color: black;">移植</span><span style="color: black;">有些</span>心理建设，很容易就能够促成成单。心理建设这部分的所有内容，<span style="color: black;">便是</span>为了让用户信任<span style="color: black;">咱们</span>。<span style="color: black;">重点</span><span style="color: black;">包括</span>以下四种<span style="color: black;">办法</span>：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_png/n4jdU9ib2Mic4sFbmZbqgzuQGMgYhouickdWrGXsx3FNusRcS4WneTxXcg98PAzPxa9jEJUgMy3qTyiauicVQaBwF6g/640?wx_fmt=png&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1、客户证言</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">展示你的销量、评分、品牌旗舰店、用户好评、品牌背书等，哪个是你的<span style="color: black;">优良</span>，就重点<span style="color: black;">明显</span>哪个。</span></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;">例如</span>：“来宝贝们，今天给<span style="color: black;">大众</span>带来的这波福利你们看到<span style="color: black;">无</span>？小店评分多少？4.99分。<span style="color: black;">非常多</span>大博主<span style="color: black;">非常多</span>头部主播，<span style="color: black;">她们</span>都是多少？她们都是4.75/4.8，满分是5分<span style="color: black;">咱们</span>小店评分4.99。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">用户看到你的评分，比其它店铺评分高，那就<span style="color: black;">增多</span>了信任度，所有内容<span style="color: black;">便是</span>让用户信任<span style="color: black;">咱们</span></span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2、<span style="color: black;">制品</span><span style="color: black;">保证</span></span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">制品</span><span style="color: black;">保证</span>两个<span style="color: black;">办法</span>：<span style="color: black;">第1</span><span style="color: black;">能够</span>从视觉、<span style="color: black;">行径</span>上打消用户对<span style="color: black;">制品</span>的疑虑，第二<span style="color: black;">制品</span>的售后。</span></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;">例如</span><span style="color: black;">咱们</span>卖牛仔裤担心掉色，<span style="color: black;">咱们</span>家水洗不掉色，掉色怎么办？<span style="color: black;">第1</span>我<span style="color: black;">保准</span><span style="color: black;">大众</span><span style="color: black;">倘若</span>掉色了，7天<span style="color: black;">没</span>理由你直接拿回来给我退掉，第二<span style="color: black;">亦</span><span style="color: black;">能够</span>用视觉打消疑虑，直接从水箱<span style="color: black;">其中</span>我拿出来一件现场演示，泡了这么<span style="color: black;">长期</span>掉色吗？它不掉色。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3、抛砖引玉</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">重点</span>意思<span style="color: black;">便是</span>本<span style="color: black;">不可</span>给你的福利，<span style="color: black;">经过</span>引导互动后，给直播间用户了。有点演绎的<span style="color: black;">成份</span>在里面。这个<span style="color: black;">办法</span>确实非常好用，<span style="color: black;">然则</span>不是所有<span style="color: black;">制品</span>都适合用，<span style="color: black;">亦</span>不是所有主播都会用的，这个得比较成熟的主播才适合用。讲<span style="color: black;">欠好</span>就会<span style="color: black;">显出</span>非常假，起反<span style="color: black;">功效</span>。</span></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;"><span style="color: black;">例如</span>还是卖防晒霜：</span></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“来所有的宝宝听好了，今天75ML的防晒霜，不到半百的价格直接给你们炸福利。<span style="color: black;">然则</span>宝贝，<span style="color: black;">仅有</span>50单啊，我要提前和<span style="color: black;">大众</span>说好，<span style="color: black;">由于</span>这个防晒霜我是从某日某本某进某口那边去申请下来的，她们那边压根就<span style="color: black;">无</span>7天<span style="color: black;">没</span>理由这个事情，<span style="color: black;">因此</span>我今天7天<span style="color: black;">没</span>理由<span style="color: black;">不可</span>给到<span style="color: black;">大众</span>。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">你们都<span style="color: black;">晓得</span>的，你们平时在阿萌这买东西，你拆封了你用了有的时候，我都给你7天<span style="color: black;">没</span>理由。某猫某宝上你拆封了都<span style="color: black;">不可</span>给你7天<span style="color: black;">没</span>理由，<span style="color: black;">然则</span>阿萌能。是不是<span style="color: black;">这般</span>的宝贝们？来是的给我扣波是。</span></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;">然则</span>今天我给宝宝们的这波福利50单，你们能<span style="color: black;">不可</span>理解阿萌<span style="color: black;">无</span>7天<span style="color: black;">没</span>理由？来能的给我扣个能，能理解扣个能理解（<span style="color: black;">此时</span>候水军上，<span style="color: black;">而后</span>来个反转）。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">来宝贝们我今天这么多人想要啊，宝贝我今天虽然只给你们50单，还有这么多宝贝有热情，这么多宝贝理解阿萌宝宝，今天<span style="color: black;">这般</span>吧，运营你去和那边沟通一下，我自己自掏腰包给<span style="color: black;">大众</span>7天<span style="color: black;">没</span>理由行不行？爱不爱阿萌？爱阿萌给阿萌扣个爱阿萌（水军上）。<span style="color: black;">”</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个就一下就反转了，本来<span style="color: black;">不可</span>给你，我又给你了，就单单一个7天<span style="color: black;">没</span>理由<span style="color: black;">能够</span>玩成<span style="color: black;">这般</span>。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4、概念<span style="color: black;">移植</span></span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">移植</span>概念，目的<span style="color: black;">便是</span>为了打破消费<span style="color: black;">认识</span>，<span style="color: black;">移植</span>一个新概念，<span style="color: black;">或</span>打破一个固有概念。<span style="color: black;">通知</span>用户这个<span style="color: black;">制品</span>的必要性，<span style="color: black;">例如</span>说我今天卖一个599的大衣，有人说我为啥花599买一个大衣，<span style="color: black;">此刻</span><span style="color: black;">非常多</span>大衣都很便宜。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那<span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">这般</span>讲：“宝宝们599的大衣和59的大衣能<span style="color: black;">同样</span>吗？不<span style="color: black;">同样</span>，你们<span style="color: black;">必定</span>要心疼自己，学会多多犒劳自己，投资自己，让自己变美起来，你穿59的大衣和599那气质都是不<span style="color: black;">同样</span>的，对不对宝宝们？你看一个low的面料穿在你身上能<span style="color: black;">表现</span>出你的气质吗？<span style="color: black;">不可</span>宝贝，<span style="color: black;">仅有</span>穿<span style="color: black;">咱们</span>这种高品质的面料<span style="color: black;">才可</span><span style="color: black;">表现</span>出你的气质。”</span></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;">这儿</span><span style="color: black;">移植</span>概念的概念<span style="color: black;">便是</span>，女性应该投资自己，应该舍得给自己花钱。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">还有<span style="color: black;">有些</span>差异性的概念，<span style="color: black;">例如</span>洗脸巾和毛巾，其实<span style="color: black;">咱们</span>小时候都是用毛巾的对吧，什么时候<span style="color: black;">起始</span>有洗脸巾呢？电商出来的时候，博主出来的时候。说什么要用洗脸巾，<span style="color: black;">否则</span>要长痘烂脸。其实专家都说过<span style="color: black;">无</span><span style="color: black;">那样</span>严重，<span style="color: black;">基本</span>都不必要，那点细菌对脸<span style="color: black;">来讲</span>都不算什么。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">但这些商家就给你<span style="color: black;">移植</span>一个概念，反复洗脑让你<span style="color: black;">不消</span>洗脸巾不行。<span style="color: black;">包含</span>我前面<span style="color: black;">说到</span>的说一年四季都<span style="color: black;">必须</span>防晒的，不是<span style="color: black;">仅有</span>夏天才要防晒的，告诉用户防晒的必要性，<strong style="color: blue;">给<span style="color: black;">制品</span><span style="color: black;">移植</span>一个概念，<span style="color: black;">同期</span><span style="color: black;">亦</span>是告诉用户<span style="color: black;">必定</span>要去消费，<span style="color: black;">便是</span>即使没需求<span style="color: black;">亦</span>要挖掘创造出来需求。</strong></span></p>
    <h2 style="color: black; text-align: left; margin-bottom: 10px;"><strong style="color: blue;"><span style="color: black;">4、</span>报价上车（30s）</strong></h2>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">读到<span style="color: black;">这儿</span>可能有的人觉得报价上车有什么难的？我就报就完了呗对不对？其实报价上车<span style="color: black;">亦</span>要有技巧的。<span style="color: black;">非常多</span>直播间报价是<span style="color: black;">这般</span>的：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“今天<span style="color: black;">咱们</span>599不要，499不要，399都不要，来我今天给<span style="color: black;">大众</span>xx的价格。<span style="color: black;">或</span>我原价多少，今天xx的活动价格。”</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那这些数字都从哪来的呢？其实多半是<span style="color: black;">咱们</span>虚拟的，但用户凭什么相信<span style="color: black;">咱们</span>。那直播间应该怎么报价呢？其实好的直播间<span style="color: black;">便是</span>用<span style="color: black;">没</span>数个细节<span style="color: black;">构成</span>的，<span style="color: black;">咱们</span>来<span style="color: black;">经过</span>以下三个<span style="color: black;">过程</span>逐个拆解：</span></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>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1、专柜价格</span></strong></span></p>
    </h3>
    <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;">能够</span>报专柜价格，有吊牌看吊牌，有标签看标签，有理有据地<span style="color: black;">表现</span><span style="color: black;">制品</span>有<span style="color: black;">特别有</span>价值感，<span style="color: black;">亦</span><span style="color: black;">便是</span>贵。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“来所有宝宝们听好了，<span style="color: black;">咱们</span>这款专柜价格多少？189米的防晒霜（手上拿价签），<span style="color: black;">咱们</span>平时真的媲美某大某牌的，媲美香某丽的，<span style="color: black;">然则</span>宝贝今天189米我能要你的吗？我即使某宝你们买到的是什么价格？189米<span style="color: black;">平常</span>价对不对？（上淘宝截图）。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2、其他平台价格</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这儿</span>你可能又会想说，我<span style="color: black;">已然</span>有专柜价格对比了，<span style="color: black;">为何</span>还要有淘宝天猫等其他平台的价格？你想一下，当<span style="color: black;">咱们</span><span style="color: black;">做为</span>消费者的时候，在某个精品店看到一个杯子卖39，你有<span style="color: black;">无</span>可能拿起手机<span style="color: black;">瞧瞧</span>淘宝上多少钱？那<span style="color: black;">做为</span>你的消费者，<span style="color: black;">她们</span><span style="color: black;">亦</span>是<span style="color: black;">同样</span>，在直播间看到这个东西，他会不由自主去想淘宝上面多少钱，要去对比一下。那<span style="color: black;">咱们</span>肯定<span style="color: black;">不可</span>让用户从咱们直播间<span style="color: black;">转</span>出去对吧？<span style="color: black;">此时</span>候<span style="color: black;">咱们</span>就<span style="color: black;">必须</span>提前准备好，KT板、A4纸、手机截图都行，展示出其他平台的价格页面。就有效地<span style="color: black;">处理</span>了这个问题。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3、成本拆解后价格</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">成本价格怎么对比？<span style="color: black;">便是</span>把成本拆解开，给用户<span style="color: black;">详细</span>地计算，从数据上<span style="color: black;">表现</span>福利。<span style="color: black;">乃至</span><span style="color: black;">能够</span>拿计算器出来给用户算出一个大概的价格，<span style="color: black;">例如</span><span style="color: black;">咱们</span>讲一件衣服：</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“1米的面料我要一个78RMB的成本对不对？我做这个衣服<span style="color: black;">必须</span>5米的面料，我再送<span style="color: black;">大众</span>一个吊带连衣裙。吊带连衣裙我<span style="color: black;">必须</span>3米的面料，宝宝们这就8米了，对不对？这就要600多成本，我再加上我的人工费、快递费，加在<span style="color: black;">一块</span>怎么地<span style="color: black;">亦</span>上700多了，我今天给<span style="color: black;">大众</span>带来的福利是真的赔。”</span></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;">这儿</span><span style="color: black;">实质</span>卖到200多的衣服，成本拆解之后，从700多直接降到200多，是不是就<span style="color: black;">显出</span>很便宜？这<span style="color: black;">便是</span>成本拆解的魅力，有理有据。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">报价上车案例：</span></strong></span></p>
    </h3>
    <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>
    <h2 style="color: black; text-align: left; margin-bottom: 10px;"><strong style="color: blue;"><span style="color: black;">5、</span>逼单促单（1min）</strong></h2>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">逼单<span style="color: black;">倘若</span>逼<span style="color: black;">欠好</span>的话，<span style="color: black;">常常</span>会有<span style="color: black;">非常多</span>提交的订单<span style="color: black;">然则</span><span style="color: black;">无</span>付款，<span style="color: black;">或</span>只点击但不购买，会影响<span style="color: black;">咱们</span>的转化率。以下6个<span style="color: black;">过程</span>，<span style="color: black;">加强</span>直播间点击转化率：</span></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>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1、简单快速重复关键卖点</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在<span style="color: black;">咱们</span>放单那一刻，<span style="color: black;">必定</span>要再次重复这个<span style="color: black;">制品</span>的关键卖点，<span style="color: black;">例如</span>什么真丝面料啊、牛仔不掉色啊，其实<span style="color: black;">便是</span>你前面讲<span style="color: black;">制品</span>卖点的一个简短版，一是再次强调，二是讲给放单后新进来的用户。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2、打消这个卖点的疑虑或售后</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">前面这个卖点<span style="color: black;">必定</span>会有用户所疑虑的东西，<span style="color: black;">因此</span>紧跟着<span style="color: black;">便是</span>打消疑虑，<span style="color: black;">例如</span>告诉用户怎么拉怎么磨都不勾丝，刚才怎么水洗浸泡都不掉色，<span style="color: black;">包含</span>7天<span style="color: black;">没</span>理由，让用户<span style="color: black;">无</span>后顾之忧。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">3、限时限量</span></strong></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>说1分钟时间给用户去拍，<span style="color: black;">而后</span>拿起手机倒计时，时间到了就给他恢复原价。<span style="color: black;">经过</span>倒计时恢复原价的方式，制造时间上的紧迫感（人<span style="color: black;">一般</span><span style="color: black;">必定</span>到倒计时，从心理上就会有一点紧迫感），<span style="color: black;">同期</span><span style="color: black;">亦</span>拉升了用户停留时长。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4、即时赠予</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">限时限量赠送赠品，<span style="color: black;">包含</span>像运费险这类，都<span style="color: black;">能够</span>当做赠品，<span style="color: black;">例如</span>：今天所有10秒钟之内拍到的宝贝们，我给你们再加送xxx东西，这个就很简单，<span style="color: black;">然则</span>非常有效。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">5、剩余库存</span></strong></span></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>说<span style="color: black;">咱们</span>今天说上50单，那放单之后逼单过程中，主播或运营就<span style="color: black;">能够</span>在旁边时不时的喊几句：“还有32单、还有10单..."，<span style="color: black;">经过</span>报剩余库存营造出畅销的局面，<span style="color: black;">而后</span>主播<span style="color: black;">持续</span>地重复<span style="color: black;">制品</span>卖点和促销力度，这个是非常<span style="color: black;">平常</span>的。</span></p>
    <h3 style="color: black; text-align: left; margin-bottom: 10px;">
      <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">6、清理库存</span></strong></p>
    </h3>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">清理库存其实<span style="color: black;">咱们</span>在做的都<span style="color: black;">晓得</span>，其实没有清理库存这回事，这只是给<span style="color: black;">咱们</span>直播间用户去看的，说是踢单、清库存，其实是又上了一波库存，营造<span style="color: black;">稀疏</span>的氛围。<span style="color: black;">同期</span>提醒用户去捡漏。其实<span style="color: black;">非常多</span>直播间讲完这个<span style="color: black;">制品</span>后，还会有少量的库存，给后面新进直播间的人去自助下单。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">以上<span style="color: black;">便是</span>逼单的6步，它不是主播一个人能完成的，<span style="color: black;">必须</span>主播、运营、中控<span style="color: black;">一块</span>去营造你直播间的一个氛围。<span style="color: black;">办法</span>给到<span style="color: black;">大众</span>，灵活运用才是制胜的关键。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">—————————————————————————</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">到<span style="color: black;">这儿</span><span style="color: black;">便是</span><span style="color: black;">咱们</span>整体的一个话术框架，<strong style="color: blue;">开场预热→<span style="color: black;">制品</span>话术→心理建设→报价上车→逼单促单，</strong><span style="color: black;">咱们</span><span style="color: black;">认识</span><span style="color: black;">规律</span>后结合自己直播间<span style="color: black;">制品</span>灵活运用<span style="color: black;">就可</span>。</span></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;">那样</span>自己<span style="color: black;">把握</span>了话术<span style="color: black;">规律</span>，还有一个<span style="color: black;">能够</span>快速<span style="color: black;">提高</span>话术的<span style="color: black;">办法</span><span style="color: black;">便是</span>拆解别人直播间的话术，我们都<span style="color: black;">晓得</span>同行是最好的老师，多去抄别人的直播间，<span style="color: black;">尤其</span>是<span style="color: black;">已然</span>成熟的、爆掉的直播间直接扒话术，结合自己的<span style="color: black;">制品</span>直接套用。</span></p>
    <h2 style="color: black; text-align: left; margin-bottom: 10px;"><strong style="color: blue;"><span style="color: black;">怎样</span>拆解其他直播间话术？</strong></h2>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">录屏大概20-30分钟，去看他的话术、道具、和运营的<span style="color: black;">协同</span>，<span style="color: black;">而后</span>转成文字，把<span style="color: black;">咱们</span>前面学到的各个话术框架内容分解出来，制作成表格。你听和写在纸上完全是不<span style="color: black;">同样</span>的，我都是一个字一个字的打上去的，基本上我看完一边再写一遍，他直播间的流程玩法就能<span style="color: black;">所有</span><span style="color: black;">认识</span>了。</span></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>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">同行是最好的老师，做带货三个抄、抄、超、钞，<span style="color: black;">第1</span>个抄袭、第二个超越、第三个钞票，你抄她、超越她、钱就来了。</span></p><span style="color: black;"><span style="color: black;"><span style="color: black;">文案</span><span style="color: black;">源自</span>于：&nbsp;阿萌运营说</span></span><strong style="color: blue;"><span style="color: black;">感谢每一位耐心看完的粉丝<span style="color: black;">伴侣</span></span><span style="color: black;">，我是你们的灿哥。</span></strong><span style="color: black;">能得到你们的认可和支持，我感到很荣幸，我会写出<span style="color: black;">更加多</span><span style="color: black;">优秀</span>的<span style="color: black;">文案</span>，更好的为<span style="color: black;">大众</span>服务。</span><span style="color: black;">谢谢你们了！</span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">点亮&nbsp;&nbsp;</span><strong style="color: blue;"><span style="color: black;">“赞+在看”&nbsp;，</span></strong><span style="color: black;"><span style="color: black;">期盼</span>能<span style="color: black;">帮忙</span><span style="color: black;">到迷茫中的你</span>！</span></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><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><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></strong></span>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">【合集】直播带货七大类「话术技巧」</a><a style="color: black;">抖音100条新人直播话术，赶紧<span style="color: black;">保藏</span>！（直播欢迎话术、直播互动话术、直播追单话术、直播感谢话术）</a></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><a style="color: black;">抖音<span style="color: black;">没</span>人直播会封号么？内录、半<span style="color: black;">没</span>人直播<span style="color: black;">怎样</span>操作？</a></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;">你点的<span style="color: black;">每一个</span><strong style="color: blue;"><span style="color: black;">在<span style="color: black;">看</span></span></strong>，都是在为自己的<span style="color: black;">奋斗</span>加油！

wrjc1hod 发表于 2024-10-7 17:02:21

我完全同意你的看法，期待我们能深入探讨这个问题。

nykek5i 发表于 2024-10-23 23:02:51

说得好啊！我在外链论坛打滚这么多年，所谓阅人无数，就算没有见过猪走路，也总明白猪肉是啥味道的。

m5k1umn 发表于 2024-10-27 06:14:08

楼主继续加油啊！外链论坛加油！

7wu1wm0 发表于 2024-11-7 03:45:14

你的见解独到，让我受益匪浅，非常感谢。

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