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What to ask yourself before you sell live for brands

April 20, 2021

Editorials

What to ask yourself before you sell live for brands


Going live stream is a matter of knowing how to adapt and adjust your selling strategy, based on the current reaction and mood of the audience. As a brand, what will be directly under your control to prepare beforehand, will be the set-up with the equipment, the host, the knowledge of the products, the order and the discounts they will come with. Being open to spontaneity is a very important factor, but here we propose you some questions to explore, to be morally ready for hypothetical situations that will come up. You can build your sense of direction and awareness, to make sure the stream goes as smoothly and in the most upbeat way possible.

Which customer’s problems will be solved with your product?

Your host will have to know the product and the industry information that relates to it inside out, to be ready to give an honest pro’s and con’s critique. By offering an insight into the similar one’s on the market, you can highlight this product’s advantages and emphasize its value. Give them a taste of it, by demonstrating its use and commentating your responses and thoughts, so they can put themselves in your shoes. Complete transparency gains an upper hand as a marketing strategy, compared to filtered and edited advertisements. Help them understand in what way their life will be different, once they purchase it, the value it will bring to the smallest details.

What information can you share with them to earn their trust and faith? How is it worth the price you propose?

How will you encourage their decision to buy?

Timing and sensing the audience is key in this. You want to respond to the reaction of the audience, by actively choosing when more insight is needed for the feeling of the audience, when to ask them questions to boost engagement, when to speed them up by saying that time is running low on to buy. You want to change up the rhythm, not get too pushy on buying, not spend too much time on product presentation. Your audience will correlate the decision to buy if you sell the idea well and that will be formed by the experience you offer. They will for a win situation by getting an enticing offer or discount, but it will be a win-win situation when you engage them into the brand’s dynamic by leading it through reading the audience’s needs and creating desire.

What will gain and keep their interest throughout the live?

Encourage engagement by addressing the viewer that asks by username and giving a thorough response and offering as much help as possible to help them build a deep understanding of the product. One answer will respond to many of those wondering, most of whom didn't speak up, so by making your audience feel at home with you, it is likely the chat will be full of prompts for where to lead your discussion and get a better idea of how the audience is perceiving you and the product.

How to close the stream?

Make sure to start finishing off the live on a positive note, thanking your viewers for sticking to the end and their participation, embracing the fact that you help them give you better value, through their engagement. You might want to give a sneak peek into the next stream, by announcing when it will be, its theme or star products. You want them to be eager to come back, so as the saying goes “less is more”, it is smart to finish before the engagement starts dying off and people get tired of it.

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