一、课程适合人群:
- 没做过直播
- 不会直播
- 直播时只知道介绍商品，但是反复就是那么几句话
- 直播过程不会互动，没有设计，全靠即兴说不清楚直播话术逻辑，不了解各个环节的作用的
二、主播在直播间里的作用有哪些?
- 流量引导：拉新-留观时间-互动评论
- 成交引导：下单(转化)
- 复购引导：持续关注
对于TikTok直播而言，直播过程中主播与主播的话术是非常重要的一环，主播的语速、逻辑、语音语调、口音等等都会对直播间造成大的影响，同时主播话术的使用在很大程度上能够拉近与观众的距离，对于直播间观众的观看、留存、下单以及持续关注直播起着非常大的作用。在此基础上，标准话术的使用既可以使新手主播快速了解各直播环节与观众的沟通技巧，又可以让主播在”标准”的基础上根据自身习惯、商品特性等做出个性化的修改，从而更好地实现商品宣传、观众互动和业绩提升。
三、开场/欢迎话术
互动/宣传话术
带货话术
1.商品展示型话术
主播在进行直播带货时，要能清晰的传达产品的质量和使用感受，能够让观众、分析直观的感受到商品的效果，从而心动下单购买。比如描绘口红的颜色，可以带入场景给观众一个细致的描述。
如:”穿上这个裙子和男孩子出去约会，就会给对方一种很温柔、很春天、很新的感觉”，这样的话术让观众听了会很有带入感。
Wear this skirt for dating to let him feel your softness like spring.Wear this and give him a feeling of “first love”
2.人设信任型话术
a.担保型:
“这款XX是我的自用款，推荐给大家”“我自己也买了XX””我只有用过觉得好用才会推荐给大家”。
This is also my personally used product, so that I recommend it to you guys.
I have amazing using experience, and this is why I recommend it to you.
b.人设型:
“品牌方给我再多的钱，我也不会推荐不好的商品” “我的鼻子至少闻过了一万种香水，我只会给我直播间的家人们推荐好的香水”
Money cannot make me lie, so that I just recommend the best product to you guys, my friends.
I have sniffed dozens of perfumes, and I will only show you the best ones!
I only show you the best, because you are my dearest friends.
3.专业型话术
如:在3C品类带货时，如果你本身对产品有着非常深刻的理解，那么一定会与观众建立非常强的信任感，从而促使观众下单，如充电五分钟待机十小时。
Five minutes of charging enables more than 10-hours battery hours.
This earphone gives you a surround sound experience.
活动话术
1.直接用价格吸引观众
在直播间可以直接一些，强调“低价”、“买X送X”、”我们的直播间比免税店还便宜”等等。
It’s all bargains in my livestream today!
Buy 2 for 3!
Our price is even lower than that in the duty-free shop!
2.给观众一个低价的理由
“为什么我们直播间会这么便宜?因为主播给大家做的是团购，大家可以看一下我们直播间现在的人气，已经突破了X，所以你们拿到的都是团购价”
- Why is this such an amazing price? Beacace I tried a lot to gain it for you!
- Our amazing price is because we are having the ” group purchasing ” opportunity!
- You can see the popularity in our livestream room! And this is why we can have the grouppurchasing price!
3.从客户角度出发
“挣钱不容易，能省一点是一点”.
Lower the price and you save more!
Buy it on my livestream, and I will help you save the money!
I’ve made it the best price for you. Buy it now or never!
4.消除观众顾虑，点对点促单
“喜欢这件XX但是有顾虑的宝贝们，联系客服留下联系方式，下播后我第一时间联系你”
- For those who like this product but have worries, please leave a comment and I will contact youASAP.
- Send me a message with your worries, and I will help you solve them!
- For anyone who wants to know more about this product, please leave a message!
逼单话术
1.保障型话术
“我们的产品拍下后1-2个星期可以到你的手上，如果有破损随时联系客服给大家处理，免费退货”
- Make your payment and your product will reach you within 1-2 weeks.
- Any damage in the shipment process, you will have the free retumn.
- We have the 7-day no question asked return policy!
2.主播与助播搭配型(氛围感更强)
主播:还剩多少库存?
Please check how many our stocks are!
助播:不多了，最后10件(根据直播间人数来设定库存数量，一般设定在同时在线人数的5-10%)
We don’t have too many stocks, just the last 10 !
主播:家人们，最后10件，我们的产品XXXX
My friends, the last 10! Hurry to buy it now!
助播:最后3件!
The last 3 stocks!
主播:最后3件了家人们，想要这件XX的马上点击左下角购物袋抢购，库存不多了，我们的产品质量xxx.
The last 3 stocks my friends! If you want it, click the bottom left yellow cart now to seize the latesthigh-quality stocks!
助播:最后1件!
The last one left!
主播:最后1件!要下单的宝贝们立即下单。XXX
The last one! Buy it now or never!
感谢/结束话术
1.直播中感谢话术
“感谢XX的订单，感谢你的支持(可以重复几遍)””感谢XX送的鲜花，爱你”XX今天已经在我们直播间下了5单了，为了感谢你，我赠送你一个XXX，会和你的商品一起发货给你”
Thank you guys, you guys are so supportive! Love you all!
Just because of your support, XXX can offer the best price for you guys always!
Thanks for your orders guys, I will give you a free gift as my appreciation and it will be deliveredwith your product!
2.下播前感谢话术
“今天的直播就播到这里，非常感谢大家的信任与陪伴，爱你们，明晚XX点我们再见”
Our livestream will come to an end soon . Thanks for your trust and support tonight. Wish to seeyou tomorrow!
You are so nice and lovely to XXX, I wanna stay with you guys all the time.
Tomorrow I will bring more amazing products to you, my friends! See you at the same timetomorrow!
