一場(chǎng)完整的TikTok直播一般需要走通這樣的閉環(huán)。

1. 開場(chǎng)/歡迎話術(shù)

2. 互動(dòng)/宣傳話術(shù)

3. 帶貨話術(shù)

4. 活動(dòng)話術(shù)

5. 逼單話術(shù)

6. 感謝/結(jié)束話術(shù)

1.名稱開場(chǎng)類

歡迎XX進(jìn)入直播間，誒？這個(gè)名字很有意思/很好聽/不是那么好讀/我讀對(duì)了嗎，你的名字是有什么故事嗎？

Hi my dear new friends, how are you guys?

Hi XXX, welcome, how are you?

Hi XXX, where are you from? I love your beautiful name!

Hi XXX, Welcome my new friends! Is there any interesting story in your name?

Welcome XXX！I wish I read your name correctly. Anything you like, just tell me and I will show you .

2.話題開場(chǎng)類

歡迎XX進(jìn)入直播間，我最近經(jīng)常用XX產(chǎn)品（產(chǎn)品最好與直播間產(chǎn)品有關(guān)聯(lián)），你平時(shí)用這個(gè)產(chǎn)品嗎？

我真的很喜歡這款產(chǎn)品因?yàn)樗屛腋杏X…

Welcome to my livestream, bargain today!

Welcome to my live today! I've personally used this product recently. Anyone who uses it can share comments with us?

I do like this product because it makes me feel…

3.內(nèi)容開場(chǎng)類

歡迎XX進(jìn)入直播間，今天要給大家介紹的是XXX的技巧，感興趣的寶寶們記得點(diǎn)個(gè)關(guān)注.

全場(chǎng)四折起！走過路過不要錯(cuò)過！

Welcome to my livestream. today I will show you the… don't forget follow me so that you can find me again!

For friends who are interested in my livestream, press the "follow" to find me easier.

Hi new friends, 60% off today, very good price! Don't miss this chance!

4.互動(dòng)開場(chǎng)類

歡迎XX進(jìn)入到我們的直播間，所有在直播間的朋友們，如果是第一次刷到我們直播間的新粉，可以在直播間打“新”字，如果是老粉，可以在直播間扣“老”字

Welcome ! My new friends!

Oh dear, you look new here, welcome to be my friends!

Hi there, anyone who is new in my livestream? Please press "1" to let me see you OK?

Hi my old friends! Please press "2" to let me know you are here OK?

2. 互動(dòng)/宣傳話術(shù)

互動(dòng)/宣傳話術(shù)的核心是讓觀眾對(duì)我們直播間和產(chǎn)品有一個(gè)初步、簡(jiǎn)單的了解與記憶點(diǎn)，從而給觀眾一種確定感，使直播間產(chǎn)生更多的停留與評(píng)論等有效數(shù)據(jù)，同時(shí)也營(yíng)造出更加熱鬧的直播氛圍，進(jìn)而提升觀眾對(duì)于產(chǎn)品的購買欲望。

1.強(qiáng)調(diào)直播時(shí)間段（適用于有規(guī)律直播時(shí)間的直播間，可以增強(qiáng)粉絲粘性）

“非常感謝在我直播間停留的所有朋友們，我每天的直播時(shí)間是晚上6點(diǎn)到晚上12點(diǎn)，沒點(diǎn)關(guān)注的記得點(diǎn)關(guān)注，點(diǎn)了關(guān)注的記得每天準(zhǔn)時(shí)來看哦~”

Thank you for staying here with me, my friends!

Our livestream time is from 6pm. To 12 am. every night.

Please press "Follow" button so that you can find me next time!

For those who have followed me, please come to my livestream very often. I want to see you guys!

2.宣傳直播內(nèi)容（用最短的時(shí)間讓新粉對(duì)直播間有一個(gè)大概的了解）

“歡迎來到我直播間，我的名字是XX，我每天會(huì)給大家分享各種各樣的家居好物，記得關(guān)注我，讓我們的生活更加輕松愉悅”

Welcome to my livestream friend! I am XXX, and I will bring interesting products to enlighten your life!

Follow me and let's meet interesting things very often!

Please follow me and let's make our lives more interesting and relaxing.

3.宣傳直播商品特點(diǎn)（強(qiáng)調(diào)直播間調(diào)性）

“大家看這個(gè)商品是不是非常簡(jiǎn)約、大氣，漂不漂亮，喜不喜歡？我們家的商品都是高端大氣的商品”

Look, this simple but elegant product! Anyone who doesn’t like this?

Do you love this product? It's truly beautiful and adorable right?

You can see all the products in my livestream are elegant and with reasonable prices, right?

4.發(fā)問式互動(dòng)話術(shù)（發(fā)問可以讓觀眾有一個(gè)與你互動(dòng)的理由）

“剛剛給大家分享的穿搭小技巧大家學(xué)會(huì)了嗎？”“你們能聽到我的聲音嗎？我的聲音會(huì)不會(huì)太??？”“這款XXX大家以前用過嗎？”

Hi friends, are you skillful enough to use what I showed you?

Can anybody here hear my voice?

Is my voice volume comfortable for you guys?

Anyone who has the experience of using this product?

5.選擇式話術(shù)（給觀眾決定直播間內(nèi)容的權(quán)利）

“下面我給大家展示XXX，想看左邊的扣1，想看右邊的扣2?！?/p>

Now I will show you XXX . Please press "1" to let me show you the left one, and "2" for the right one.

Anyone who is interested in the 2 products? press "1" to see the left one, and "2" for the right one.

6.指令式話術(shù)（主播控場(chǎng)，引領(lǐng)直播間節(jié)奏）

“覺得這件衣服主播穿上好看的扣個(gè)1”“剛才那個(gè)小禮品，想要的把‘想要’打在公屏上”“剛才分享的美妝小技巧，聽懂的寶貝們打個(gè)‘懂了’”

Hi guys, press "1" to let me know you like this dress in me OK?

Anyone who wants this free gift? Send me a "want" in the comment OK?

If you've learnt the skills, please send me a "understood" to let me know.

7.教學(xué)式話術(shù)

“很多寶貝不知道怎么下單購買，我來教你們?cè)趺床僮鳎ㄖ鞑ネ瑫r(shí)拿出備用手機(jī)邊說邊展示），點(diǎn)擊左下角的黃色購物袋，找到XX鏈接，點(diǎn)擊購買，然后在這里直接付款就可以了，先付款先發(fā)貨！”

If you don't know how to place an order, I will show you, my baby.

Press the yellow cart on the bottom left corner and find your product, then press "buy" and make your payment.

The earlier you pay, the faster your shipment is.

與此同時(shí)，我們還整理了其他常用的一些互動(dòng)話術(shù)，供大家在不同場(chǎng)景中靈活使用：

直接詢問期望人群

Anyone from UK? Let me know please.

More gifts from UK friends!

What time in UK now?

Which state you from?

Had dinner?

How you spend your weekends?

回復(fù)低期望區(qū)域評(píng)論

Sorry, shop cart is not available for ID.

Sorry Sara from Philippine, 3.99 is only for UK now.

關(guān)注話術(shù)

Follow me and ship today for you.(附加價(jià)值）

Follow me and more gifts for you. (附加價(jià)值）

Follow me guys, no follow, cannot find me again!（錯(cuò)失焦慮）

My boss asked me to get 500 new friends today, could you guys help me to achieve it? please! （引起共情）

點(diǎn)贊話術(shù)

Give me 50k likes then lets play a game，earphone as the prize！

I want 100k likes, could you guys help me to get it? Please.

More likes so that more viewers, help me please.

More likes so that I can keep offering the best price for you guys.

Don't forget tapping screen and send me likes!

分享互動(dòng)

Share my livestream and more gift for you.

Share my livestream and ship for you by today!

引導(dǎo)轉(zhuǎn)化互動(dòng)

Go to my yellow cart to check the first link.

Yellow cart, left corner, you can see all my products there.

Only 10 pcs left today guys! Hurry up! The best price only today!

助播配合話術(shù)

How many left?

Only 30pcs!

Do more today! A lot of new friends today!

No, almost out of stock, only 30 left!

Ok, Ok, hurry up my friends! Go to the yellow cart, find the 1st link! So good price and quality!

刷禮物互動(dòng)

Thank you , thank you for your roses, love you love you.

Wow XXX gives me gifts! So nice of you Lily!

Thank you for the gift XXX! So generous and kind of you! I love you guys so much!

3.帶貨話術(shù)

電商直播間就是主播不斷向觀眾銷售商品的過程，大火話術(shù)在電商直播中是話術(shù)中的核心，因此話術(shù)中要有著充分的引導(dǎo)轉(zhuǎn)化邏輯，一步一步讓消費(fèi)者從進(jìn)入直播間，到觀看直播，再完成最后的臨門一腳完成成交。

1.商品展示型話術(shù)

主播在進(jìn)行直播帶貨時(shí)，要能清晰的傳達(dá)產(chǎn)品的質(zhì)量和使用感受，能夠讓觀眾、分析直觀的感受到商品的效果，從而心動(dòng)下單購買。比如描繪口紅的顏色，可以帶入場(chǎng)景給觀眾一個(gè)細(xì)致的描述。

如：“穿上這個(gè)裙子和男孩子出去約會(huì)，就會(huì)給對(duì)方一種很溫柔、很春天、很新的感覺”，這樣的話術(shù)讓觀眾聽了會(huì)很有帶入感。

Wear this skirt for dating to let him feel your softness like spring.

Wear this and give him a feeling of "first love"

2.人設(shè)信任型話術(shù)

直播帶貨有兩個(gè)很大的弊端，一個(gè)是觀眾、粉絲無法接觸到產(chǎn)品，只能通過主播的描述來熟悉產(chǎn)品。二是直播畫面所能展示的內(nèi)容只能觸達(dá)到聽覺和視覺，如果是一些賣點(diǎn)主要在觸覺、嗅覺上的產(chǎn)品則很難表現(xiàn)。因此在賣這一類產(chǎn)品時(shí)，主播需要讓觀眾對(duì)主播與產(chǎn)品都要建立信任感，信任是轉(zhuǎn)化的基石，觀眾產(chǎn)生了信任才可促使觀眾下單。

a.擔(dān)保型：

“這款XX是我的自用款，推薦給大家”“我自己也買了XXX”“我只有用過覺得好用才會(huì)推薦給大家”。

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.人設(shè)型：

“品牌方給我再多的錢，我也不會(huì)推薦不好的商品”“我的鼻子至少聞過了一萬種香水，我只會(huì)給我直播間的家人們推薦好的香水”

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.專業(yè)型話術(shù)

在推薦商品時(shí)，主播通過專業(yè)的角度出發(fā)，針對(duì)一個(gè)產(chǎn)品以及同類的其他產(chǎn)品進(jìn)行講解，并指導(dǎo)觀眾根據(jù)自己的情況選擇商品，用專業(yè)的知識(shí)獲得觀眾的信任，進(jìn)而促使觀眾下單。

如：在3C品類帶貨時(shí)，如果你本身對(duì)產(chǎn)品有著非常深刻的理解，那么一定會(huì)與觀眾建立非常強(qiáng)的信任感，從而促使觀眾下單，如充電五分鐘待機(jī)十小時(shí)。

Five minutes of charging enables more than 10-hours battery hours.

This earphone gives you a surround sound experience.

4. 活動(dòng)話術(shù)

活動(dòng)話術(shù)的目的是清晰的傳達(dá)活動(dòng)的信息、邏輯，讓觀眾切實(shí)感受到活動(dòng)的優(yōu)惠，同時(shí)也增強(qiáng)主播和用戶之間的關(guān)系和粘性。

1.直接用價(jià)格吸引觀眾

在直播間可以直接一些，強(qiáng)調(diào)“低價(jià)”、“買X送X”、“我們的直播間比免稅店還便宜”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.給觀眾一個(gè)低價(jià)的理由

“為什么我們直播間會(huì)這么便宜？因?yàn)橹鞑ソo大家做的是團(tuán)購，大家可以看一下我們直播間現(xiàn)在的人氣，已經(jīng)突破了XXX，所以你們拿到的都是團(tuán)購價(jià)”

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 group purchasing price!

3.從客戶角度出發(fā)

“掙錢不容易，能省一點(diǎn)是一點(diǎn)”

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.消除觀眾顧慮，點(diǎn)對(duì)點(diǎn)促單

“喜歡這件XX但是有顧慮的寶貝們，聯(lián)系客服留下聯(lián)系方式，下播后我第一時(shí)間聯(lián)系你”

For those who like this product but have worries, please leave a comment and I will contact you ASAP.

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!

5. 逼單話術(shù)

逼單話術(shù)是直播間促進(jìn)成交中非常常見的話術(shù)，目的是為了讓正在猶豫的觀眾不要猶豫，激發(fā)消費(fèi)欲望，立即下單。

1.保障型話術(shù)

“我們的產(chǎn)品拍下后1-2個(gè)星期可以到你的手上，如果有破損隨時(shí)聯(lián)系客服給大家處理，免費(fèi)退貨”

Make your payment and your product will reach you within 1-2 weeks.

Any damage in the shipment process, you will have the free return.

We have the 7-day no question asked return policy!

2.主播與助播搭配型（氛圍感更強(qiáng)）

主播：還剩多少庫存？

Please check how many our stocks are!

助播：不多了，最后10件（根據(jù)直播間人數(shù)來設(shè)定庫存數(shù)量，一般設(shè)定在同時(shí)在線人數(shù)的5-10%）

We don't have too many stocks, just the last 10 !

主播：家人們，最后10件，我們的產(chǎn)品XXXX

My friends, the last 10! Hurry to buy it now!

助播：最后3件！

The last 3 stocks!