ARTICLES
4
min read time
May 7, 2023

Conquer your fear of live selling

Starting your live selling journey can be daunting for some. It's essential to learn how to conquer this fear, and we are here to help!

Conquer your fear of live selling
Table of Contents

Even the most experienced live shopping providers make mistakes – it’s part of the Facebook Live experience!

If you’re hesitant about whether or not you should throw yourself into the concept of live shopping, let the data speak for itself; live sales will increase your company’s revenue and increase loyalty from your customers. Live video on Facebook has an organic reach that is six times higher than other social media posts, and viewing times that are three times longer than regular videos.

Going live, however, can make even the bravest salesperson nervous. If this applies to you, don’t worry, we are here to help, and we’ve gathered some tips and tricks that will assist you in overcoming your fear of live sales.

Know the products you plan to sell

It’s a good idea to prepare what you want to showcase during your live sale and become familiar with the various items you’re going to present. This will help you highlight the different features and details of each item. You can also prepare what items complement each other – this will increase cross-selling and additional sales.

In addition, you can plan the information and the flow of your event, which we outline below.

Plan your live sale

Although live shopping is all about spontaneity, not everything in your live sale can be improvised. But, it will give you a great advantage to plan what you expect to happen during the live sale, and have a clear idea of the overall structure of your session. Planning your intro and summary is particularly important.

Planning is essential, and, as a store, you’ll get the best out of your live sales, and you’ll also feel ready and prepared to go live with peace of mind.

For your introduction, use a short but catchy description of your sale. Write down some important points, such as how to present yourself and your brand, as well as the practicalities of how customers can buy. If you plan ie.  contests during your event, make sure to mention them in your introduction as well. It will give your audience a bigger incentive to keep watching during your live shopping event.

Drafting a summary of what should happen during the live sale can help you keep track of the program. You could also note important information about the products to be presented and the competitions you will have.

In your summary, you want to make sure customers know how to finalize their purchase and when they can participate in your next live shopping event. Remember to tell them where they can follow your page when you’re not live, and be sure to thank them for attending. Perhaps now is a good time to ask them what they would like to see next time.

Portrait of a female online store business owner looking at camera and smiling.

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Practice

Practice makes perfect!

If you want to do a dress rehearsal or practice run, we have a tip on how to do it, with an opportunity to review it yourself. This can be done with the help of Facebook’s privacy settings: go to “Facebook Live”, where you select visibility to “only me”. When you go live, the video will be available by you and only you. If you are a beginner, it’s a good idea to practice without spectators. You will get to know where to place yourself, mirror the camera, how the lighting looks, etc. It’s also the perfect time to test your equipment so you can eliminate possible technical issues in advance. Having said that, live shopping is still about an authentic experience, and cannot be a totally rehearsed show, which brings us to the next point.

Embrace imperfection

Don’t let your fears of making mistakes keep you from going live. All live shopping providers make mistakes – it’s part of the Facebook Live experience!

Live selling on Facebook is a raw and authentic experience, and that’s what makes it so amazing. Mistakes and accidents show customers that ordinary people are behind brands – just like themselves!

So don’t let perfectionism stand in your way. The most important thing about your live selling is to be present, and to provide value and a genuine experience for your customers.

Summary

Live shopping is an organic and authentic way to extend your reach of customers, and to boost your sales.

With a little preparation, you’re in control of the framework and will be ready to show your products to the shoppers. Apart from a little practice, the rest is about spontaneity and the ability to embrace the imperfection of the live shopping experience. After a few lives, it’ll be like riding a bike, and become natural to you. You’ll probably wonder why you didn’t throw yourself into it sooner!

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During a Live Shopping event, Sprii automatically replies to comments, creates orders for your customers, sends them a link to their basket, and handles payment and shipping.

5. Create hype & excitement during your events

The beauty of Live Shopping is that it can be used in so many ways. This is particularly valuable during Black Friday and Cyber Monday when businesses are looking to engage their viewers in as many ways as possible.

Here are 3 ways to create hype and get customers excited about your Black Friday events so you can achieve your revenue goals.

5. Create hype & excitement during your events

During Black Friday and Cyber Monday, potential customers often experience an intense pressure to participate in the shopping frenzy, driven by the fear that they will miss out on the best deals and discounts if they don't join in.

Live Shopping enables viewers to make purchases instantly while watching the stream, which can be especially effective during Black Friday and Cyber Monday when time-limited deals are available. This instant purchasing capability can drive sales during Live Shopping events.

With Live Shopping, consumers get the personal assistance of an in-store shopping experience and the convenience of being able to shop from the comfort of their own sofa or favorite coffee shop.

Viewers can get information from the retailer in real-time by asking questions directly in the Live Shopping event.

During a live show, viewers can ask questions and get answers in real-time. Even better, they can interact with each other and share their experiences with your products.

AspectTraditional E-Commerce JourneyLive Shopping Journey
Marketing ApproachHigh ad spend and several channels to attract shoppers to webshopLeveraging existing social media followers
NavigationRequires navigating through a static webshop to find products.Requires nothing more than watching a live video to discover new products.
Product PresentationProducts are presented through static images. Products are presented in a live video by engaging hosts.
Customer ExperienceFeels like a business transaction.Feels like a personal connection.
Engagement and InteractionLimited to static product descriptions, images, and occasional customer reviewsOffers real-time interaction between hosts and viewers, allowing for immediate Q&A, live demonstrations, and personalized recommendations
Customer ExperienceCustomers independently navigate the webshop and make purchase decisions without help.Customers are guided through products, receive helpful information, and can ask questions as well as see what others are writing and asking.
Conversion RatesRelies on well-designed websites and optimized marketing funnels to convert visitors into buyers.Often achieves higher conversion rates due to the sense of urgency and interactive nature of live events.
Customer Acquisition Cost (CAC)Higher CAC due to extensive marketing efforts across various channels.Typically lower CAC by leveraging social media followings and organic engagement during live events.
Return RatesHigher return rates due to customers not fully understanding the product before purchase.Lower return rates as live demonstrations provide a clearer understanding of the product, leading to more informed purchasing decisions.
Time to sellCan range from hours to weeks or even months. Often much quicker, ranging from minutes to hours.
Metric Traditional E-Commerce Live Shopping²
 Avg. Conversion Rate 2.5%³  Up to 60% (Sprii Data)
 Avg. View Time 54 seconds⁴ 20+ minutes (Sprii Data)
 Avg. Checkout Rate 45%⁵ 60% (Sprii Data)
 Avg. Return Rate 20-30%⁶ Under 10% (Sprii Data)
 Avg. Customer Acquisition Cost (CAC) +€50⁷ 0*
 Avg. Sales Cycle Hours, weeks, months Minutes