ARTICLES
4
min read time
May 11, 2023

How to engage your customers in live sales

Engagement is key when it comes to live shopping. Click here and learn valuable tips and insights into how you can engage better with your customers.

How to engage your customers in live sales
Table of Contents

Standing out from the crowd can be difficult – especially in the news feeds of social media!

News feeds are full of content, meaning it’s easy to disappear into the crowd. Between posts of freshly baked buns and family photos, committed customers will be your salvation, if we know they will show up for your live sales.

But how do you get your customers to keep returning? And how can you get loyal customers to bring along their friends?

Engaging customers can be done in several different ways, but the most popular way is to reward them – this can be done through offers, special deals, gifts, or contests.

Let’s take a closer look at some tried and tested methods that you can implement during your next live sale.

Have the customers comment

Live shopping is all about creating a relationship between the store and the consumer. It’s obvious that during your live sales, you need to engage and involve your customers. You can do this by addressing shoppers directly and asking direct questions in order to get to know them personally. Their comments and feedback will enable you to understand what customers want. What’s more, they will feel like they are being listened to whilst developing a relationship with your store. And as a bonus to your reach, their comments will be seen by their friends and attract more curious visitors.

Reward customer loyalty

You can motivate customers to shop with you again by offering a discount on their next purchase; a boost in interest will be assured if you announce this during your live sale. By doing so, you will create a dialogue with the customers and an incentive for them to continue watching and shopping with you.

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Get customers to share and invite others

Naturally, you wish to see an increased size of your customer base for live shopping. Who better to help you then your current clients who are already watching – they are your best ambassadors. At an appropriate moment in your live sale, encourage them to invite their friends, as well as share their experiences on their Facebook feeds – it will give you a greater reach amongst potential customers.

Some customers may do so without getting anything in return, but you could also entice and  motivate with a reward – perhaps a giveaway or gift certificate. It’s a win-win.

Filming video for online store

Keep customers on their toes with “first-come, first-served”

Another good idea that you’re probably familiar with, is to work with number and time benefits. Here you can hype  your live sale by giving discounts to the first customers who participate, or offer gifts for the first purchase, or share exciting information within the first few minutes – this will encourage customers to join in from the very start.

Customers should want to stay tuned in to your live sale until the end.

Hold on to customers with ongoing competitions and offers

You can motivate customers to keep watching by mixing contests and offers to the live sale itself. If you continuously provide incentives, entertain your customers and build excitement and anticipation along the way, customers will be motivated to stay throughout your live sales.

You can keep people engaged with competitions, offer discounts, free give-aways – or whatever exciting incentive you choose to come up with!

Keep customers engaged between your live sales

In addition to engaging customers in your live sales, it’s just as important to keep them wanting more between them.

Remember advertise and create interest in your upcoming live shopping event. You can do this by writing posts on your page and setting Live Events on Facebook. There you could mention what lush prizes are in tonight’s competition, or tell the viewers, in your own and unique way, why, apart from seeing your wonderful products, they should join in and participate.

Additional advice: keep track of guidelines

Another thing that you need to do regularly is to stay up to date with Facebook’s rules and guidelines; they often change in relation to promotions and competitions. By doing so, you can be assured of not violating any guidelines or running into some unfortunate consequences.

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Sprii in Action

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