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Every time Facebook comes out with a new feature, I think, “What can they possibly think of more?”. I personally have enjoyed the multitude of ways I can now be involved with friends and family (and the cute dog videos of course!) However, for my business, Facebook Live has rocked my world! Now I can finally sell via a platform that makes all of us unique! Selling on Facebook Live
Facebook and its preference for videos have changed the way I do business over the last three years. In October 2014, LuLaRoe was just a baby and no one sold online. Then, it was the use of albums and taking pictures of every single item of clothing. It was NOT at all effective! Since the growth of Facebook Live, not only can LuLaRoe Independent Retailers be more efficient in getting their product to customers but EVERYONE who sells on Facebook or another social media platform.
Just because it is easier and more efficient to sell via video platforms like Facebook Live does not mean that Retailers and other Multi-Level Marketing representatives should sacrifice professionalism and presentation!
Here are my 5 Top Tips for Selling on Facebook Live:
Look Your Best in a Quiet and Appealing Location
Don’t look like you haven’t brushed your teeth in 4 days or that you are hanging out in your bathroom with nasty stuff on your mirrors or let your kids trash the kitchen behind you. Being real with your customers and your life is important. However, showing at least an element of hygiene and cleanliness shows viewers and potential customers how important they are to you.
Rule of Thumb: If you wouldn’t go out on a date or a dinner with friends looking a certain way, then don’t look that way on Facebook Live. Remember, the date happens once. Facebook video is for always!
Make the Customer Feel Safe Participating in Your Facebook Live
When we try new ideas, products, or even ways of selling products, ease of access and ability to purchase is key. In the real world it is shown that even if you can see that amazing business/store/restaurant from the street if there are things that may prevent someone from just pulling into their parking lot and heading straight to the business, the odds are they may not go there. Ever found a great restaurant that you love but the parking lot is so tiny you have to park 3 blocks down? I have! If it is nice out and I am in comfortable shoes, I am likely to take the walk to go. However, when it is 30 degrees out, 6 inches of snow on the ground and I am wearing slippery shoes, heck no I will not go!
It works for the digital world too. If people can’t find you or know what you sell they can’t buy! When you are on video, tell them how to get the product. Make it simple and easy.
Tip: Be like the TSA agent at airport security – every couple of minutes introduce yourself and explain what you are doing in this Live. It is annoying to you but for those who jump on halfway through your Live will thank you!
Customer Engagement and the Emphasis on Creating Value
Customers buy why you sell it not what you sell. Especially when the same product can be purchased from multiple people, it is imperative that people want to buy from YOU! This means providing value to your customers or viewers. In the case of clothing sales, show how versatile a piece of clothing is. Other examples include showing the difference a skin product can change the way it looks and feels by using other examples of people using the product or some kind of knowledge that empowers viewers to understand that it works. The utility of a product, price value, and emotional attachment are all important subjects to touch on in a video promoting a product or item for sale.
Similarly, talk with your viewers! If there are no viewers, don’t worry – there will be! Say hello, answer their questions, ask them how they are. It can be weird at first to be being engaging on Facebook Live. The worst part for me to get over was that I couldn’t see how people were reacting to my actions or words. The only way I got over this was by being just a LITTLE over the top. That caused more people watching me react and stay on my lives longer. Even if it was just a “thumbs up” or a laughing impression, I KNEW people were watching. The more engagement you can get your viewers to participate in and the more reach your video will have on Facebook, the more you learn about the people interested in your items. And, most importantly…Your viewers will feel like you care about them!
Be Inclusive of ALL Potential Viewers and Customers
Remember, there are millions of people in the United States with some sort of disability. Just like I mentioned above, taking a little extra time to make sure you are accessible to others around you who may not be able to just turn on your camera and go buy from you will pay off in the long run. Some examples of being inclusive include:
- Showing tags of clothing for sizes, style, pricing
- Slowing down your speed of your Live so you take the time to explain different benefits of products or items. Assume no one has ever heard or seen your product
- Use captioning, either during your Live or include them afterward. Over 85% of people watch Facebook Lives without the sound whether or not they have a hearing issue.
- Answer the questions that people ask; even better, have someone on during your Live that can answer questions into the comment box
Not only is it the right thing to do, but it can result in customer loyalty and retention.
Utilize the Power of the Replay
Make sure after your videos you go in and edit the description of the video. In a business page, you can edit a video so you can add captions, create a title for your video, and even use searchable tags for people to find your video when searching. After you are done with the video, continue to answer questions or comments people post while watching the replay. Don’t just leave the video and be done with it. The more engagement, comments, reactions, etc. the longer life your Facebook Live has!
These are just a few of the tips I suggest but these are ones that are important when using Facebook Live as a funnel in your business. Most of all, treat your viewers like visitors in your house or business and make sure all are respected and valued. Even if you don’t get a sale right away, don’t give up! Sometimes potential customers who take a while to purchase from you are the best kind of customers to have!
Selling on Facebook Live