一场完整的TikTok直播一般需要走通这样的闭环。

1. 开场/欢迎话术

2. 互动/宣传话术

3. 带货话术

4. 活动话术

5. 逼单话术

6. 感谢/结束话术

1.名称开场类

欢迎XX进入直播间，诶？这个名字很有意思/很好听/不是那么好读/我读对了吗，你的名字是有什么故事吗？

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.话题开场类

欢迎XX进入直播间，我最近经常用XX产品（产品最好与直播间产品有关联），你平时用这个产品吗？

我真的很喜欢这款产品因为它让我感觉…

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.内容开场类

欢迎XX进入直播间，今天要给大家介绍的是XXX的技巧，感兴趣的宝宝们记得点个关注.

全场四折起！走过路过不要错过！

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.互动开场类

欢迎XX进入到我们的直播间，所有在直播间的朋友们，如果是第一次刷到我们直播间的新粉，可以在直播间打“新”字，如果是老粉，可以在直播间扣“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. 互动/宣传话术

互动/宣传话术的核心是让观众对我们直播间和产品有一个初步、简单的了解与记忆点，从而给观众一种确定感，使直播间产生更多的停留与评论等有效数据，同时也营造出更加热闹的直播氛围，进而提升观众对于产品的购买欲望。

1.强调直播时间段（适用于有规律直播时间的直播间，可以增强粉丝粘性）

“非常感谢在我直播间停留的所有朋友们，我每天的直播时间是晚上6点到晚上12点，没点关注的记得点关注，点了关注的记得每天准时来看哦~”

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.宣传直播内容（用最短的时间让新粉对直播间有一个大概的了解）

“欢迎来到我直播间，我的名字是XX，我每天会给大家分享各种各样的家居好物，记得关注我，让我们的生活更加轻松愉悦”

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.宣传直播商品特点（强调直播间调性）

“大家看这个商品是不是非常简约、大气，漂不漂亮，喜不喜欢？我们家的商品都是高端大气的商品”

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.发问式互动话术（发问可以让观众有一个与你互动的理由）

“刚刚给大家分享的穿搭小技巧大家学会了吗？”“你们能听到我的声音吗？我的声音会不会太小？”“这款XXX大家以前用过吗？”

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.选择式话术（给观众决定直播间内容的权利）

“下面我给大家展示XXX，想看左边的扣1，想看右边的扣2。”

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.指令式话术（主播控场，引领直播间节奏）

“觉得这件衣服主播穿上好看的扣个1”“刚才那个小礼品，想要的把‘想要’打在公屏上”“刚才分享的美妆小技巧，听懂的宝贝们打个‘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.教学式话术

“很多宝贝不知道怎么下单购买，我来教你们怎么操作（主播同时拿出备用手机边说边展示），点击左下角的黄色购物袋，找到XX链接，点击购买，然后在这里直接付款就可以了，先付款先发货！”

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.

与此同时，我们还整理了其他常用的一些互动话术，供大家在不同场景中灵活使用：

直接询问期望人群

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?

回复低期望区域评论

Sorry, shop cart is not available for ID.

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

关注话术

Follow me and ship today for you.(附加价值）

Follow me and more gifts for you. (附加价值）

Follow me guys, no follow, cannot find me again!（错失焦虑）

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

点赞话术

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!

分享互动

Share my livestream and more gift for you.

Share my livestream and ship for you by today!

引导转化互动

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!

助播配合话术

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!

刷礼物互动

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.带货话术

电商直播间就是主播不断向观众销售商品的过程，大火话术在电商直播中是话术中的核心，因此话术中要有着充分的引导转化逻辑，一步一步让消费者从进入直播间，到观看直播，再完成最后的临门一脚完成成交。

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

直播带货有两个很大的弊端，一个是观众、粉丝无法接触到产品，只能通过主播的描述来熟悉产品。二是直播画面所能展示的内容只能触达到听觉和视觉，如果是一些卖点主要在触觉、嗅觉上的产品则很难表现。因此在卖这一类产品时，主播需要让观众对主播与产品都要建立信任感，信任是转化的基石，观众产生了信任才可促使观众下单。

a.担保型：

“这款XX是我的自用款，推荐给大家”“我自己也买了XXX”“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

在推荐商品时，主播通过专业的角度出发，针对一个产品以及同类的其他产品进行讲解，并指导观众根据自己的情况选择商品，用专业的知识获得观众的信任，进而促使观众下单。

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.

4. 活动话术

活动话术的目的是清晰的传达活动的信息、逻辑，让观众切实感受到活动的优惠，同时也增强主播和用户之间的关系和粘性。

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XXX，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 group purchasing 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 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. 逼单话术

逼单话术是直播间促进成交中非常常见的话术，目的是为了让正在犹豫的观众不要犹豫，激发消费欲望，立即下单。

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 return.

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!