From xiaohongshu-complete-skills
Guides Xiaohongshu livestream sales with 4-phase structure: pre-live planning, opening hooks, product demos and engagement, closing scarcity tactics for high conversions.
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Livestream sales is the real-time presentation and selling of products through Xiaohongshu live streaming, combining entertainment, education, and urgency to drive immediate purchases through authentic interaction and demonstration.
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Livestream sales is the real-time presentation and selling of products through Xiaohongshu live streaming, combining entertainment, education, and urgency to drive immediate purchases through authentic interaction and demonstration.
Use when:
Do NOT use when:
Before (unstructured live stream):
❌ "Hey everyone, today I'm selling some stuff, let me know what you want"
❌ [Awkward silence] "So... this product is good, buy it?"
❌ "I'll just show products randomly, whatever comes to mind"
❌ "No idea how many viewers, no goals, just winging it"
After (strategic live commerce):
✅ "Today's LIVE SKINCARE MASTERCLASS: 3 products, 60% off,
limited to 500 sets. 10,000+ tuned in last time, let's beat it!"
✅ "First 10 minutes: Exclusive freebies + lowest prices of the day.
Timer starts NOW!" [creates urgency]
✅ "Today we're covering: 1) Your dry skin cure, 2) Oily skin secret,
3) Anti-aging on a budget. Which do you need most? Comment below!"
[engages audience]
✅ "Already sold 200 units! 300 left, price goes up in 15 minutes.
Comment 'SAVED' to lock this price!" [social proof + urgency]
4 Live Commerce Phases:
| Phase | Duration | Key Actions | Conversion Tactics |
|---|---|---|---|
| Pre-Live | 1-7 days | Plan lineup, promote, prepare products | Early access,预约 deposits |
| Opening | 10-15 min | Hook, urgency, exclusive offers | Timer, limited quantity |
| Products | 60-90 min per product | Demo, testimonials, Q&A | Before/after, live demo |
| Closing | 10-15 min | Final scarcity, recap, next live | Last chance, price increase warning |
Define Live Stream Objectives:
Primary Goal (choose one):
- Sales Volume: Target ¥50,000 GMV (Gross Merchandise Value)
- Product Launch: Introduce new product, maximize awareness
- Inventory Clearance: Sell remaining stock at discounted prices
- Audience Building: Gain followers through value-first content
Secondary Goals:
- Grow follower count by 500+
- Achieve 10,000+ concurrent viewers
- Generate 200+ orders
- Collect user-generated content (testimonials, reviews)
Target Metrics:
- Viewer-to-buyer conversion: 8-15% (excellent)
- Average order value: ¥150-200
- Concurrent viewers: 5,000-10,000
- Total watch time: 60+ minutes average viewer duration
Choose Live Stream Type:
Type 1: Product-Focused Live (Most Common)
- 3-5 products in 2-3 hours
- 30-60 minutes per product
- Deep dives, demonstrations, testimonials
- Best for: Established products with proven demand
Type 2: Flash Sale Live
- 10-20 products in 3-4 hours
- 10-15 minutes per product
- Fast-paced, high urgency, limited quantities
- Best for: Inventory clearance, variety
Type 3: Educational Live (Trust-Building)
- 1-2 products featured in 2 hours of value
- Educational content (tutorials, tips, Q&A)
- Product as solution to problems discussed
- Best for: New products, audience building
Type 4: Event/Theme Live
- Seasonal, holiday, or themed content
- Curated product selection for theme
- Entertainment + commerce blend
- Best for: Brand building, special occasions
Select Products and Lineup:
Product Mix Strategy:
1. Hook Product (10% of time)
- High demand, low price (¥29-49)
- Purpose: Get viewers to stay, build momentum
- Example: "First 100 viewers get this for ¥29 (normally ¥89)"
2. Core Products (60% of time)
- Best-sellers, proven winners
- Mid-price range (¥89-199)
- Purpose: Drive main revenue
- Example: Flagship skincare set, bundled offer
3. Profit Products (20% of time)
- Higher margin, premium items
- Higher price (¥199-399)
- Purpose: Maximize profit per buyer
- Example: Premium device, luxury bundle
4. Upsell/Cross-Sell (10% of time)
- Add-ons to boost average order value
- Low price (¥19-39)
- Purpose: Increase order value
- Example: "Add this for ¥19 more (normally ¥49)"
Lineup Flow:
Low-price hook → Core product 1 → Core product 2 →
Profit product → Upsell → Closing scarcity
Promotion Timeline:
7 Days Before:
- Post teaser: "Something big coming June 15..."
- Hint at product category or theme
- Build anticipation without revealing details
5 Days Before:
- Announce live date and time
- Share "sneak peek" of one product
- Start countdown on posts
3 Days Before:
- Reveal full product lineup (or partial lineup)
- Share "exclusive preview" for followers who预约
- Offer early-bird bonus for first 100 who预约
1 Day Before:
- Final reminder post with full details
- Share behind-the-scenes preparation
- Create FOMO: "Only 500 sets available, 2,000+预约"
Live Day (Morning of):
- Morning reminder post
- Stories/poll to engage audience
- Last call for预约 before going live
预约 (Reservation) Strategy:
Create Urgency to Reserve:
- Limited spots: "Only 500预约 available"
- Exclusive perks: "预约 gets 20% off + free gift"
- Early access: "预约 enters 10 minutes before public"
- Deposit system: "¥10 deposit locks lowest price"
预约 Perks:
✅ Lowest price of the day (usually 10-20% off live price)
✅ Free gift or bonus item
✅ Early access before public
✅ Guaranteed stock (even if sells out)
✅ Exclusive Q&A during live
Promotion Channels:
- Xiaohongshu posts (3-4 posts leading up)
- Stories (daily countdowns, behind-the-scenes)
- Direct messages to top followers/engagers
- Collaborators/partners promote to their audiences
Technical Preparation:
Equipment Checklist:
✅ Stable internet (WiFi + 5G backup)
✅ Ring light or softbox lighting
✅ External microphone (better audio)
✅ Tripod or stable phone mount
✅ Backup phone/charger (2-3 hour battery)
✅ Product display area (clean background, good lighting)
✅ Test products (open, ready to demo)
Platform Setup:
✅ Enable live shopping (add products to shop tab)
✅ Set up product links (one-click purchase)
✅ Test stream quality (do 5-min test stream)
✅ Prepare moderation (block spam, manage chat)
✅ Have assistant monitor comments and questions
Hook Viewers Immediately:
Opening Script Template:
"Hey everyone! Welcome to the [THEME] LIVE MASTERCLASS!
Today ONLY:
🎁 3 exclusive products
💰 Up to 60% off retail
⏰ Limited to 500 sets per product
🚀 First 10 minutes: Exclusive bonus for viewers NOW!
Already [X] thousand people预约, who's excited?
Drop a '🔥' if you're ready for some insane deals!
Timer starts NOW - you don't want to miss this!"
Create Urgency in Opening:
Time-Limited Offers:
- "First 10 minutes: 20% off everything, timer starts NOW!"
- "First 100 orders get free gift worth ¥89"
- "Price goes up 10% every 30 minutes"
- "Only 500 units available, 2,000+ in预约"
Scarcity Tactics:
- Show real-time inventory counter
- "Already sold 50 units in first 3 minutes!"
- "Comment 'SAVED' to lock this price before it's gone"
- Display units remaining: "450 LEFT → 380 LEFT → 300 LEFT"
Social Proof:
- "10,000+ tuned in last time, let's beat it today!"
- Show viewer count growing
- Share real-time comments and purchases
- "User123 just bought! Who's next?"
Establish Credibility:
Build Trust Fast:
- Show face and personality immediately
- Share credentials: "3 years in skincare, helped 10,000+ customers"
- Display before/afters: "These are my actual results from 8 weeks"
- Mention authenticity: "Not sponsored, these are products I actually use"
- Offer guarantee: "30-day money back, no questions asked"
Address Skepticism:
- "I know what you're thinking: 'Another live sales pitch'
But here's why this is different: [unique value]"
- "Tried everything? Me too. That's why I'm sharing what
actually worked after ¥10,000+ of trial and error"
- "Not sponsored - in fact, I bought these with my own money
because I believe in them that much"
Product Presentation Structure (30-60 minutes per product):
1. Introduction (3-5 minutes)
- Hook: "Struggle with [problem]? This product changed everything"
- Timeline: "After 8 weeks of using this, here's what happened"
- Credibility: "Before/after proof right here on screen"
- Engagement: "Drop 'YES' if this sounds like you"
2. Problem Deep Dive (5-8 minutes)
- Relatable struggle: "I know how frustrating [problem] is..."
- Failed attempts: "Tried 15+ products, wasted ¥2000+..."
- Emotional impact: "Felt hopeless, almost gave up..."
- Audience validation: "Who else has been there? Comment below"
3. Solution Discovery (5-8 minutes)
- Discovery moment: "Then I discovered [key ingredient/feature]..."
- Skepticism addressed: "I was skeptical too, but..."
- First results: "First week I didn't notice much, but by week 3..."
- Transformation: "8 weeks later, problem that plagued me for years? Gone."
4. Product Demonstration (8-12 minutes)
- Live demo: "Watch me apply it right now..."
- Close-up shots: "See this texture? Here's why it matters..."
- Usage tips: "Common mistake: using too much. Here's the right amount..."
- Before/after: "Left side: before, Right side: after (8 weeks later)"
5. Social Proof (5-8 minutes)
- Testimonials: "User Sarah said: 'Best purchase I ever made'"
- Comments: "Look at these comments from today's viewers..."
- Quantity sold: "Already sold 150 units, 350 left!"
- FOMO: "Price goes up in 10 minutes, comment 'LOCK' now"
6. Offer Presentation (3-5 minutes)
- Regular price vs live price: "Normally ¥199, today only ¥89"
- Bonus/Gift: "Plus free gift worth ¥49 for next 20 orders"
- Scarcity: "Only 500 units, 150 already sold"
- Guarantee: "30-day money back, love it or refund"
- CTA: "Click product link below NOW to lock this price"
Engagement Throughout Presentation:
Continuous Interaction:
- Ask questions: "Dry skin or oily skin? Comment below!"
- Respond to comments: "User123 asks if it works for sensitive skin -
yes! I have sensitive skin too, here's my experience..."
- Poll audience: "How many of you have tried [problem solution]?
Vote 1 for yes, 2 for no"
- Call out purchases: "Congratulations User456, you just locked
the lowest price! Who's next?"
Pacing Techniques:
- Change energy every 10 minutes
- Switch between teaching mode and selling mode
- Use countdown timers for urgency
- Vary voice tone (excited → serious → excited)
- Move around, show product from different angles
Demonstration Best Practices:
Visual Demonstration Tips:
✅ Good lighting (ring light + natural light if possible)
✅ Close-up shots (show texture, application, results)
✅ Live application (don't just talk about it, do it live)
✅ Before/after comparison (same lighting, same angle)
✅ Show actual quantity (don't exaggerate amount)
✅ Demonstrate proper use (common mistakes vs correct method)
Audio Tips:
✅ Speak clearly and enthusiastically
✅ Vary tone (excited for offers, serious for problems)
✅ Use pauses for emphasis
✅ Repeat key information (price, scarcity, guarantee)
✅ Call viewers by name when responding to comments
Common Demo Mistakes:
❌ Poor lighting (can't see product clearly)
❌ Talking about product without showing it
❌ Exaggerating quantity (using 5x amount)
❌ Not showing proper application method
❌ Boring monotone voice
❌ Ignoring comments and questions
Final Scarcity Push:
Scarcity Tactics:
"FINAL CALL:
- Only 47 units left across all products
- Price goes up 20% in 10 minutes
- After this live, back to regular price
- Free gifts expire when live ends
This is your LAST CHANCE at these prices.
I'm not lying when I say I've never offered prices this low,
and I probably never will again.
Timer starting NOW: 10... 9... 8..."
[Show countdown timer on screen]
Real-time inventory:
Product A: 12 LEFT
Product B: 28 LEFT
Product C: 7 LEFT
Gone = Gone. No restocks at this price."
Recap and Remind:
Quick Recap (fast-paced):
"Let me quickly remind you what you're getting:
DEAL 1: [Product A]
- Regular: ¥199
- Today: ¥89 (55% off!)
- Only 12 left
- Includes: Free gift + free shipping
DEAL 2: [Product B]
- Regular: ¥299
- Today: ¥129 (57% off!)
- Only 28 left
- Best-seller, 4.9/5 rating
DEAL 3: [Product C]
- Regular: ¥399
- Today: ¥199 (50% off!)
- Only 7 left
- Premium product, lowest price ever
Total value: ¥897
Today's price: ¥417 (53% off!)
Plus ¥147 in free gifts
Final price: ¥417 for ¥897+ value
Crazy deal, gone in [7 minutes]."
[Continue countdown and show inventory decreasing]
Last-Minute Incentives:
Final Push Offers:
- "Last 50 orders get additional ¥20 coupon for next purchase"
- "Share this live to your story, get ¥10 off instantly"
- "Buy all 3 products, get additional 15% off bundle"
- "Order in next 5 minutes, enter my personal draw to win
[bonus product worth ¥199]"
Gamification:
- "Guess final viewer count, closest wins ¥100 coupon"
- "Share screenshot of your order, I'll reply with personal
skincare routine"
- "Tag 3 friends in comments, unlock hidden bonus deal"
Next Live Teaser:
Build Anticipation for Next Live:
"This has been INCREDIBLE - you guys are amazing!
Thank you to everyone who ordered!
Quick update: We're already planning next live stream.
Mark your calendars for [Date] - we're doing [THEME].
Even bigger deals, more products, exclusive for followers.
Turn on notifications so you don't miss it.
Comment 'NEXT' if you want me to DM you when I go live next time!
Okay, last 30 seconds - final call at these prices!
5... 4... 3... 2... 1... AND WE'RE LIVE!
[Wait, wrong]... AND WE'RE DONE!
Thank you so much! Love you all, bye! ❤️"
Immediate Follow-Up (Same Day):
Thank You Post:
"THANK YOU to everyone who tuned in!
We had 12,000+ viewers, sold 450+ units, YOU GUYS ARE AMAZING!
Sold out? Don't worry - restocking in 3 days.
Turn on notifications to be first to know.
Didn't order? Products back at regular price (sorry!),
but I'll do another live soon with new deals.
Comment 'NEXT LIVE' if you want me to notify you next time!"
Order Fulfillment:
Day 1: Confirm all orders, send shipping estimates
Day 2: Ship all orders (48-hour shipping goal)
Day 3: Send tracking numbers
Day 7: Follow-up email/message: "How's it working?"
Day 30: Request reviews, testimonials
Analyze Performance:
Key Metrics to Track:
- Peak concurrent viewers
- Total watch time (average viewer duration)
- Total GMV (Gross Merchandise Value)
- Conversion rate (viewers → buyers)
- Average order value
- Products sold (breakdown by SKU)
- Comments and questions asked
- Technical issues (if any)
Optimization Insights:
- Which product had highest conversion? Why?
- At what minute did most viewers leave? Fix for next live
- What questions came up repeatedly? Address in content
- Which urgency tactic worked best? Repeat next time
| Mistake | Why Happens | Fix |
|---|---|---|
| No preparation, "winging it" | Feels more authentic | Preparation = confidence. Viewers trust organized hosts |
| Talking too much, not demonstrating | Easier to talk than demo | Show, don't just tell. Live demos convert 2x better |
| Ignoring comments and questions | Focused on script | Engagement builds community and trust |
| No urgency or scarcity | Fear of being pushy | Limited-time offers are expected in live commerce |
| Poor lighting or audio | Overlooked technical | Bad quality = unprofessional, low trust |
| Selling too hard, no value | Desperate for sales | Give value first (education), sell second |
| Wrong product mix | Chose what's available | Balance low-price hooks with high-margin profit products |
| Going too long (4+ hours) | Want to maximize time | Viewer attention drops after 2-3 hours |
| Not practicing demos | Will figure it out live | Practice 3-5 times to appear smooth and confident |
| Forgetting CTA or product link | Focused on content | Repeat CTA every 3-5 minutes, always show product link |
| No post-live follow-up | Exhausted after live | Follow-up builds loyalty and repeat customers |
Case Study: First Live Stream Success
Data-Backed Insights:
REQUIRED: Use product-selection (select products to sell in live stream) REQUIRED: Use seeding-content-creation (create content to promote live stream)
Recommended for live commerce:
Use livestream-sales AFTER:
Related e-commerce skills: