How to Increase Your Sales on Facebook With Live Shopping


  • Kelley Cawley is a boutique proprietor in Illinois utilizing Facebook’s livestream procuring characteristic.
  • She mentioned her each day reveals boosted gross sales 88% and he or she employed extra staff to broaden manufacturing.
  • She gave her suggestions for a profitable dwell present that will get clients procuring.
  • See extra tales on Insider’s enterprise web page.

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While elevated on-line procuring has undermined in-store visitors for a lot of retailers, one small-town boutique 100 miles south of Chicago is experiencing an inverse impact.

Some clients are driving hours out of their manner to see the store in individual and take images outdoors its home windows, in accordance to its proprietor, Kelley Cawley. Visitors have an interest within the garments, however the primary draw is catching a glimpse of one of many retailer’s radiant hosts in motion throughout a Facebook livestream — during which they showcase outfits, give suggestions, and hyperlink to merchandise for viewers to purchase immediately within the app.

Cawley is a part of a rising crop of small-business homeowners who’ve realized the significance of livestream procuring. The US trade is estimated to turn into a $6 billion market this 12 months and a $25 billion one by 2023, in accordance to the analysis agency Coresight Research. For Cawley, whole on-line gross sales elevated 88% since she began livestreaming final 12 months, and the boutique’s Facebook content material now reaches thousands and thousands of individuals, she mentioned.

“Our customers are more engaged with us than ever,” Cawley advised Insider. “Live has driven so much traffic to our store and increased sales in our physical location.”

Cawley opened her eponymous boutique in LaSalle, Illinois, 17 years in the past with a spotlight on making type private via her relationships with clients. She resisted digital gross sales channels as a result of she most popular connecting with clients in individual. But when the COVID-19 pandemic closed her retailer for 2 months, she had to innovate to survive. 

First, she took her retailer on-line, as did many different entrepreneurs final 12 months. But she mentioned she knew that would not be sufficient to stand out amongst her competitors, so she ramped up the shop’s social-media presence with advertisements and shoppable posts. 

Her staff started internet hosting occasional Facebook Live occasions in May 2020 and made a each day present in November. Cawley mentioned it had been the corporate’s bread and butter ever since and he or she’s employed 4 extra part-time staff to broaden manufacturing. “Live has really saved our business,” she mentioned.

The boutique’s Facebook content material reaches hundreds each month and hit greater than 1 million views in May alone, in accordance to paperwork reviewed by Insider.

“We went from 2,000 to a million people, and I promise you, the reason is because of live shopping,” she mentioned.

Additionally, 44% of on-line gross sales had been made throughout a livestream or inside two hours after, Cawley mentioned. The common order worth elevated by 26% since final 12 months.

“If you put the work in, have the passion, make it personal, and you’re consistent, I promise you other small businesses will find the same winning strategy that we had,” she mentioned.

Cawley gave her suggestions for a profitable livestream present that engages viewers and will get gross sales.

Business owner Kelley Cawley smiles in a snakeskin pattern blouse.

Cawley is the founder and proprietor of Kelley Cawley boutique.

Courtesy of Kelley Cawley


1. Hire a staff of ‘dwell geeks’ to host reveals

When Cawley realized her livestream reveals had been a success, she expanded her staff to guarantee they may produce high-quality content material on daily basis. “We’ve become like live geeks,” she mentioned. “There truly is a formula and a science to it.”

Her first precedence in hiring was interesting to ladies of all sizes and ages, Cawley mentioned. Next, the hosts wanted to be comfy in entrance of a digicam and possess data in regards to the merchandise. Lastly, they wanted to give you the chance to communicate for the model. “This is our way of still telling our customers what we stand for,” she mentioned. 

Prospective hosts did not have to examine all of these packing containers within the interview course of, she added. She’s keen to practice her staff to have the abilities they want for the job.

2. Set your schedule and promote your dwell occasion

When figuring out your schedule for going dwell, you should utilize Facebook analytics to discover the occasions your followers are often on-line. Don’t be afraid to experiment with different occasions to good what works together with your viewers, Cawley added.

She advises manufacturers to schedule and market their dwell reveals not less than three days beforehand to guarantee they get sufficient publicity. You can even put up teaser content material, like a sneak preview of the merchandise that will probably be on the present.

Street view of a women's clothing boutique.

Outside the Kelley Cawley flagship retailer in LaSalle, Illinois.

Courtesy of Kelley Cawley


three. Prep your area and product choice

Cawley and her staff use the retail retailer as their set, with only a few items of apparatus. For every livestream, they arrange two telephones, every on a ring-light tripod. One gadget streams to Facebook and the opposite to Instagram.

They arrange a clothes rack with all of the merchandise they’re showcasing in units of two — the host wears one to present the match, and the opposite stays on the hanger to present extra views. They be certain all of the clothes is steamed and presentable earlier than going dwell.

They usually mannequin three to 5 items of clothes and some equipment to pair with them per present. Cawley suggests selecting the items you realize will probably be well-liked when figuring out which merchandise to spotlight.

“We are now switching our buying strategy because we realized that we could be selling even more on Live because we sell out so quickly,” she mentioned.

four. Build credibility and experience

Cawley spends a number of time prepping hosts earlier than a present as a result of it is essential to be particular about merchandise on-line. “Anybody can go on Live and talk generally about something, but the customer’s buy-in really comes in when you gain their attention,” she mentioned.

Each host doubles as a stylist, somebody whom clients can belief to make strategies and suggestions. This is why hosts want product data. They should be in a position to communicate as an knowledgeable in regards to the clothes and reply questions viewers could have. For instance, they want to know which supplies a shirt is made from or whether or not a costume matches true to measurement. 

“It makes online shopping such a breeze,” she mentioned. “We’re right there with them.”

Seven women on the Kelley Cawley team sit together and smile in a group photo.

Cawley and 6 of her staff contribute to the shop’s Facebook Live procuring staff.

Courtesy of Kelley Cawley


5. Have backup help 

Aside from the on-screen host, a staff of about three works behind the scenes to guarantee every part goes easily. The group stands by to reply to questions and deal with any technical points that come up. 

“The team is always standing by answering questions on the feed, should a host miss one, because sometimes the questions are really rolling fast,” Cawley mentioned.

But she mentioned not to sweat it if any mishaps interrupt your livestream. “We found audiences kind of love those moments when you do have issues because they realize that it truly is live,” she mentioned. 

6. Make it private

One of a very powerful components of a very good dwell present is making a private reference to the viewers, Cawley mentioned. “You have to get the person on the other side to find a connection to you and to the brand,” she added. 

Cawley mentioned she’d undergo feedback after a present she hosted and reply each query she could have missed in the course of the broadcast. “I really want to bring that personal side to my brand like, ‘Wow, she took the time afterwards to go on and respond to me,'” she mentioned.

Inside a women's clothing store, a round table displays shoes and jewelry.

Inside the Kelley Cawley flagship retailer.

Courtesy of Kelley Cawley


7. Lengthen your broadcast

While some livestream sellers go so long as 5 hours for one or two days per week, Cawley’s each day reveals are usually between 20 and 30 minutes. But if you don’t get sufficient traction with a brief present, attempt making it longer, she mentioned. Cawley follows a easy system: Increased viewers and elevated engagement means elevated conversion. 

“If you have a short broadcast, you’re kind of shooting yourself in the foot,” she mentioned. “The longer streaming, the more chance you have for people to join.”

eight. Be constant

Lastly, Cawley mentioned it was necessary to keep according to livestreams, even in case you do not see success instantly. If you turn up your schedule an excessive amount of or miss commonly scheduled streams, viewers will get confused and lose curiosity. 

“If you’re not consistent, your following isn’t going to be as strong,” she mentioned. “It took us time to get to this point, but you have to start somewhere.” 



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