How To Be A Good Livestreamer With Dr. ELO

 

TLEP 43 | Be A Good Livestreamer

 

Dr. Efrain Lopez (aka Dr. ELO) is a Doctor of Management, livestreaming strategist, researcher, and consultant for Be.Live. He live streams on Tuesdays at 4 pm EST on the Be.Live platforms. You can find Dr. ELO multi-streaming on YouTube, Facebook, and LinkedIn on Wednesdays at 6 pm EST.

 

Hear how he handles unexpected issues during a live stream and what he does to prepare for bad tech days. Get tips on starting out with live events and how to learn how to be good at hosting. Learn about building a live audience using consistency. Discover tips on getting to know your audience so you can optimize your streams and understand their pain points. Uncover the difference between selling, showcasing, and giving value to viewers. Find out what Dr. ELO expects for the future of live commerce and how he stays relevant with trends within online sales. Gain an understanding of how to get started and struct your streams, plus the benefits of going live every day.

 

 The US livestreaming market is expected to hit $25 billion by 2023. That’s why now is the time to build your skills, understand the medium, and ensure that your livestreams are successful.

How To Be A Good Livestreamer With Dr. ELO

Our special guest goes by a couple of different names. Dr. Efrain Lopez, also known as Dr. ELO. He is a Doctor of Management, Live Streaming Strategist, researcher, and consultant for Be.Live. He streams on Tuesdays at 4:00 PM Eastern on the Be.Live platforms. Is that still accurate because livestreaming changes constantly? Are you still consistent?

That’s accurate. I keep it up-to-date, yes. 

We released our episodes on Tuesday, so we’re in sync. You can find him multi-streaming on YouTube, Facebook, and LinkedIn on Wednesdays at 6:00 PM Eastern Time. Is that still right? 

That is still right. I did change it because I had a medical appointment, but that is the normal time that I go live. 

As we know, being consistent with your timing makes a big difference for your audience. We’re going to make it super simple for our audience. Nicolas, would you catch us up to date on what’s going on with the company before we dive into this conversation? 

I’m pretty excited about the conversation with Dr. ELO. I’m super interested to talk about live shopping. Before we go there, I wanted to share some updates with us. We launched a new retail media embed. That’s enabling company that brands or publishers that wants to tap into the retail media trend that is out there to have an embed. It’s relatively easy to implement where they can run different video ads from different partners, add products to sell, and have the buy button right there from that video. It’s very easy to implement and to work with. We also made some great improvements to our simulcasting solution. We’re pretty excited about that. We got a couple of approval. That was the big news for us. 

I love hearing these updates, too. Even though I’m hearing it from Nicolas very frequently, there’s still so much going on. It’s pretty amazing. It’s such a great look into what startup life is like in this ever-changing world of livestreaming. That’s what we’re excited to talk with Dr. ELO about. Nicolas, I’m going to hand it back to you because you have a fantastic list of questions to ask him. Where do you want to start? 

There’s so much to ask Dr. ELO. You’re a Prime Day streamer and an Amazon streamer, too. That’s something that we haven’t talked about. You’re very well-versed in the live shopping space and the trend and all that. You did Prime Day, right? Did you? I’d love to hear from that. How did it went? Can you tell us about your experience?

When I go on my livestreams, it doesn’t take that long. I do pause for a little bit. I do have a screen that says, “I’ll be right back.” It doesn’t last more than five minutes, usually. If it does, I’ll have to reschedule. I don’t want people burning their ears. That’s what I do. This is stuff that happens all the time. When you go live, it’s not a matter of what. It’s a matter of when. 

Going live is not a matter of what; it's a matter of when. Click To Tweet

That’s so true. Thank you for being transparent about that because when I’ve gone live, I’ve had all sorts of crazy scenarios and tech issues not working properly. Acknowledging that is a great way to start off the episode because it puts you at ease. Let’s say you were on Amazon Live and it was a Prime Day, as Nicolas was getting into and it’s a timely thing, what would you do then, where you couldn’t reschedule and you had to keep going on? 

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That “I’ll be right back” screen is really important to have in your arsenal of tools. If you go live on Twitch like a lot of people do, they have that screen in there, “Be right back.” They go to the bathroom or take breaks because gamers do eight-hour streams. It’s the same thing. I have something prepared to let them know that you’re experiencing technical difficulties.

There’s stuff you can do on Canva that you can put like a guy in the middle of everywhere with no clothes, but put a little tap on wherever not to be seen. You can put funny stuff like that and make sure that you inform your audience. Let them know, “In case something happens, this is what’s going to happen.” We’re going to put a little screen, “We’re going to go to normal programming once we clear everything. Hopefully, we cleared everything.” 

How did you learn to be so smooth? Witnessing this in real-time with you is remarkable. Nicolas, something that you and I talk so much about is training people how to be good at going live. The average person, especially if they’re new to livestreaming, wouldn’t know what to do. They’d be embarrassed, uncomfortable, and panicked. You feel, to me at least, very calm. How did you train yourself to get to this state? 

Iteration. This is all practice. To be a good live streamer, you need to do it 1,000 times. You need to go through the mistakes and embarrassments. You need to put the time in to get this comfortable. The way that I do it, and I think about it as well, is we’ve been two years in the pandemic. Two years that people were inside. Everybody was talking on the phone or on Zoom calls. That’s practice. People don’t think. Everybody is prepared to do this. Everybody has been doing FaceTime, Zoom, Teams calls, whichever calls for two-plus years. There is experience doing this thing already.

TLEP 43 | Be A Good Livestreamer
Be A Good Livestreamer: To be a good livestreamer, you need to do it a thousand times. You need to go through the mistakes and the embarrassments, and you need to put time in to get comfortable.

Now people start thinking about they have 1,000 people looking at you. There are no 1,000 people looking at you. There are probably 5 or 1 if you’re starting. There’s probably nobody. You’re streaming to nobody when you’re starting and that’s okay. It’s a matter of building that community little by little and forgetting you have a large audience out there looking at you. That’s not the way it is. If it is, you don’t see them. You’re just looking at the lens. Maybe you get a couple of comments on your livestream or anything. Other than that, calm down. Take it easy and breathe. Anything can happen in livestream. Go with the flow. That’s what I do. I’d go with the flow every single time. 

It’s so interesting what you’re saying because it’s true. What we have experienced talking to brands and non-streamers is that people think that the moment you go live, you will have thousands of people showing up. All of a sudden, you’ll be that superstar coming out of nowhere like, “I’m here on the net and all of the net is looking at me.”

It’s the same way you open a store in the middle of Manhattan. If you have no sign saying, “We’re open,” no one is going to show up in your store. At the end of the day, it’s funny to see the disconnect between what people expect or anticipate in terms of audience and what the reality is. It’s interesting to hear that from you because that’s your experience and you saying plentily. If you want an audience, you have to build for that. You have to work for that audience and it’s not coming.

On that note, I’d love to go back to Prime Day and Amazon, but now we’re talking about audience specifically. I’m curious to hear from you. You are going live on YouTube and some of these other channels, but how did you build that audience? Do you have any specific tactics? How was it for you? Did you start from the zero person at first? 

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I got one word, consistency. That’s it. You get to stick with it. If you’re going to do a livestream every week at 2:00 PM or whatever every Tuesday, you get to stick to it. The way you’ve begun to get the audience is by people acknowledging that you are going live at the same time every week during the same channels. Back in the day, whenever I got out of school, I love Tom and Jerry. Tom and Jerry was at 4:00 every single day, Monday to Friday. That was my gig. Whenever I get home, I sat down. I knew that I was going to watch Tom and Jerry.

TLEP 43 | Be A Good Livestreamer
Be A Good Livestreamer: If you’re going to do a livestream every week at 2:00 PM or whatever, you need to stick to it. You begin to get an audience when people acknowledge that you are going live at the same time every week on the same channels.

It is the same deal as if you were watching television. People expect you to be there. You have to respect people’s time as well because they take time off their day to come and watch you. I started from zero or from scratch. I started a brand-new channel in 2020. Little by little, I started creating. I have maintained my Wednesdays at 6:00 PM since the beginning. People already know to tune in at 6:00 PM to YouTube, LinkedIn, or Facebook, whichever of the three, to Dr. ELO’s channel.

 

I deliver value first then I interact with the audience. You got to make sure that you’re acknowledging their questions. You’re going back and forth conversations with them as well to keep them coming back every Wednesday. You listen to them, obviously. If you listen to them, all of your topics are going to be for them and brought by them before. They’re going to provide you with all the topics that you want to discuss. It’s a matter of consistency and listening to your audience so you can deliver what they want every single week at the same time and on the same channel. Consistency is key. 

I’d love to hear more about how you listen to your audience, especially when you’re starting out. Not everybody is going to show up in the comments. Nicolas, we’ve experienced this with eStreamly recordings, where the host might ask questions and nobody replies in the comment section. What do you do if they’re not engaging that way? Are there other methods? How do you get your audience to give you feedback so that you can get to know them well? 

Polls, emails, feedback from them in real-time, and making videos. Whenever you make videos, you always get some comments back. The livestream convert themselves into videos as well and you get comments back. I got a lot of tech videos because I get asked questions about the tech. I answer those questions with a video. That’s the way to do it. Once you get the information that somebody is needing, that’s a pain point. You want to deliver some value so you can knock that pain point out. That’s what you want to do. You got to do emails. Make sure you get everybody on the email list because if YouTube or Google happens to quit, you don’t have an audience anymore because it’s on that platform.

Make sure you have your email list up-to-date. Try to get as much people as you can. If you can get more audience through that than your actual channels, that’s even better. I don’t have a huge or a large email list, but I do have the people that I recognize in each stream in there. If I want to take my community to another platform, I can email and do that. I can also send reminders. There’s a plethora of ways you can do it. On Facebook, ask questions. Open a Facebook group and make them involved. There are a bunch of things you can do to get that information.

That’s one of the reasons that at eStreamly, we thought about having the livestream on your own website because you’re creating your community on your website. Your superfan are on your website, but you’re still engaging through simulcasting as you’re doing on social media. Social media is the place of discovery and then the superfan, you want to bring them to a place where you have control. That’s the way we thought about that.

I’d love to hear from you. You do have this livestream, which is mostly from YouTube and some of those other platforms. I guess they’re more generic livestreaming. What’s the difference when you do a livestream on Amazon versus a livestream on YouTube or something? I’m assuming that one is more geared towards selling. As a streamer, was it easy for you to transition from one to the other? Do you feel that there were some extra skills that you had to learn in the process to be better with a live shopping event altogether as a streamer?

For me, at first, it was really difficult, to be very honest, because I had to put in my mind that I’m not selling. I’m showcasing a product. I’m telling people about the product. I’m providing information on the product. I have to take that selling mindset out of my head and forget about the numbers and everything else. I get to know the product and I showcase it to you. I tell you the exact details, how to use it, how it sound, if it fits correctly, and stuff like that.

You’re not selling; you’re showcasing a product. You’re telling people about the product and providing information about it. Click To Tweet

I had to concentrate more on the details than on the actual selling. Once I stopped trying to sell, that’s when I started selling, which is very funny. I wasn’t pushing the product. I was just explaining to you, in my own way, how it works. Learn how to not say, “It costs this,” because Amazon, every single day, change the prices.

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I’ve done all of this with the help of Be Live that has a sale platform inside their software. For example, they’re working on releasing a carousel that works with the Amazon Live Carousel. You can showcase those carousels outside of Amazon as well while you’re doing multi-streaming. Stuff like that helps a lot. Make sure that whatever you’re covering, it’s from something that you know. You study the product. It’s not just talking about the product.

Let’s say I’m talking about the RODECaster Pro. I’m showing you all the features. I’m giving you another camera to see the RODECaster Pro. You can see what I’m doing. I’m giving you a step-by-step of how to use the product. I’m getting you excited about the product. I’m showing you a lot of stuff that the product does. I’m just not selling. I’m letting you know how this works for me as a live streamer. I concentrate on selling stuff for live streamers. That’s what I like to do. For me, it’s not a job. It’s more of me talking about tech. That’s what I think about it. I’m not selling. In the process, I’m lucky enough that I’m making sales. Let’s put it that way.

Whitney, I don’t know if you recall when we had Tracy Hazzard from Podetize. She said, “Give value. Don’t sell.” That’s what she says or she may say it in a different way. It sounds like that’s what you’re doing. You’re providing value. You’re not trying to sell. You are all about, “How can I educate my consumer and my audience?” If they like your product, they’re going to naturally buy it. 

Not everybody is made to sell. Not everybody is born to sell. There are people that are introverts. It’s hard to talk to somebody about, “Buy this. Buy that.” It’s better to talk about the product. As I said, you showcase it. If it happens to make sales, it will. Especially on Prime Day, you can sell ice boxes through Eskimo. That day is amazing.

Not everybody is born to sell. Click To Tweet

Speaking of which, tell us about your experience on Prime Day. How was it? What did you like? First of all, was it different from a regular day? In what sense was it different? I’d love to hear from that. 

 

Prime Day for me was a bad tech day for some reason. Nothing wanted to work. One of those days where you go live and then you get a bunch of messages that your stuff is not working correctly. Your computer turns off then you turn the other one on and it’s not working. Luckily, with Be.Live, we have a cell phone platform in there that we can save the stream while we jump to the other computer, so I never lost a stream.

It was hectic plus there were a lot of people and a lot of questions at the same time. I was getting questions like crazy. I was dealing with the tech. I was sweating that day. You don’t imagine because I’ve never had a bad tech day like that one and I still make sales. I went live four times during the same day. The next day, I went live four times as well. It’s a hectic day. It’s a day that you have to work, but if you work, the benefits will pay off. The tech was driving me nuts. I was hardwired to everything. I don’t get what happened that day. It was voodoo.

We’ve all been there. That goes back to what we started off in the beginning. I’m curious. Speaking of the beginning, I don’t know if the industry is quite the right word, but livestreaming has changed over time in the last few years. Where do you think it’s going? Because you’re so involved, what are you preparing for in the future? What are you doing now to stay relevant and also be prepared for any changes? Anything that you’re expecting coming up? 

Sales is what’s going on right now. Sales is the future on the Amazon platforms. I know that Google is preparing something as well. YouTube will get into sales. That’s what’s going to happen. Right now, this trend that we have here in the Western part of the world is already happening over there in the Eastern part. I can’t remember if it’s Alibaba. I think it has the same live sales as well.

All the QVCs of the world that we used to see on TV and call by phone, this is the era right now. Everybody is going to sell. Even if it’s attached to a podcast that you’re talking about your tech or whatever you use in your podcast, sales are going to be attached to it. If you’re selling your gear or a course, everything is attached to sales. In the future, everybody needs to get ready for trying to get some sales experience or try to study it a little bit. For me, sales is the future. Amazon Live are ahead in the game. I believe Google will come right back after them. They always do. Be prepared for Google.

How do you stay educated and on your toes when it comes to sales? Do you take training? Do you study what other people are doing? How do you stay at the forefront of this all? 

I usually go to conferences. Right now, I’m going to People of Video. I’ll be there 19th through the 22nd in Albany, New York. That’s where you get all the information in there. All the big dogs are talking about, “This is coming. This and that.” I do stay relevant with a lot of big names. I go to their trainings. I pick and choose. I don’t go to every single training there is out there or seminar. I usually do that and I research as well. I’m very good at doing research. That’s what I did during my doctoral studies. I love to research stuff and stay up-to-date. I’m reading and going to this summit. It’s a mix because you can get information from anywhere. LinkedIn is a good source of information as well with newsletters.

I wonder, as a creator, and since you are putting upfront that sales is the future, do you feel that there is a shift in the way monetization is happening? In some way, when I think about sales, I’m thinking about revenue share. Right now, most of the creator economy is either through ads. Some revenue, you get through ads or from a post like a fixed or flat fee. I wonder if you had to change your mind, or if you could speak a little bit about what that entails for you being in live shopping. How is that monetization working? 

Sales is the future. Be prepared. Click To Tweet

For me, back when YouTube started, everything was about ad revenue. The YPP, YouTube Partner Program, and stuff like that, you can get money through your views and everything. I’ve monetized even before I got into the YouTube Partner Program. I do more consulting than anything else by helping people how to conquer their fears by practicing with them, giving them how to do an outline, and how to do stuff for their livestreams. I do some art on the side as well. I do art in Canva, which is not really art. That’s cheating. For me, you can monetize outside, be it consulting. That’s what I do. I do also Buy Me a Coffee and stuff like that. It’s easier to monetize outside. I have friends that are making $3,000 or $4,000 just going live once a day, five days a week in Amazon Live.

There are ways that you can monetize outside of those ad revenues. Those ad revenue things are not as hot as stuff now. I’ve seen creators with 40,000 subscribers that only make $60 a month with the YPP and then they make $4,000 on Amazon Live. If I were you or somebody that’s getting into livestreaming, I would incorporate a little bit of sales in there and probably multi-stream. I don’t know if, in the future, I saw this. I got interviewed in another podcast. That podcast was going to Amazon Live. That surprised me a lot because usually, you need to sell something that’s in the carousel or anything. I don’t know if Amazon Live is also considering taking podcasts in or not, but the format, there were 100 and something people in there watching. I was really surprised.

That’s interesting, especially on podcasting. I don’t know if you noticed, Whitney, but if I Google YouTube, it now has a podcast page. They’re organizing themself to be at the forefront of podcasting. There are some certainly interesting dynamics going on in the podcasting world and the mix of video and podcast.

There are some changes coming.

Another thing that comes to mind with all these changes and some of the things that you’ve been talking about, sometimes it feels competitive. TikTok, for example, has their live section. You go over there and there’s a live all the time. There’s always somebody live. Sometimes, when I’m scrolling through it, I’m thinking like, “What if somebody is looking for a live to watch?” You’re the luck of the draw.

It doesn’t seem like it, but I don’t want to assume that you don’t feel like there’s a competition that’s getting in the way. With so many people listening to a podcast like this and deciding that they want to do live selling and going onto a plant platform like Amazon, is it now a concern of yours that somebody is going to take your place or take your viewers, or they’re going to do things differently than you. Do you get worried about that? If you do, how do you move through those emotions and keep yourself in your own lane? 

My only competition is me. That’s the only person that I compete with. I compete with myself to be 1% better each and every day. There’s space for everybody. The world is big. It’s huge. We have billions of people. In reality, I don’t see it as competition. If I’m live, I like to concentrate more on my community and make sure that my community is being taken care of, their questions are answered, and I’m there for them once they have questions. I don’t see it like that because I don’t monetize. I do monetize on the platforms, but that’s not my focus. That’s why I don’t think about competition. The competition is me.

TLEP 43 | Be A Good Livestreamer
Be A Good Livestreamer: Your only competition is yourself. Compete with yourself to be 1% better each and every day.

As long as I’m doing my work, I’m doing my job, I’m providing that value and that content, I’m okay. I concentrate on monetizing in other ways as I was explaining before. I’m not concentrated on the TikTok program or the other programs that they have. Those for me pay the minimal. The things that pay are books, courses, and stuff that you can do on the side. Right now, I’m working on two courses. Stuff on the outside pays more and gives you more security than a program like this.

Mr. Beast probably makes thousands of dollars with the YouTube channel with ad revenue, but small creators, there are millions of small creators out there. We don’t make that much in there. We don’t concentrate on that. There are other avenues to concentrate on. That’s why I believe that my competition is myself. I need to better myself every single day, at least 1%. By the end of the year, I’m doing great. I’m more than 100. 

I’m curious to hear why did you go livestream altogether at first? Why did you say, “I want to be a creator and I want to go live?” Why you didn’t go the route of creating video content altogether and posting better video content?

I can tell you why.

I’d love that. 

You guys know Live Stream Pros, Luria and David. They used to be together in Livestream Pros. Now, Luria has Live Stream Pros. They’re amazing at this. I’ve been following them since the Geek Beat days. She was Cali Lewis back in the day. From 2018 to 2019, I was selected as a moderator for them. I started moderating their chats. I started working with them doing consultations on the side and all that stuff. I fell in love with livestreaming. That’s basically what happened. I fell in love with livestreaming and the interaction. There’s nothing like livestreaming. You can do video recordings or podcasts but you don’t have that live component in there to talk back and forth and answer questions with. That’s what got me.

Afterwards, I started in September 2020 after I did two rounds of live every day in April and live every day in August. It’s called LEDA. Those are 30 days of nonstop, one stream a day until you get proficient. I got proficient. I got comfortable. I did start ugly like everybody else, but I started. I fell in love with livestreaming. That’s why I love it so much. The interaction, I don’t think it’s replaceable with anything else. You get live sales. You get people interested back and forth. It’s not the same as making a shoppable video that sits there. It’ll make you money. It probably make you a lot more, but you don’t get to speak to anybody. For me, it’s all about interaction. 

TLEP 43 | Be A Good Livestreamer
Be A Good Livestreamer: The interaction you get with livestreaming is irreplaceable with anything else.

I love also something you say because that’s something that I have been talking a lot when I’m talking to brands and retailers. It’s the idea of going live for months. I keep telling brands that if you speak to any good creator out there that is in the livestreaming space, they all started with the same thing. They will go live for one-month every day.

That is boot camp right there. 

I’d love for you to share more about that. I’m assuming you talk to a wide variety of people and when you have a brand, how do you explain to them the idea that they need to go live every day? I think it’s so powerful. That’s where I struggle, personally. I’d love for you to take that and share why? 

Going live every day provides you the opportunity of getting better each and every day at least. If you do it for 30 days, it’s going to make you 30 times better. It’s going to make you 30 times better in less than a year. You got a month. Maybe 30 times a year, you go live. That will take you 40-something more weeks than you’re supposed to take going live every single day. For me, it’s a tradeoff. If you go 30 days live, you get the experience because you get missions every day. It’s not random stuff that you can talk about or you can blabber. It’s missions about yourself, your character, and your mission. What’s your niche stuff to get that information out of you? After you finish those 30 days, you’re prepared to start talking about your niche.

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For brands, I recommend they go live every single day until they can create a following and then they can start shifting to two times a week or probably one time a week. In the beginning, you need to be seen, you need to be heard, you need to practice, and you need to provide as much information as you can to your customers. That’s the only way to grow. Right now, I took 3 or 4 months that I was doing videos or Shorts every single day. You’ll probably see me on LinkedIn every single day keep going. I grew my LinkedIn to 400 people in a couple of months. 

Consistency, iteration, and doing it a lot of times at first will help you out in the long run. There are programs, not for brands, but for people that want to do that 30 days, so it’s called LEDA. It’s Live Every Day in April or in August. My recommendation is if you want to start strong, that’s a mini bootcamp you can do. Afterwards, you decide how many times you want to go live. It’s a good way to start and it gets you comfortable with livestreaming. Hopefully, that answers your question. I don’t need you to add.

I figured it was amazing because it validates a lot of things that we’ve talked about with the creator on the side. No one in the show had mentioned that methodology of going live every day. It’s really interesting. 

You’re not doing lives every day for an hour. You’re doing 10 or 15 minutes. It depends. It starts growing on you and then you start getting more comfortable. By the end of day 30, you’re doing an hour. It’s little by little. 

I love you saying that. That was the question I was trying to get into. When you go live, how do you see the length of the live? For instance, when you go live on LinkedIn, YouTube, and all those platforms, there’s a difference versus going on Amazon. Do you feel that you have more rotation on the viewer in the shopping environment versus the more conversational environment that YouTube could be in? 

I do a show every Tuesday and Wednesday. I keep it to around 30 to 40 minutes because people will start to get bored and you’ll notice a drop. Around the 35-minute mark, they’ll start dropping off and start looking for something else. Unless you’re doing a game or interacting like playing Uno I guess. I don’t know if they play that. You need to keep it a little bit shorter. When you’re doing Amazon Lives, two hours is the key right there. Two hours is the sweet spot. In two hours, you can present your whole carousel and you can talk and answer questions to the audience about those products. You don’t want to rush while you’re selling something.

TLEP 43 | Be A Good Livestreamer
Be A Good Livestreamer: You need to keep it a little bit shorter, maybe around 30 to 40 minutes, because people will start to get bored.

If I was selling this pod mic, I want to tell you exactly everything about it. Even if there’s stuff that is technical that some people will say, “I don’t understand that.” There’s another group that is going to say, “This has 17 ohms or whatever,” so people will know. I say ten products for two hours. It gives you exactly the time and you provide the exact value to the people with that time. That’s what I do.

I do ten. After I do those ten, if there’s any time that’s left, I’ll start talking about products that people are asking for if they don’t have any questions until I complete those two hours. You should do at least two hours of Amazon Live. That’s the sweet spot. I have a friend, Kevin, who does probably four streams a day. Those four streams are two hours each. Is it a lot? Yes, but it’s an eight-hour day split up into four Amazon Lives, and he’s doing a lot of money with it.

It’s interesting because I was not expecting this answer, to be frank with you. We had a various number of guests in our show and we also happen to own some live shopping. What we are seeing is the audience doesn’t stick for very long. It’s all about that rotation. It’s intro, presenting the product, the value prop, and conclusion. You loop again. You do those 6 to 10 minutes increments and you’re trying to rotate. What you’re saying is, “I’m having those ten products. I’m going to present them over the course of two hours.” Are you seeing the shopper staying for that two hours on Amazon, or do you see them staying short? I’m curious to hear from them. 

They come and go and come back. That’s what I’ve seen. They go elsewhere. If they’re not sure about the product that they want to see or they’re interested in, they’ll come back. You can see the subscribers whenever they follow you. Afterwards, in 30 minutes, they start commenting on a product that you’re showcasing now. They follow and then leave, do their own thing. Whenever they come back, if they’re showcasing the product that they want, they’ll start talking about it. That’s what I’ve seen, at least in my experience and my friend Kevin’s experience as well. He’s the master.

He’s the one that does all the crazy sales. I check him out and that’s what I’ve seen in on his streams as well. I’ve learned a little bit from him. I had it incorporated into my own. In my experience, two hours is the sweet spot right there. You can do more. Remember, back in the day, QVC was there all day on television. I can’t do that. I don’t have the stamina nor does everybody. Everything is based on opinion. Everybody got their own style. In my opinion, two hours is perfect with ten products. 

All of your insights are so helpful.

Thank you.

Thinking through the process for somebody who’s considering this or who wants to improve it, it’s so nice to listen to you because you make it sound, not only fairly easy, although the actual execution is not always easy, but easy enough to get started, refine it, stay with it, and get some of these big benefits. I’m so grateful to have this conversation because it’s common for people to have a lot of objections.

One of our big games with this show is to get them through the tough parts and try it out. I love the advice about being consistent and trying to go live every day in the beginning just to see the results. I wish that August wasn’t right behind us. April feels a little far away, Nicolas. I bet you, Nicolas is wondering if can we have a go-live every day in November or December? Certainly, you could go live every day at any time of year. If you want accountability, sometimes, it’s nice to have a group of people with you. I don’t have any further questions. I’m not sure about you, Nicolas. Before we wrap up, is there anything else that you would leave our audience with, whether they’re a creator or a brand that’s considering live shopping? What would your partying piece of advice be for them? 

My parting advice is that everybody starts ugly. Everybody makes mistakes at the beginning. With time, iteration, and a lot of practice, people perfect their styles. Believe me, there’s an audience for you out there. It doesn’t matter who you are. There’s always somebody out there waiting to ask you questions about a product and people that adapt to your style. Go ahead. Start going live, start selling, start showcasing those products, and forget about the rest. 

There's an audience for you out there. It doesn't matter who you are; there's always somebody waiting to ask you questions about a product. Click To Tweet

I appreciate how eloquent you are. It is so clear that you feel confident and experienced. This has been a wonderful discussion with you. Thank you so much for taking the time to chat with us, educate our audience, and add so much value to the livestreaming world.

I’m so honored to be in the show. Thank you so much. 

We’ll have another guest for you next week. If you want to stay up-to-date on what’s going on in the live commerce world, please subscribe to the show to get notified whenever we have more valuable advice for you. Thanks again for tuning in. Thanks to Nicolas and Dr. ELO for being here. We’ll see you soon.

 

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