Live Selling As A Life Skill With Patti Reilly


TLEP 34 | Live Selling


Guest Patti Reilly helps brands SELL online & on-air with confidence & purpose. She’s a live selling host with over 20 years of experience and 14,000 hours of unscripted selling and over a billion dollars in career sales, including at QVC. Patti has worked with Kim & Khloé, Jessica Simpson, Tony Robbins, Paula Abdul, Suze Orman, Sarah Blakely, and Lori Grenier. She is dedicated to helping you create & deliver a compelling multi-channel brand experience that activates customer engagement, accelerates sales, and stuns the competition.

Hear Patti discuss WIIFM (what’s in it for me) and the mental barrier people have to overcome in order to sell through live events. Learn how to keep an audience engaged during a long livestream through her “wash, rinse, repeat” framework. Discover how to lead with empathy and make it your superpower so you can sell to your dream buyer. Find out what best practices Patti learned from her experience at QVC, like finding comfort with viewers. Get tips on how to give “broadway” on camera while understanding that no one will be more excited about your product than you. Gain an understanding of the pros and cons of hiring a professional host or influencer to represent your brand or do the “heavy” work as a co-host. Uncover perspective on discounts, sales, bonuses, and other monetary incentives during live shopping.


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Live Selling As A Life Skill With Patti Reilly

In this episode, we have a very special guest named Patti Reilly. We are thrilled to have you here, Patti. Your experience is so impressive. For those that are not familiar with Patti Reilly’s work, she helps brands sell online and on air with confidence and purpose. She’s a live-selling host with years of experience and 14,000 hours of unscripted selling over $1 billion in career sales. She’s worked with Kim and Khloé, Jessica Simpson, Tony Robbins, Paula Abdul, Suze Orman, and Lori Grenier. Who haven’t you worked with, Patti? That’s one of my questions.

I love that you are so dedicated to helping people deliver a compelling multi-channel brand experience that activates customer engagement, accelerates sales, and stuns the competition. You do this through your online coaching, business strategy, and consulting services. I found you through some interviews that you had done through Ecamm Live, which is an amazing tool. I’m thrilled to hear some of your best practices, connecting with a great audience, and prepping to have great success on Live. Thanks again for joining us.

It’s my pleasure to be here. Thanks for having me.

You haven’t said the most important. Patti is also from Atlanta. Welcome.

I’ve lived here for several years. I’ve moved around a bit. QVC is located in West Chester, Pennsylvania. We used to call it The Emerald Forest because for as large of a studio as it is, broadcasting live 24/7, 364 days a year, you stumble across it in the middle of the trees. It’s crazy. It’s not a studio when you think of New York Studios. It’s this hidden little gem. I’ve lived in Atlanta and I love it here. It’s great.

We love it too. Atlanta is such a great place.

Nicolas, you had a little quick update for our audience before we dive into the questions we have for Patti.

We are at The Lead which is a trade show in New York City. It’s an interesting trade show. If you’re a brand, it’s mostly an Executive, CMO, CEO, and Senior VP that are attending. On the retail side, high-end brands or luxury brands are coming to learn about new technology for everything retail. Someone said to me that it’s a small Shoptalk. We did a whole episode about this where we resonated well with what happened at Shoptalk. If you’re in the space and you’re in Brooklyn, please come tune in. If you are a retailer in a brand, it’s a free ticket. If you are someone more on the tech side, then you probably have to pay. It’s far from free but I recommend joining this.

Nicolas, I’m continuously amazed by all the events that you go to and your dedication to learning. I can’t wait to hear your takeaways from after that event. Speaking of takeaways, let’s dive into all of the things that we’re going to learn with Patti. Patti, one place that could be helpful to start is you had written about pre-show preparation. I saw this acronym, WIIFM. I didn’t know what that meant so I looked it up. I then was like, “This is a common marketing term. How did I miss this?”

It stands for What’s In It For Me? I thought that was a good place to start because you talk so much about the benefits of live selling and helping guide brands and probably some creators or hosts on these topics. I imagine many people start with the question, “What’s In It For Me?” We also have to think about what’s in it for our audience. I’d love to hear how you talk to people about WIIFM.

I love that you’re being so transparent and saying that you didn’t know what that means because I didn’t know what it meant when I first hear it but I will tell you that I heard it years ago. It’s very familiar in my vernacular at this point and common for me to say it. To start, one of the things, even I can say about myself is to think of myself as a salesperson when I started in 2000 was not something fun for me. I didn’t like to say that I was a salesperson. I didn’t like to associate myself with sales because the stereotype of a salesperson or anyone in sales tends to be a very negative connotation. Sleazy, pushy, arrogant, con artist, and all of those things.

I’m starting here for a reason and I’ll tell you why. I had to overcome that, especially being a host on QVC. Quite clearly, I was a salesperson. Yet for some reason, I couldn’t come to terms with it, very oddly. What I do is look at sales and approach sales very differently because what you both do and what I do is of service to someone. The bottom line is out of the womb, we are selling ourselves. We cry to get attention, get fed, and get held. When we go to school, we do something to stand out, get noticed, make friends, and enter a new group. Even as an adult moving to Atlanta from California, I had to sell myself to people to make friends.

I invite people to think about selling as a life skill and not as a sales skill and understand it as something that you’re innately born with. I can help you hone that skill and feel comfortable with it. The reason that that piggybacks off of what’s in it for me is this. Everything that we do in live, even this right here, and I’ll be very honest about it, is transactional in some way. You are getting something out of it and I’m getting something out of it. Hopefully, your audience is getting something out of it. Even people who donate their time, money, valuables, and this or that, what they’re getting out of it may not be monetary and may not be something physical but it’s something emotionally satisfying.

Think about selling as a life skill and not as a sales skill, and understand it as something that you're innately born with. Click To Tweet

When you can look at it, instead of thinking of it from a selfish or a self-serving place, understand that this is how we are hardwired as human beings to survive and thrive, “What’s in it for me?” There’s nothing wrong with that. The better you have a grasp of that as somebody who is selling a service or a product, either/or, and you understand that twenty years of experience for me, gives me an edge over somebody who started several years ago. I have to be able to know what my skillset is and what service value I can bring to the table so that people can say when they cross my path, “What’s in it for me if I choose her as a coach?” 20-plus years of experience and 14,000 hours of live selling, it’s all those things.

You can’t feel bad about showcasing that experience to have the edge over someone else something else, a brand, or what have you. That’s the nature of being a human being. That’s where the What’s In It For Me? is. When I discuss this with people, I make sure that they understand that whatever it is that you’re selling, put your consumer hat on and realize looking through that consumer lens.

Anyone that goes on your website and tunes into your live is not going to wait 5 minutes, not even 2 minutes for you to get to the point. They want to know what’s in it for them out of the gate. I call that also, “Don’t bury the lead.” “Tell me how I win by doing business, exchanging my time, and devoting it to you. What do I gain?”

TLEP 34 | Live Selling
Live Selling: Don’t bury the lead.


It’s a great follow-up to an episode that we did with the Funny Sales Video guy, Joseph. Based on his experience and background, since he focused on short viral videos, he wasn’t quite sure how to give some great advice for making livestream selling as compelling. I would love to hear from you, Patti, with all your experience. If you’re on a platform like QVC or even at home using a platform like eStreamly to sell, how do you hook people in and help them understand what’s in it for them over 30 minutes to 1 hour or however long that event goes on for?

Something that I struggled with early on in my career at QVC as a newbie, I would see an hour block of time and think, “What am I going to talk about?” Here’s the beauty of this. What happens with people with our attention spans is people are tuning in and out constantly. It’s like on rotation. One of the first things I learned as a QVC host in training was this. Our selling time for headphones would be anywhere from 6 to 15 minutes. That would be an example of time. Think about six minutes to sell this and you’re like, “No problem.” Fifteen minutes, “That’s a little rougher. What do I do?”

Here’s the thing. Understand that people, especially in a live stream, their average viewing time is 2.36 minutes. I introduced this in my course too. You wash, rinse, repeat. You want to recycle your information down to reintroducing yourself, the show, what you get, and why it’s important or why you should care. Once you understand that there’s nothing wrong with that, sometimes people might have missed it. The ones that are tuning in for the long haul, most people aren’t though. Most people come, get what they need, and then leave. That’s what I learned at QVC.

It was almost like they would say, “How audacious of you to think that somebody’s going to sit there and watch you for the full 54 scripted minutes?” That’s the truth. They’re not watching the full 54 minutes of scripted TV on QVC. They’re multitasking, doing other things. They may or may not hear everything I say. Don’t be afraid. I would encourage anyone out there thinking of doing live streams to look at that wash, rinse, repeat. Recycle that information every couple of minutes. All you have to do simply is say, “If you’re tuning in, as a reminder, my name is Patti. I’m here with Whitney and Nicolas. We’re chatting about how to deliver the best live stream to set you up for success and generate sales.” Reintroduce.

The other thing I would say is to lead with empathy. One of the biggest things for me was understanding that there are so many different walks of life out there and meeting those people where they are. That’s where a lot of the buyer profiles fit into this. Whenever I have somebody encourage somebody to write up a buyer profile, I like them to physically put pen to paper and write it up. I also encourage them to grab a picture off of the internet of an actual person or better yet a family member or a friend, and attach a name to that person. That’s your audience.

When I first went on air at QVC, I’d never been on live TV before. Are you kidding me? At that time, we were over 180 million homes. Was I scared? Of course, I was. The way that I alleviated that fear was I’m looking at my computer’s green dot. At QVC, you’re looking at a big camera with a red light on. I would picture my mom or my best friend depending on what it was that I was selling to the demographic. It’s much easier when you approach it by looking at one person and thinking, “How would my mom respond to these denim leggings? Would these be her deal?”

I would talk to people in a way that would help create an experience maybe that I hadn’t experienced but understanding where they might be at that stage in their life, at that point in their day, or what they were dealing with. I don’t have kids but that doesn’t mean I can’t sell kids’ items or items to parents. I can. It’s all about leading with empathy and making that your superpower.

It's all about leading with empathy and making that your superpower. Click To Tweet

I’m taking already a bunch of notes. This has been a fantastic conversation so far. One of the things that pops up in my head when I was hearing you talking is a lot of people, and we experienced that too, have the fear of a camera or going live. You say, “Project yourself, your mom, your grandma, or whoever is on the other side of the camera.” One of the things that we’ve seen, and I wonder if you have experienced that throughout your career is, we had a couple of events. One was Saltbox. It was in a nice environment and there was an audience. It was the first time that we had an audience.

The audience all knew each other so everyone was yelling and clapping. It was super fun. It was the first time I saw that so I had a hard time to compare against other events. I wonder from your point of view. Does having an audience make a difference in the overall atmosphere and sales? Would it be something that if you have a group that is afraid or you know that your host is going to have some hesitation, would you invite them and say, “Bring someone in the other side and have that audience for you to help you out going live?”

I would say yes. I would think so. I will tell you that we did have live events at QVC because we had a separate studio there. All of QVC is a studio but we had something called an annex that was seating. Justin Bieber performed there before he was Justin Bieber. We would invite people to come. They would get tickets, go on a studio tour, and sit in the audience. I will tell you this and this might not be for everyone.

That was primarily when we had this lovely woman who is no longer with us, sadly. She had become a very good friend of mine. Some of your audience might know when I say this name. Her name was Jeanne Bice. She had a line of sweaters called Quacker Factory. This was a novelty line of sweaters that were boutique quality that she made. Living in Boca Raton, she saw these sweaters priced at $300-plus. She wanted to make them affordable for people in the $45 to $50 range. She ended up getting, I’m going to use the term, cult-like following. The seats would sell out within a couple of hours like at a Justin Bieber concert. They would sell out in minutes.

Whenever I was a host for one of those shows, to not have to be solely talking to a camera but have the audience behind the camera, elevated and pumped up my energy through the roof. I am a fan of that, whatever it is that helps somebody without distracting them. That’s why I always make people understand the value of a product blueprint and a show blueprint. You always have something to keep you on track. I can share that with you but I love the idea of that, whatever it is that could help somebody and help elevate their energy.

One of the things that I will say is, “No one will ever be more excited about your product or service than you are.” That would be like saying, “My neighbor across the street loves my dog more than me.” It’s impossible. I say that to people because you have to understand that when I would go on QVC, I would have a three-hour block of time. I’m going to give you an idea. I might have a “make life easier” show for an hour. From that show, I have to go to the fashion set and I have fashioned for an hour.

TLEP 34 | Live Selling
Live Selling: No one will ever be more excited about your product or service than you are.


Let’s say my third hour is at 8:00 and then I have a beauty show, which is my favorite. I have a 6:00, a 7:00, and an 8:00. For each show, you could have potentially up to eight guests. I’m trying to get you guys to think about this. Let’s say that I have 24 guests for those 3 shows. My guests at 8:00 have to come in before 6:00 to meet with me. I have to juggle 24 guests. How much time do you think I’m giving those people to talk with me about their product? No more than five minutes. Think about it. I can’t do the math but we’re fine. You guys get it. It would be a lot.

When they come to me, they have to be prepared with exactly what they want me to say. More importantly though, as a host, you want to know what I’m doing. I’m not listening to them because I’ve already done all this homework. I already know how to present this from a customer perspective so that it connects with a customer. I’m more concerned with how they’re going to be on air. “How’s this going to go? Is this going to be a hard sell person? Is this going to be somebody where I throw them a softball, they don’t know how to catch it, and it falls flat? Am I going to be carrying this sale?”

I want them to feel comfortable. I also say this sometimes when I feel the nerves rattling and they’re talking to me about how everything they own is on the line for this six-minute presentation, I’ve heard it all, and it can be heartbreaking. They will say to me, “If this doesn’t do well, we’re ruined.” Imagine that for eleven years you hear that. I look at them and say, “No one’s ever going to be more excited about this product than you. I need you to give me a little bit of Broadway.” They look at me and then I say, “Do you have any kids or pets?” I lead to things so that we make a connection.

If it’s a no to kids but it’s a yes to pets, suddenly you see their faces light up because I’m talking about something familiar, something that’s of value, and something that they love. There’s this instant ease that washes over them. I say, “That’s what I want you to think about. That’s who I want on this show with me, relaxed, at ease but excited.”

“No one knows your love of boats better than you. No one loves your pets more than you. No one loves your kids more than you. No one’s going to love this widget more than you. You have to go out there, give it all the passion, and remember why you started.” Sometimes that can be helpful when I take them out of that nervous energy bubble and remind them about why they started and who they’re doing this for.

We had many guests on our show and we had seen many live streams as well. Hearing you speak, we understand what can an experience do to an event. I could only imagine. The first thing that surprised me in that conversation is a lot of time, we talk content with most of our guests. You didn’t start talking content. You start talking about how we sell, what’s the skillset of selling, and all that. We talk quite a bit about that. It’s like saying live stream shopping is a skillset. It’s the ability to engage your audience in a live event and sell at the same time. You have to be good at both.

A lot of time, we focus much on how to engage audiences because naturally, our tendency has been that. You are taking the approach like, “Let’s focus on the sell.” This episode is already fantastic in that aspect. It’s good. It’s interesting what you’re saying, which is, “Take that drive that you have in you. Make it as strong and as happy as possible so you deliver this message with the most strengths.” It’s interesting because we haven’t heard that also before on our show. People haven’t told us, “Take that energy and bring that energy back to the product.” It’s fantastic advice for the audience.

That leads me to a follow-up question that I saw on your website, Patti, which sounds like it must be a common FAQ. People ask, “Do I have to be the one selling my product?” This is something Nicolas and I have discussed over time. Some brands come to eStreamly and they want someone to be hired. That’s very common. If we think about the influencer world and other live streaming platforms like some of these big marketplaces, it’s mostly some sort of a content creator, maybe a professional host selling.

What we’ve learned a lot through eStreamly is the content creators or the hired hosts are not going to be as passionate about the products either. They might like it or have some experience with it but they’re probably only knowing the products from a short amount of time of using them. What they know about them is what was provided either on the packaging and/or the bullet points sent over by the brand. There’s nothing wrong with hiring a host but I’d love to hear from you. What do you say to a brand when they’re trying to decide, should they present this live or should they hire someone to do it? What are the pros and cons?

We had it 50/50. When I first started at QVC, it was a lot of just the host and then we started bringing in more guests. They did have to go through guest training but one day isn’t going to set you up for massive confidence to go on live TV. It’s close to the entire country has access and is viewed in almost 300 million homes so it’s a lot. I like shared live streams and co-hosting live streams. Here’s what I can say and offer to any brand owner who is reading and is considering doing a live but is not sure. Your best route is to hire someone like me to be heavy. When I say the heavy, I’m the person that does the housekeeping. I’m the lead. I throw you the softballs. It would be like this. Do either one of you have pets or kids?

I do have kids.

It would be like me asking you a question that I know 100% beyond a shadow of a doubt that you know the answer to. Do you think you could make that work on live TV if you knew? Here’s the thing. In over 14,000 hours in 20 years, no one’s ever passed out and crumbled. I’ve never let anybody look bad. I tell every guest this, “I will never make you look bad. I will never let you fail. My job, first and foremost, is to make you comfortable and make you and your product shine. I take that very seriously. I will never ask you a question that you might have trouble answering on live TV. I would never do that. I am only there to make you look good.”

A lot of the product founders, entrepreneurs, and formulators are part of the selling. See, that’s why I started by telling you, “We’ve got to get over that stereotypical thinking around selling and not think of it as something bad.” They have this fear of, “How do I push? How do I ask for the sale?” You don’t have to. I will. I’ll ask for the sale. How about that? How does that sound? I would try it that way. Pretty soon, once you’ve worked with a co-host, long enough, you’re going to be perfectly fine doing it on your own. You might not even hire somebody with my experience level. You might hire somebody else and give them a list of questions. That’s fine too.

Keep that in mind, especially if it’s your first time. This is going to be the launch of your first-ever livestream and it’s representing your brand. Do what makes you feel comfortable and best. Know it’s going to make your brand look good because it’s going to be harder to come back if it doesn’t go as planned. Perception overrides reality 100% of the time. If somebody tunes in and there are all these glitches, you don’t know what you’re saying, you’re stumbling, and it’s awkward, what are the chances they’re going to come back, revisit your brand, and give you a second chance?

Perception overrides reality 100% of the time. Click To Tweet

I would spare no expense when it comes down to dollars and cents, like apples and oranges. Do I try to go it alone, risk being humiliated, and not remembering what I was supposed to say? Could I hire somebody and work in tandem with them and get used to it? Let’s have a copilot on the scene. That’s all I’m saying.

I can only resonate with that. I’ll be honest with you. Before meeting with Whitney, I never had the courage to do a show. It’s the same way. In some way, having a co-host makes you grow and lead. As a matter of fact, I recorded my first episode by myself. It’s interesting. I can only resonate with that and see the value of getting a professional that helps you. At the end of the day, as a founder, you cannot know everything. People say, “You have to wear many ads,” but there are some ads that are not worth wearing and they are professionals for that. Having and asking for help is fine and has value. It’s great that you’re saying that because it’s not often.

I have another question that we have brought up on many different topics. We had Olivia Steele who joined us. She’s more doing education for digital sales but more on the standpoint of luxury goods. The question was about pricing. “Should you discount your product for the live event?” She was like, “Absolutely not.” You want to provide an experience but she’s working with high-end brands, high-end products, and very unique crafted experiences.

On our last episode, Joseph, who is on the Funny Sales Video, his pricing was like, “Pricing is not the thing that’s going to bring people to tune in. It’s about the show and the hook.” My question to you, having done so much live stream and experience, how do you feel about pricing? Do you feel that it’s important to discount it? If yes, what’s the reason? If there is some variation to it, I’d love to have your thought on that. It’s a big element of the live stream. How do I price it?

It’s funny because I relaunched my website and put my coaching prices. As a coach, I also follow coaches and take classes because I love learning from all different angles. With this one coach, I was so concerned about how to price my course where I do my hourly rate. One of her answers to a question that wasn’t mine but I will say that it satisfied the question in my mind was somebody was asking, “I have my price at $1,500 for this course but I feel like I need to price it down. I don’t have anything at $49 or anything at $99.” Her response was, “What’s the difference between a $49.99 and a $1,500 client? What’s the difference?”

You stop for a second and she said, “Do you want to reach the $49 client? The $49 client, I hate to say this but they’re less likely to commit or follow through. I’ve had more difficulty addressing concerns for my $49 clients than with my $1,500 clients that are utilizing me for my experience or that time for money exchange. You have to understand who is your client base and be okay with that.” If I want a first-class experience, I’m that client, and I’m used to first-class experiences, I’m not going to think twice about a high-ticket item. That’s the caliber of clients. If I’m the Barneys, the Nordstrom, or the Sacks, who’s your client? You have to understand.

TLEP 34 | Live Selling
Live Selling: You have to understand who is your client base and feel okay with that.


What happens with people a lot and such a disservice to them is they try to make what they have given such broad appeal. The reality is that 25% of your audience is going to be your repeat clientele. They’re going to be the ones that are sustaining your business. It’s the smallest percentage, believe it or not. You don’t go too broad trying to appeal to everyone, because then to the high-end client that’s used to paying those ticket items, they don’t even flinch, it devalues it for them. Do you see? You have to understand and be clear on what it is that you want.

I’m working with a skincare client on a formulation from inception to ideation and all of it. I asked them what price range they were looking at. They want a $300 serum. They’ve made it blatantly clear. With creating a $300 serum, you’ve got to give me stellar packaging, stellar boxes, and exceptional customer service. You’ve got to give me the entire experience at that $300 level. It’s more about honing in on your audience and not trying to appeal to people who aren’t even interested, like knocking on the door and wrapping on the door.

For another skincare client who wanted to build an anti-aging cream in the $150 range, I had them fill out a questionnaire and said, “Who’s your demographic?” She said, “18 to 49.” I’m like, “My niece is 22 and I’m 50. What? Why would she be shopping for the same skincare cream that I am.” It’s this mentality of we don’t want to leave anybody out. That’s the wrong way to approach it. Don’t compromise.

Owning your audience and market and trying to know your customer. The question I have is also related to, “Do you do a special discount or a special offer for that live stream?” In a sense, we tend to say people come for the price and stay for the show or the host but do you feel that you have to have a discount for your live stream or live shopping event?

Bonus offer. Do you have to give them an extra or a discount? Does the financial side of it make a big difference, I guess is the other part of the question.

At the end of the day, it doesn’t. Ask anybody who receives a $ 1-an-hour increase. They’re thrilled about it for the first week and that one paycheck, and then they’re always looking for more. Here’s what I’ll say about that. Value comes in different ways. Remember that What’s In It For Me? can be physical, monetary, or emotional. For example, for me as a coach, it’s kind of a law of reciprocity.

One of the things that I do is, “In exchange for this, I’ll give you this. In exchange for your email, you have access to these six documents that are reserved for my clients.” It doesn’t have to be a price discount on the headphones. It can be, “I have an expert guest coming up for now only at 3:00. You’re going to be able to ask her any questions.” It could be that kind of bonus.

Your time is the bonus so then they can interact directly with you, which rarely happens but in real-time, you can give them the answers to their questions. If I opened up a live and say, “Ask me anything,” that’s going to be a value to somebody who’s looking in my niche to get some expertise. It doesn’t have to be a monetary exchange if that helps. You can think of other creative ways to do that. Remember, it’s the law of reciprocity. You give to receive.

That’s another thing that human beings have a hard time wrapping their minds around because we all want to think that we’re the best person alive, we’re the givers, and we’re this and that but we’re hardwired for that. If you’re willing to give away access to something like documents in exchange for an email, I’d say that’s a fair swap. It can come down to what you want it to. It does not have to be attached to a dollar amount. It could be free shipping for that show only. That’s savings but it could be a priority shipping. There are so many different opportunities there. More creative than just price, honestly.

That is so helpful, Patti. I love the way you articulate this. It’s clear that not only your experience but you found a way to take all of these live shopping moments and turn them into some actionable advice for people. It’s incredibly valuable to us. I’m linking to your coaching consulting brands strategy services, which are on your website. It looks lovely. Nice job with redoing the website. It’s always such a nice thing to have. You also have some free resources on there. I saw free calls. You’re giving away so much support and we’re very grateful. Nicolas always has a wonderful way of summarizing his takeaways. Nicolas, what would you say are your top takeaways from what Patti shared?

First of all, Patti, thank you very much. Whitney has been saying quite a bit about how much we appreciate that conversation. When I think about what you’ve been saying, first of all, I love the idea of bringing a professional host into the conversation and tagging along. That’s fantastic advice because that’s going to give you confidence as a brand or even if you’re even thinking about a creator. We were talking about that. It’s not about the shiniest creator, the best KOL, or the best influencer out there. It’s the one that’s going to resonate the most with the audience.

Having someone that has deep expertise about what live stream shopping is, is going to make a big difference. You proved that. Tagging along with that, and then maybe down the line if you want to transition to that only person, that is a perfect way but at least you get that introduction. That’s one of the best comments that you made. I also like the recycle. The watch, rinse, and repeat that you were mentioning. Recycling.

It’s funny because you were saying it’s 2.3 minutes for QVC. We see on live stream on our site more than eight minutes recycle. It’s much longer but I like what you say. You take your live. You want to have 6 to 15 minutes for your product. You recycle your intro, why you’re here, and what we are talking about. Making that intro like you did was powerful. If you haven’t gotten into a Twitter space for the audience, in the Twitter space, a lot of people are doing that. You are going to go live and then you’re watching for the live from the audio.

At some point, someone will say, “We’re going to reset the room. They’ll reiterate while we are here, while we doing this, and something.” It’s true that we never thought about bringing that to the attention of the people we work with on the live stream and it’s fantastic advice. That’s something I’m going to apply. You’ve said a lot. I will certainly reread 2 or 3 times this episode afterward.

It’s a good thing we have a transcript. Thank you again, Patti, and thank you, Nicolas, for summarizing that so well. I encourage you to sign up for Patti’s newsletter and her social media so you can keep in touch and continue learning.


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