流量池营销:低成本获客,只需这6招

流量思维和流量池思维有什么样的区别?如何快速地打造品牌?传统企业怎么做留存呢?

流量池营销:低成本获客,只需这6招

我要讲的是关于流量池营销的6个核心观点。

做营销是非常辛苦的,因为这个行业不同的发展阶段,对从业者提出的需求是不一样的。

比如你创业时没有用户,没有客人,你要想着如何获客,如何拉新;

当你有了客人之后要想着如何运营客户,如何让客户能够一次购买,多次复购;

当用户复购之后,你要想着如何满足你产品品类的多样性,然后让用户在你这儿不断产生更多新的销售额。

同时,客户如何帮你带来好的口碑,好的裂变?

周六日、寒暑假档和春节档,大多数人都在休息,但营销行业人员就要考虑到相关的营销和促销方案。从这个意义上说,营销工作基本上是全年无休的。

一、流量的3个痛点

1. 流量变现

每一个流量都来得不容易,但来了之后,它没有变成你的销量,没有最终进行流量变现,这对企业家来讲都是亏的,相当于钱白花了。

比如今年有一些爆款型、刷屏级的案例。但它到底带来了多少真实的销量?很可能是叫好不叫座。

在每个刷屏作品的背后,我会更关心这个刷屏案例实际想要解决的问题,还有最终带来的转化。

那么这个时候对于我们真正的营销来讲,我们怎么去衡量它的效果,这是一个时机性的问题。

2. 流量陷阱

今天的流量陷阱与5年前或者10年前的已经不一样了,10年前的流量陷阱可能是病毒肉机(开3389端口的Win2K系统的服务器)。而今天的流量陷阱有可能都是真实的流量,是优质流量和垃圾流量的混拼。

为什么?

因为好的流量就那么多,所有人都在抢好的流量时,优质流量不够了,这时广告平台可能给你50%好的流量,50%的垃圾流量。

这样一来,你的流量效果可能也没那么好,这属于流量真实性的陷阱或作弊问题。

流量的漏斗转化,从开始的展现、点击、留资、潜客、订单到最后的成交过程,越扁平化层级越少,你的流量变现效果可能越好。

这是我经常讲的所见即得,我直接能够从展现进入你的订单页面,那当然更棒,没有中间这么复杂的一个交互,或者这么复杂的一个漏斗的环节。

那当然对于营销工作者来讲的话,这样的漏斗越尖,那你肯定越痛苦,因为越尖的话代表你的层级越多、流失量就越大。

3. 持续低成本获得流量

这个也是痛中之痛,因为今天的中国移动互联网时代的流量,基本上是头部集中在BAT、今日头条,但优质的流量洼地越来越少,去年的流量洼地可能是抖音,今年抖音的价格也就起来了。这样一来,就没有太多可以选择的外部流量洼地。

所以,我觉得头部集中流量洼地的减少,会让我们的流量成本越来越高

前两天有个卖燕窝的朋友跟我聊,他的燕窝怎么卖呢?他说我要通过这个信息流广告去获得一个微信加好友,成本是70块。

那70块钱获得一个微信好友,按照一般的流量漏斗来讲,可能最终只有10%的转化,那可能需要700块钱才能卖掉一瓶燕窝。

相对来讲,我认为这个模式获客成本比较高、无法持久。当然,这也是今天创业者普遍面临的一个问题:流量成本贵

二、流量池思维

我在《流量池》这本书里提的核心观点是快速建立品牌,快速获取客户,所有的企业创业者要拥有流量池思维。

我认为对很多初创型企业来讲,流量池思维可能是品效合一,生存第一的营销思维。就是你在追求品牌的同时,要追求效果,以及效果转化,就是能够尽最大可能地变现所有的流量。

那些没有存活下来的初创企业,就谈不上发展,谈不上更高阶的进化。

有时候大家会问:

流量思维和流量池思维有什么样的区别?

流量思维是一个卖方思维,我有流量,并且我能把流量转化成销量。它不是一般人能聊的,流量思维都是流量的富户、大户,是一些真正有流量的企业才配拥有的。

流量池思维其实是一个买方思维或运营型思维,它更多是希望品牌方或企业甲方拥有流量之后,通过流量的数据化、用户的运营,能够不断持续地获得低成本流量,从而部分地解决你的流量问题。

所以,我觉得对于现在的绝大部分初创型企业或传统企业,包括瑞幸咖啡,流量池思维可能是有效的。因此,我们要重视这个流量池,重视用户的运营。

我在下面会讲到具体的6个观点,这6个观点我会分成两个板块。

三、如何获取流量?

1. “流量池”和“流量源”

获取流量方面,我希望大家能够分得清“流量池”和“流量源”的问题。

今天有一些公司在讲“公域流量”和“私域流量”,“私域流量”就是自己的流量,其实也是流量池的概念。

大家可以看一下这张图,我简单地把目前市面上所有可以做的营销动作分成了这么一个上下板块。

《流量池》杨飞:低成本获客,只需这6招

我们为什么叫“流量池”?因为用户能够留存、能够数据化、能够运营起来,对企业来讲是可以真正自己拥有的、长续运营流量的地方。

“流量源”一般是基于外部、获得成本较高、而且无法进行用户运营的数据转化的一些流量。

比如微信,我讲的主要是服务号+小程序,一般不含订阅号,它是一个典型的流量池。可能对今天绝大部分的企业来讲,服务号+小程序就是一个标配的流量池。

流量源是基于外部获客的一些手段,包括我们经常讲的传统广告,像大的标牌、户外、电梯广告等,大家今天用的最多的应该是信息流、搜索引擎等数字广告。

还有我们知道的social营销,找大V、找KOL、找一些微博、微信大号来写文章。以及BD联合,通过外部的品牌联合获取流量,算是流量换流量。

我认为流量池是根基,是企业做营销的根基,流量源可能是一个外部的活水。你把这个池塘建立起来之后,从外部引流,再转化过来,效果就会比较好,持续经营的成本就会越来越低。

流量池就是你的根据地,有了根据地之后,你再扩大版图,这也是靠谱的一个动作逻辑。

2. 品牌

前两天我听到一个很悲伤的故事:

有一个朋友跟我说:“我们老板看到了《流量池》、《黑客增长》之后,把我们的品牌部裁撤了,还把我们部转到了增长部下面,要求每个品牌的动作都能带来可观的数据转化。”

我觉得这个难度是很大的。因为品牌这个东西有时候是看不清摸不着的。

在现今时代,品牌是最稳定的流量池,但又不是马上能够可观、可见、可数据化的流量池。

所以,这个地方是值得企业去投入、去打造,但同时需要多一些宽容和理解,需要对它有一定的耐心。

关于流量池时代的品牌观点,我讲几个核心观点:

第一,品牌是人心的流动。

这句话是江南春讲的,我觉得非常好。就好比我们俩要吃火锅时,明明楼下就有一家火锅店,但我仍然愿意开车去5公里之外的海底捞,这就是品牌,是品牌带来的流动感,是流量的获取。

你可能无法马上用肉眼实现数据化,但它确确实实存在。所以,就看你对它如何理解。

第二,先做名牌后做品牌。

刚才我也讲到生存第一,名牌相对品牌来讲,相对会简单一点。名牌主要是知名度,在中国这么大的人口基数基础之上,如果你的品牌有了一定的知名度,你就会立马获得关注,接着获得一定的流量,进而获得销量。

如此一来,企业就能够站住脚,获得第一步的生存。

相对来讲,做品牌难度会比较大,也会复杂一点。可能涉及到品牌更高级的、战略级的设计,涉及到品牌的情怀、文化、内涵。

所以,要先解决认知问题,再解决后面的情怀和梦想,考虑下能不能先打造出一个名牌,再通过名牌来站稳脚跟。

《流量池》杨飞:低成本获客,只需这6招

如何快速地打造品牌?我觉得有三个基本点,形成了一个非常稳定的结构,即品牌正三角。

第一点是定位:

比如特劳特的定位,虽然现在有很多质疑的声音,觉得好像每个定位成功的品牌都是花了很多钱打造出来的。

但我仍然认为定位是一种聚焦,是一种坚持,是一个心智占有,能够非常清晰地告诉用户你是干什么的,你是谁

我个人比较喜欢的,是比较有力度的定位。我个人认为,有3种定位效果非常明显。

① 差异化、竞争型定位

就明显告诉消费者,“人无我有,人有我强”,是在定位里经常使用的一个竞争型技巧。

那么这个时候你需要有一个比较强大的对标,即便消费者对你没有感觉,也会对你的对标物有感觉。

比如神州专车“除了安全什么都不会发生”,瓜子二手车的“没有中间商赚差价”。

这样,消费者就很容易对你产生一种界定。

② USP定位(自我定位),功能性为主

USP是独特销售卖点定位或者叫垂直场景定位。

像我们知道的“送礼就送脑白金”,其实是一个垂直场景,打造了一个送礼的场景;还有OPPO原来的“充电5分钟,通话2小时”;以及斯达舒的“胃痛、胃酸、胃胀,就用斯达舒”。

独特销售卖点我们也经常叫卡位型营销,就是在某种消费场景下能够第一时间想到的。

比如“渴了、累了,喝红牛”,就是一个典型的USP型定位,强化了它的提神作用。

③ 品类升维定位

有一句话叫“旧世界满足不了新的需求”,这时你就有可能迅速占领这个新需求的品类,成为品类第一。

比如互联网咖啡,像luckin coffee。

消费者可能需要在办公室里面随时喝到一杯咖啡,那我们能够满足你的需要,这个时候可能我就升级变成满足新需求的一种品类升级定位。

第二点是符号:

如何建立你的视觉锤?建立能够非常深刻植入用户内心的一个符号?这是一个技巧。

我认为品牌工作的本质就是不断打造、坚持、保护符号。

前段时间大家吐槽比较多的一个是关于铂爵旅拍的,“想去哪儿拍,就去哪儿拍”, 15秒的广告喊了3遍。大家都觉得比较恶俗,比较强硬。但没办法,15秒的广告播放单元束缚了它的需求。

在这种情况下,老板希望大家都能记住铂爵旅拍,只能强化这句slogan,这个符号。由于是李诞喊出来的,所以这个符号就变得更加特殊,从而让观众形成一定的记忆。

其实所有的符号可以分成3种,有视觉型的、听觉型的、嗅觉型的。

你去咖啡店也好,去五星级酒店也好,一进去就能闻到店里的咖啡味儿或香水味儿,这是一种嗅觉符号。

听觉符号主要是你的slogan。

视觉符号是你的logo,你的扁平化的色彩,使用单一色块,对整个消费者的冲击面会比较大;还有你的icon辅助图形,以及一些特殊的形状,都是视觉符号的资产。

比如小蓝杯的“这一杯,谁不爱”,充满了挑战的口气,跟消费者形成一个心理的对撞。

第三点是场景:

场景是定位之后扣动流量转化的一个扳机。

定位定完后,消费者可能还是感知得不具像,甚至没有具体的消费倡导和行动力。那么,在具体场景里面,你的定位就会变得比较具像,比较接地气,比较能够提高转化。

比方我们定位了神州专车的安全之后,我们针对安全打造的场景,一个是针对商务人群的接送机,一个是针对夜晚加班女性自我安全保护的需要。抓住这两个场景,就获得了生存发展的第一桶金。

接下来讲一下luckin coffee关于品牌方面的案例。

我们用一年多的时间,做到了luckin coffee 2000多家直营店。按CNBC的说法,我们应该是全球市场上发展最快的一匹咖啡独角兽。

当我们把品牌打出来的时候,可能大家觉得我们发展得很快,但是快的背后其实有很多关于这个品牌和增长的系统思考。从命名到色彩到形状到定位到垂直场景,我们大概花了6-7个月时间。

比如用动物图形来建立强视觉差异符号——鹿给人的沟通力会更强一点。

包括比较舒服、优雅的扁平化小蓝杯和潘通色卡(PANTONE)皇室蓝。我们第一天设计时,考虑到整块扁平化的视觉冲击,比较符合目前用户的手机UI习惯,大家可能会形成一个强烈的记忆。这就是符号学。

还有我们坚持使用的波点打造。比如使用icon波点,波点这种东西不算什么太大的技巧,但如果在一个白色物品或者牛皮纸袋上多上几个波点,整个视觉就会被打造得比较舒服。

符号方面,我们使用汤唯和张震的明星符号,是因为他们符合办公室商务的感觉。

场景方面,传统咖啡品牌会强调咖啡馆,强调第三空间,强调线下的用户体验,强调到店的体验。但我们卖的是咖啡,不是咖啡馆。当然我们会强调any moment(无限场景),任何时间,任何场景之下,我都可以为你带来一杯咖啡。

我们真正打造的第一个场景,是写字楼工作日。我们追求的是写字楼大堂,做的可能是30平米左右的快取店,因为首先要占领的是这个场景。

通过写字楼可以锁定周一到周五的五个工作日,这期间每天的订单比例都会越来越高,因为用户的疲劳度和人对咖啡的需求量一天比一天高,这个场景就能满足用户高频、便利的使用,相应地,这种便利性可能会带来更高的性价比。

当你建立了自己的品牌正三角之后,就可以开始你的“一上一下”了。

“一上”,就上升到品牌的最终战略层级,比如小米的5%厚道论,始终追求高性价比,它已经上升到一个企业的品牌价值观。

“一下”,就到了品牌的接触点,任何一个产品或品牌,都有多个用户接触点,这些接触点都是对你品牌的持续的赋能。

像 luckin coffee,线上触点有APP,有微信号,线下触点有门店、杯子、杯套、袋子以及门店人员等。

用户留存后,不断创造接触点上的互动,因为只有高频互动才能带来高频分享。后面会详细讲到。

3. 裂变:最低成本的获客之道

裂变其实是一个疲劳度非常高的概念,2018热度最高的两个营销词可能就是裂变和社群。但在今天,裂变仍然是最低成本的获客之道。

在这个时代,每个人有一个ID,每个人有一个二维码,有一个专属链接,从中我们就能看到每一个人带来的实际价值,以及带来的真实收益。

裂变营销的核心特点有3个:

① 社交关系链

只有在微信的时代,基于社交关系链的裂变的玩法或者模式可能才会成立,有时候它不是一个营销手段,甚至可以上升到商业模式,像拼多多、趣头条,包括一些社群电商的模式。

② 强调后付奖励

后付对企业来讲是友好的,不用预付,很大程度上减少了企业损失。

③ 强调分享

所有的裂变都是基于社交关系链的设计。那裂变的关系链是如何设计的呢?

第一种,复利式。即互惠互利式的,你好我也好。今天我们看到的无论是滴滴、美团、饿了么,还是今天的luckin coffee,基本上都是复利式的互惠设计。

luckin coffee现在做的裂变很多都是游戏裂变,你可以通过玩一个小游戏获得一张咖啡券,每天的分享量非常高。

我认为游戏裂变是目前复利式裂变分享率最高的一种方式,甚至可达到50%多的分享率,因为用户希望在一种轻度游戏过程中获得一个福利。传统裂变现在可能都已经疲劳了,分享率可能只有10%左右。

《流量池》杨飞:低成本获客,只需这6招

第二种,众筹式。即人人帮我,就是我有一个任务需要你来帮我完成,你帮我完成任务之后,我能得到一个权益,帮助我的朋友都能够享受,但也可能不能享受。

拼团就是一种典型的众筹式裂变,原则上也给企业能带来很多的拉新或者销量上的变化。

第三种,共享式。就是把我的权益进行分享,我帮人人。典型的像微信红包,我把我的钱分给你,但你要提取使用就需要安装一个微信钱包功能。

包括神州专车做的亲情账户,很多用户的账户余额比较多,但他打车的频次不够,这时候可以提醒他去邀请家人,绑定他的家人、朋友一起来打他的专车。这是一个很受欢迎的功能,绑定后用户的使用频率能够明显提升。

四、如何运营流量?

1. AARRR模型:留存第一

我们一般讲的是,首先要获客拉新,第二就是提频,即提高用户的消费频次,第三提高留存率,第四获取收入,第五病毒传播,可以理解为它现在就是裂变式的传播。

在所有这5个环节里,我认为现在最重要的是留存。首先把用户留存下来,才有可能进入提频,继而获取收入,进入裂变,通过裂变再拉新。

相当于这个模型可能会有一些实质性的顺序变化,叫从“顾客思维”到“用户思维”的转变。

《流量池》杨飞:低成本获客,只需这6招

传统的顾客思维,非常依赖外部渠道,比如沃尔玛或一个线下商城,也有可能是线上的天猫、京东。这种外部渠道最大的难度,就是你可能很难跟用户形成多次触达,让用户进行多次复购,说白了就是一次性交易。

特别是线下,客户来到这个货架,完成一次购买,用户就走掉了。并且你还无从得知这个用户是谁,很难将其数据化因而也就失去了与客户再次触达的可能。这样的话,流量就无法转化成企业的自有流量。

那么,在互联网时代,我们能不能把我们原来看不清、摸不着的顾客,变成一个你看得见,而且可以数据化、可以用户画像的这样一个用户呢?答案是肯定的。

所以,我认为移动时代的用户思维首先是先粉丝、先用户,然后再顾客

你不用追求他今天来了一定要购买,他可以先关注、先下载你、先成为你的免费用户都可以,主要是留存在你这儿,留存之后你才有机会通过有效沟通和多次触达,对这个用户进行转化、复购。同时,把这个用户做多方位的数据标签、精准画像,然后形成你的自有流量池。

这是移动时代的用户思维,在互联网时代要做一个产品,它是非常重要的。

那传统企业怎么做留存呢?

案例1:顾家沙发

原则上来讲,沙发不是一个高频的东西,买完之后就没有什么再跟你交流的必要,也就很难留存下来。

但顾家沙发发明了一种有趣的玩法:洗沙发。首先,用户必须先关注顾家沙发的服务号,注册成为会员,然后就可能会获得洗沙发的权益。

这样一来,洗沙发功能对顾客来讲就有点价值了,因为沙发是需要维修、保养和清洗的。

如此,客户就成功地留存到顾家沙发的微信服务号上了。这样就有可能发生第二次、第三次、第四次复购的可能。

案例2:安心互联网保险

之前,安心互联网保险无论通过哪个渠道卖的保险,都会给用户发一条短信,内容会写到“请登录安心保险官网,或关注安心保险公众号,查询你的保单”。

但在移动端,大家打开浏览器登录官网的习惯越来越少了,不如放弃官网直接引导关注公众号,到微信号上去查询保单,这样就更加轻量化,用户体验也更顺畅。

比如用户刚买完保险,就会收到一条提示性的短信:请立即关注安心互联网官方微信号,查找你的个人保单,保障个人权益。

就是这样一个简单的减法,所有用户基本上就全部聚集到服务号上了。如今服务号用户数已经从几万达到几十万了,每个月大概能卖到100多万保费,这比之前官微收益大了很多。

虽然粉丝量还不大,但已经买了保险的人还可以进行再次购买,可以给家人买,或自己二次购买其他险种,同时,存量粉丝还可以再裂变。

2. 存量带增量,高频带高频

存量带增量比较好理解,只要你有种子用户,就能带来增量。比如你有100万的用户,是可以带来10万的增量的。高频带高频是要分清楚的,高频的使用并不能带来高频的分享,但高频的互动可以。

接下来,给大家讲一个关于裂变的教训:

有个农民给地主打工,地主说我每个月给你一石米。农民却说“我有一个大胆的想法,你第一天给我一颗米,第二天给我两颗米,第三天四颗米,第四天八颗米……后面每天都翻一倍。”

地主想这农民傻了吧,要这么少,就答应了。后来,农民坚持了7天,终于饿死了。

为什么饿死了?因为他没有存量。如果这个农民手里本身就有一袋米,那撑到了一个月,地主可能真就破产了。

所以,存量非常重要,没有存量的情况下很难裂变。你需要有一批种子用户,才可能有第二次裂变的行为。

那么存量从哪来?存量可能从你前期的广告投放获取,它也可能来自于你第一批的邀请用户,或促销活动。

对一个企业来讲,可能最幸福的事情就是高频低价,高频低价的产品在今天肯定是比较容易去裂变分享的;高频高价也还可以,比如健身。最差的就是低频又低价,根本没法做,因为你连裂变的福利都提供不了。

所以你的整个产品设计里,首先要解决的就是频次问题。如何提频?你能不能改造你的一些产品,甚至提升产品的商业化设计,创造出一种流量型的抓手?原则上,高频低价的产品都容易去做流量抓手。

案例1:神州租车分时共享

神州租车是非常低频的,绝大部分人可能一年也就租一两次,一两次根本无法承载用户在互联网时代的社交流量。那怎么做呢?

神州租车推出了分时共享业务,可以按小时来租车,比起原来的按天租车,分时租车就比较便宜。

这样,花钱去租两个小时的车,两个小时结束后就有可能产生裂变行为,因为你分享给新的朋友后,你第一个小时可以免费。

分时共享的业务其实没有带来太大的GMV(通常称为网站成交金额,属于电商平台企业成交类指标),但它能带来20%的用户直接转化成长租,就是流量抓手带来真正有利润的产品。

案例2:微保用报告、赠险来提额

首先,定期免费赠险吸引用户参与,通过保额升级或者其他保险优惠,提高购买率。它可能是使用轻量化的保险,比如短期健康险,几百块钱就能在微信上购买。

其次,高频互动,降低取关率。

第一,它每个月会给你推送一个保险月报,会让你感觉微保时时在你身边保护你,进而对它产生一定的品牌好感或情感依赖。

第二,微保会结合场景给你推送正险,这种正险成本很低,但它可能带来高频的互动,带来更多的交叉营销。

第三,打通航旅纵横API,实时推送赠险,增加交叉营销和裂变的可能。

3. DMP+PBL,用户的运营和挖掘

① DMP

DMP简单来讲,就是用户数据标签化的管理和应用平台,今天互联网企业,包括很多传统企业,基本上都可以把用户标签化,用户画像精准化,这肯定是一个趋势。

这个平台可能不仅仅是营销部门去用,运营部门、后台的中控、供应链管理部门都可以去使用。

前两天网上有句话挺有道理的:“中台越强大,前端才能更灵活”。就是一个数据管理平台可能是底层的,也可以是中台的,它支撑你整个企业前方的运营和营销。

那么DMP的营销价值呢?

我觉得核心的有两点:第一,提升用户运营效率,无论是老用户的留存,还是老用户的复购,亦或是新用户的转化,都能够提升你的用户运营效率;第二,自动化精准营销。

《流量池》杨飞:低成本获客,只需这6招

DMP在数据方面,大概是三个模块,左边这块是它的数据源,绝大部分有价值的数据都是第一方数据,就是APP或者H5上面用户的购买行为、消费行为,这是最有价值的。

第二方数据,就是一般媒体的广告数据。到中间部分进入你的数据池部分后,我们一般就是数据的标准化:数据清洗,数据标签化,数据建模。

标签化有两种,一种是基础标签,就是你用户基本的行为特征,身份标签。一种是标签组,比方说这个客户有价值没价值,通过多组标签将其交叉出来,这是标签的功能。

到了右边就是你的DMP的使用,DMP的使用一个对外一个对内。对外的使用就是广告的投放,进行流量获取。通过数据标签,定向投放,精准、低成本地获取新用户。

对内是内部运营+挖掘。像千人千面地营销推广,完成用户沉淀、提频、唤醒等运营工作,进行精准营销。通过裂变、push等智能化、数字化手段,以老带新,低成本获取新用户。

案例:某快消品牌

它是如何使用DMP的呢?分三步:智能营销、精准投放、千人千面。

在智能营销方面,营销活动周期性自动触发,设计项目包括发券、短信、APPpush、微信消息等。

在精准投放方面,精准扩展投放人群,提高新客转化率,降低拉新成本,提高用户活跃度,减少用户流失。

千人千面的自动化触发营销,客户从注册到消费,划分4级用户属性;根据不同阶段的用户关联不同目的的营销方案;根据用户行为的标签,实施个性化营销方案,时间、营销物料更有针对性;高频测试,自动优选最佳活动方案。

到千人千面的阶段,可能是你整个界面的修改,整个用户体验的设计,这就是典型的DMP。这已经不仅仅是一个营销的问题了,可能也是整个商业模式或全链用户体验。

千人千面的微信模板消息:

比如模板消息,当你把手机号跟微信号打通之后,就可以做到one ID,以此来推送很多商业服务。

最近luckin有个活动叫百万大咖,如果你每周能够消费满七件商品,就可能在周末瓜分一个500万现金的奖金池,每期都能分到几十块钱。

《流量池》杨飞:低成本获客,只需这6招

那么这个活动里,就需要做到用户的千人千面。比如周一要开单,你送了一张神秘的五折临时券,“仅此一张,24小时内有效”;那么到了周五或者周六的时候,微信页面模板消息要提醒“您本周已经消费6件商品,只差最后1件,周日瓜分500万现金”。

这都是根据不同的人在每个阶段的不同状态,以及根据用户周一到周五的时间,给他们发送不同消息进行触发,以此大幅度提升你的用户转化。

什么叫大幅度提升呢?比如我们测试完了之后发现,这个活动我们做到第三周时,四五六件基本就中空了,用户越来越少,绝大部分用户变成了二级分化,要么是七件以上,要么是四件以下。

因为在中间这个段,我的模板消息非常精准,而用户愿意领券和消费,进而完成转化。

② PBL(Points Badges Leaderboards)

PBL就是我原来经常讲的游戏化思维的一套理论,包括点数、勋章、排行榜三个技巧,都比较重要。但在实际过程中,你可以选择最适合你的一种技巧。

点数:

我认为对于高频的APP或者高频的企业来讲,点数比较重要。点数在中国做的最好的应该是信用卡和航空公司,实行刷卡送积分、用里程兑积分,以此增加用户使用时长,提升黏度。

勋章:

它其实是点数的合集,一种可视化的成就。勋章在整个互联网企业里面经常使用,像神州的“明星专车”勋章提示,炫示分享,这就相当于一次免费的广告曝光,还有Keep运动勋章,提升用户在线时长。这都是勋章的价值。

排行榜:

排行榜其实也是一种激发用户的分享,激发用户复购欲望的一种方式,特别适合竞争型的促销或者价值型的炫耀。一个是微信运动,还有一个就是我们最近做的“百万大咖”。

“百万大咖”我们有一个前五千名可以直接得200元红包的吸引点,第一周时,只要买18件商品就可以,第二周就变成32件,因为每个人都能看见自己处在多少名,这种游戏式竞争就能让用户更主动参与。

五、总结

1. 一切产品皆要可裂变

这是我反复提到的。因为在这个时代,幸也不幸,不幸的是头部流量非常集中,流量越来越贵,幸的地方是最大的流量是免费的社交流量池。

所以,一定要找到你的产品最性感、最可社交的一个可能性,找到它的裂变可能。

2. 一切创意皆要可分享

创意最好带上用户的ID、二维码,带上用户可以识别的链接。所有创意不要只是自嗨,更多的是为了让大家分享出去,哪怕它会low一点,哪怕它会原生一点,都没关系,只要能够有传播,它就是好的。

3. 一切效果皆要溯源

你的很多效果要数据化、要可视化,用数据来运营你的整个流量,这时可能在流量红利匮乏的时代,你还能想出数据红利。

通过监测,通过DMP去看到你的这些数据后,企业才敢于投入,才知道哪个靠谱,哪个不靠谱,最后能够让你的流量打法变得比较有章法。

我本人其实做营销做了20年了,从吴彦祖都做成苏大强了,所以今天我在这里衷心希望所有的创业者不要受到流量或营销的困扰。

如果你有了自己的流量池,将用户经营好;如果你的产品很好,口碑性也很强,还有爆款,那么你的商业模式成功几率会比较高。

*文章为作者独立观点,不代表笔记侠立场。

本文为@蜜蜂学社原创,运营喵专栏作者。

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