这些安卓推广的渠道内幕避坑心得,也就他敢说了

事实上从去年下半年开始,整个安卓市场的流量,不论是质还是量都得到了比较大的提升!
鸟哥笔记,ASO,戎斌源,APP推广,ASO优化,应用商店

 本文整理自鸟哥笔记线下公开课“流量攻坚战”-嘉宾戎斌源老师现场分享。

今天给大家分享的是安卓的市场,为什么要说这个东西,如果是一年前有人跟我说有人在做推广,推广你的APP好好做一下安卓市场,我一定说他是不是脑子进水了,不管怎么看这个数据,总觉得iOS的质量会更高,虽然获客成本稍微高一点,但是付费能力很强,留存更高,各项数据表现都觉得iOS用户好。

事实上从去年下半年开始,整个安卓市场的流量,不论是质还是量都得到了比较大的提升,所以我今天的分享都是围绕着安卓这块的量来说的。

如果说你2012年做一个微信公众号你可能今天就不在这里而是在家躺着赚钱;抖音出来你做了一个抖音号现在粉丝有三五百万你早就成了网红,所有的流量都有所谓的红利期,如果能够在流量的红旗期这个时间节点之内抓住的话,还是比较赚的一个事情。

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今天分享五个环节,第一个是为什么我说安卓流量那么不错,第二个现在整个市场上主流的安卓推广可能会有哪些渠道和手段,第三个同步一下安卓应用市场现在推广获客APP端的成本情况,第四个说一下自己踩过的坑,最后是福利时间。

一、安卓流量不可忽视

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第一个这张图是一个MobData2018年Q3出的图,这些数据有很多第三方做报告提供的数据,但是每一家出来的数据都不同,我随便取了一家机构提供的数据。去年Q3的时候,苹果市场差不多就20%,整个安卓市场占了80%的流量,这个我在说量。安卓手机的用户量是苹果的四倍,其实这张图就说了这一个,靠前的品牌可以看到华为、OPPO、vivo、小米,安卓的量有这么多。

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第二张要说的是,安卓各个不同品牌现在最主流的包括苹果,大概在哪一些区域是他的第一品牌,所谓的第一品牌在这个省份当中绝大部分的普通用户所最忠诚的手机品牌是哪一个,苹果围绕着东南地区沿海地区和东北的沿海地区吉林、辽宁。除了苹果以外可以看到大西北全是OPPO的天下,华为中部市场是他的还有黑龙江。我要问一下安卓推广要拿一个直播的用户,你推什么品牌什么厂商最合适?不就是东北老铁那块吗?要推什么品牌?苹果和华为这块,这个只是给大家做参考,现在每个城市都有自己用户最亲睐的品牌。

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第三个这是一个换机的印象,当一个用户想要换手机的时候,2018年Q1有87.8%打算换安卓,32%想换苹果。到Q3只有24%打算换苹果,有75%准备换安卓手机,前段时间华为的广告大家也看到了,人在做华为P30在看,很多人都在想要不要换一个华为的手机。按照我个人的预测我会认为接下来再换手机,这个数字还会不断的调整,甚至想换安卓手机的用户数会远远超过80%。这就意味着苹果的市场份额会越来越小,安卓的流量会越来越大。这里我说的是安卓的量大,但是质怎么样呢?

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这个是不同手机机型的价格区间,主流的几个品牌。从这张图可以想象出来很多东西,比如说小米之前用户量很大,你们要推广的时候都推小米真的好吗?其实不怎么样,小米为什么一千块手机那么多,想想很多人给自己爸妈买的手机是什么?红米,价格是700-1100,这也导致了小米一千元以下的手机有这么多。VIVO比OPPO差点,一千块的手机多一点。OPPO所有的三四线城市以下,在那些用户的眼里OPPO基本上会比VIVO高一个档次。

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我们以前开玩笑说vivo是小镇青年,OPPO是小城青年,华为高一点,苹果当然四千块以上。什么叫质?去年有一张图大家都传的特别厉害,说用苹果手机叫隐性贫困人口。当时大家很多人都觉得这是说笑,当这组数据出来的时候,是不是真的说笑。为什么苹果端贷款用户这么多,贷的这么起劲?因为穷。34%的苹果手机用户月收入不足三千块,我不说你们敢不敢信,其实很多这些报告网上都能找到,女性多一点,18-34岁是主流的,高中级以下的用户占了33%。这是一个什么概念?是一群什么样的人在用苹果手机,当然高端的也有,本科研究生收入很高的太多了,苹果手机用户就是这样一个质量。

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再往下看华为60%是男性,所有用户72%是已婚,专科和本科学历的人占了70%,华为用户比苹果手机用户学历高多了,学历这么高再去投放一个专升本的东西投合适吗?肯定没有在苹果合适,人家学历已经有了,月收入在5-20K之间,这群就是华为的用户。

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这个是OPPO的,女性58%,已婚55%,3-10K的用户占大头,专科学历占大头。

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再看VIVO,学历更低这个其实就是他们这两个手机厂商打法不一样,VIVO所打的用户就是学历更低一点,务工人员很大一部分,不是全部,你们用vivo的别骂我。当时第一个买OPPO的小姑娘觉得OPPO拍照不错,请的代言人也不错,OPPO、VIVO价位是3-10K为主,会发现VIVO3-5K的人又多了,这就是用户群体。

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这个是小米的,男性大64%,已婚的57%,本科多一点主要有36%,月收入集中在5-10K。

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前面看了这么多图片之后,你们还觉得说用安卓手机的这些用户质比苹果差吗?没有。量比苹果差吗?四倍以上。安卓算是在我眼中的红利流量池。数据显示安卓手机市场份额会越来越大,苹果手机市场份额会越来越少,收入结构安卓手机不比苹果差,说了半天就是安卓的市场还是比较不错的。

二、安卓推广渠道大全

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第二部分说安卓推广渠道大全。基本上我罗列了几个主流的SEM、信息流、互动广告、应用商店、CPA、ASO,这些都是安卓主流的线上推广方式,当然其他的要跟我说换量、公众号、免费的资料、KOL、线下、地推等等就不说了,这个只是主流的六种推广方式,我会逐一跟大家说一下每一个推广方式的大概情况,有些同学可能熟悉一两个,我希望能够做一个简单的铺垫。

(1)SEM

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SEM大家都知道,以前做PC端的时候就出来了,主要做搜索的你搜一个词百度或者搜狗直接把广告展现在前面,SEM正常合作流程是寻找代理,开户,充值,搭建帐户,制作落地页,CPC出价,数据分析,调整出价,数据分析,优化落地页,数据分析,调整出价,无限循环。SEM基本上都是返点,然后好的框架是需要抢的,尤其是黑五类的框架,框架就在那边你要投人家还问你日预算多少,要是三五千一两万的报价,代理会说你要不排队,我别的客户等着,都是三十万,五十万一天的。

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百度用户量是最大的,许多代理是可以垫款的,帐户是有质量度的,优化师是最重要的,SEM和信息流一样,优化师在我眼里是最重要的,优秀的优化师一定知道哪些词出价出多少,也知道竞品对手公司出多少钱,可以非常敏锐的捕捉到让你的成本压到无限的低。SEM就长这个样子,我特别喜欢点竞品公司的东西,不管怎么样我心里是很爽的。

(2)信息流

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信息流,三图、大图、详情,信息流渠道会有很多,合作流程一样的,找一个你想投的比如说今日头条的、腾讯、新浪、微博等等会有无数个信息流渠道,只要任何一个有流量的APP都算信息流渠道,找合适的渠道,有些直接找官方有些找代理,开户、充钱、做素材、选定项CPC、CPM出价、数据分析调整定向、数据分析、优化落地页、数据分析,优化素材无限循环。

信息流也基本都是有返点,现在今日头条和广点通普遍反馈还不错,许多代理也是可以垫款的,帐户依旧是有质量度的,选择代理是最重要的,优化师是要逼的,我自己去年在头条花了不少钱,但是特别不爽,甚至一度我觉得头条这个渠道不好,成本高数据不好。

今年做一个新的项目的时候,发现我们公司另外一个团队有一个负责推广的同事,在头条推他的产品,我说你怎么还在头条推,他说挺好的我去看了一眼数据,成本真的挺低的,后续的数据转化也不错,我惊呆了为什么那么好,他说可能你投的时候那会不好吧?我说我不知道,我又找了几个代理重新开户开始跑,最后跑下来发现有两代理跑的真不错,给我的一个感受是不同的媒体用户质量是在变,千万不要因为以前投了觉得差现在就不投了。

第二点其实是代理的问题,因为好的代理公司会有非常好的优化师。如果说你每天的预算,一个月的消耗够高才会给你配更好的优化师,其实决定你成本跟效果最大的原因就是优化师。

不同的优化师推出来的成本可能是三倍甚至五倍,正常情况可以达到三块一个A,差一点的代理差一点的优化师做出来就是六块多,七块多,你觉得这个渠道怎么做都做不下来,很有可能就是优化师的水平,不同的代理公司所擅长的行业APP也是不同的,基本上都可以问一下KA到底哪些代理适合我这个类型的产品,推荐一些,你要投一个媒体批量找三五个,甚至八个十个同时跑。

(3)互动广告

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互动广告长这样,各种从天而降的红包转盘,点一下肯定会中奖,中的可能是二类电商的,可能是带福利的乱七八糟的东西。我想说一个什么问题,这是我个人的判断,互动广告只会越来越差,傻子不够用。你们都上过当了,知道是一个什么玩意了,再来一次你还会去吗?

不会去,你们投这个类型渠道的时候会发现用户的质量是越来越差,而且现在用户是一个存量的市场,没有足够的新增补这个傻子的圆。

但是其实还是能投的,流程还是老样子,市面上做互动广告的特别多有十几个,他们整天在干什么事?他们在创建这个模板,甚至我知道有些公司这个游戏的模板都有两三千个,为了是这个上过当了下次再换个东西再让他上一次当,合作流程是先选你要推哪个互动的渠道,然后找代理开户、充值,做素材,做选向等等。

注意事项互动广告所接入的媒体千千万,和信息流的联盟类似。这是一个什么概念,一个互动广告会接很多无数个媒体,你们自己投过都知道在测试期间或者正式投放期间你并不知道你这个广告究竟定向会投到哪一个媒体去。你们是不知道的,后台都不显示,但其实给你们运营的代理或者官方是知道的。

每一个媒体都有一个数字的编号只是不会告诉你,也不能告诉你这个广告究竟投到哪个指定的媒体去了。

在测试的时候基于双方交流的比较好的前提下,我的习惯投互动广告选三五个媒体投起来,如果这波媒体投下来效果质量好,会跟优化师说一下你不告诉我可以,但你能不能帮我记一下这三个媒体,因为我觉得这三个媒体质量还不错现保存着,再换三个媒体无限的换,你手里会储备着一堆质量不错的媒体,作用是当你要放量投放的时候,这些媒体可以跟他说第一波测过哪个,第四波哪些这些全量开起来投,这样对成本和消耗量级有一个很大的提升。

第二个投互动广告一定要强调承接页和广告的真实性匹配性,不然我告诉你送你一套房你信不信,如果你信了来了发现没送你就知道是骗子,一旦你这个广告所说的福利,APP进去之后一定要有落地页承接,新人首单优惠,首购,福利,券,甚至一元提现,加息券必须要有福利承接。质量参差不齐但是这个渠道还是可以去试,因为成本相对来说比较低。

(4)CPD

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下面一个应用商店的CPD,应用商店其实是最主流的一个推广的渠道,很多可能现在黑五的灰色地带的产品没有办法投,但是能投CPD都可以投,问题是价格还是有点点高的,质量就不说了。

CPD有各种不同的位置,有免费、奖项类、推荐类等等这个都是展示的不同位置,不同位置的用户质量是完全不一样的,这个所谓的质量包括了成本,你想这种安装有礼不就是之前积分墙1.0的东西,开机必备更适合工具类,竞选推荐和搜索题词可能是相对质量比较高的,不同的位置成本也是完全不同的。应用市场合作流程选一个要投什么商店,可能是厂商的可能是第三方的,原则是找跟你用户匹配的,怎么找你们自己想想你们APP的用户究竟大概率在哪些地方,优先测试的一定是这些应用市场。

选完之后找代理或者直接开户,充值,做定向做素材,CPD出价,数据分析调整位置,不同的应用商店适合不同的场景,不同的位置质量千差万别,价格也是千差万别。

各个应用商店一般单周或者双周都会出大盘数据报告,不同类型产品价格是多少,不同位置的流量获客成本CPD大概是多少,这些报告直接照代理要就行了。

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还有免费位置,或者说免费的东西,这是之前鸟哥笔记有两篇文章还不错节选下来,第一个是安卓时代应用市场的首发,这个是属于三年前做一个首发带大几千的量没什么问题,再早一点上万都可以,现在做一个拿个几百量就挺好了。第二个各大安卓市场可以申请加官,被搜索的时候屁股后面会有一个官字,这个可以非常大的提升你APP同曝光到下载的转化率。

(5)CPA

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CPA我个人感觉是整个推广过程当中水非常深的一个东西,市场上有无数的小渠道,也有无数个人或者小公司大公司去做这个东西的,他手里的流量在各种各样的地方,积分墙小型的应用商店,H5的站点联盟量等等,这种推广方式是你并不需要知道他是怎么帮你推的,或者在哪个媒体推的。

有些大产品要求报备位置,更多的可能位置都不需要报备,合作方式你有CPA的量?有。你要吗?要,多少钱,预付后付,你怎么考核的,最后先跑,跑完了之后每天数据反馈或者给你一个后台看用户质量怎么样,然后再结款。但是问题是什么?就是这里的量水分可以刷到你怀疑人生。

之前我推一个产品的时候,有一个CPA渠道说产品线看到外边有在推,要不要量?要。你怎么考核?他先问的是账期多久?我说后付一周就可以结,他说行你怎么考核的?我说要占量,数据比其他渠道稍微差一点没关系,他说行我能跑,还有留存。正式开始跑了之后,我看数据还不错正常的比如说我自己其他渠道,或者说裂变的渠道来的用户流程大概长成这样,他可能就比我差不多低一点也是平行类型的,我看着好像还行。

我下面一个同事是周二周三还是周几,他说:我提了一个审批你帮我批一下,是付款的。

我:哪个?

他:就那个渠道

我:质量怎么样

他:还行。

我那天也不知道在干什么,就说:你要不再看看不着急下一个礼拜再付吧。

于是就没付。

到了第二周我记得第12天的时候

他说:你帮我批一下付款审批,款要付

我说:质量你看了吗

他说:没看,你再看一眼

看完之后数据留存本来是一直涨的,到了第十天下来了。我那同事我就这样看着他。

他:算了不要了,我撤销。

后来我那同事把截图直接丢给合作伙伴,合作伙伴也很有意思看了图之后说了一句:“你们公司怎么这么变态,看11天留存。”

我那同事也很尴尬说:“这个不是要是自然量吗,你这个数据是自然量吗?一看肯定不是。

代理很有意思:“那你这个钱还给不给”

我那同事说:“你猜。”

这就是事实。为什么?CPA所有的量,让我估一下85%、90%大概都是假的,CPA的水分是非常非常大的,一个A多少钱,或者不按照这样的结算方式次流用户多少钱都给你算完,官方还要核检。很多甲方也很坏,找很多CPA跑,跑完之后质量不合格不给钱,现在圈子里面看到你看这个甲方又来骗量了,也很多,这个市场就是这样水非常深。

(6)ASO

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ASO这个我先要说一下定义,ASO的目的或者说结果其实就跟官方CPD搜索关键词的结果是一样的,在应用商店或者APP  STORE搜索某一个词的时候你的APP能够排的更靠前。

ASO的用户就是任务量,做任务是一个手段,这些用户来了质量能高吗,顺便有3-5%的留存就不错了,有10-20%的留存留下来说明你这个产品做的逆天,这只是手段目的是提高这个排名从而带来的自然量,因为这部分跟搜索题词一样来的用户是非常精准的。

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ASO分两类,一类是机刷第二类是真人积分墙。机刷就是模拟操作把你的词搞上去,这是违规的,以前叫违规现在是违法。机刷效果非常快而且能保证,第二名、第三名、第一名到榜收费,不到一分钱不收,但是要求七天起做然后选词,坏的地方是风险比较高,可能会清词清榜单,严重的还会把你APP下了,甚至把开发者帐号都封了。

上海这边还没有太多的关注,福州、深圳那块做这种机刷的公司特别多,就长左边这样,基本上当时都已经是完全定义成违法就开始抓了,现在这个圈子里面在做机刷的还有,反正只要利益足够高一定会有人冒这个风险,因为成本很低。

积分墙这个是真人,让一个人去每个应用市场搜某一个词,找到这个APP下载打开用三分钟,这个排名就会上升,就会带来自然量。它的缺点是速度没有机刷快,但是也还好,排名上去之后维护成本比较低,前期比机刷贵,后期比机刷便宜风险也比较小。

还有一个机刷叫做前端展示量,当一个APP上架完了之后要做的第一件事就是刷前端的展示量包括下载量和评论,小产品建议刷到30万个下载量,一百条评论就差不多了,这个主要是提升转化率的。

左边是机刷,右边是积分墙,机刷其实是不断在升级的这种手段,以前人家这么做,做了之后会发现这样都是假的效果很差,比如积分墙出去打击这些人,我们去看正常情况这个架子都有电源,只要一个手机长期插着电源的就判断是假的了,再比如当有政策下有对策,再比如说以前这个架子是固定的,我们判断一个手机只要长期在一个角度不变判断就是挂在墙上有问题,没想到这个东西一破解,架子卖疯了架子可以摇摆,这种灰产跟正儿八经的产业一个打一个防连续升级,就像杨老师说的升级时间可能真的是三天破解起来很快,不断的升级,像我们这种积分墙一个月迭代两个版本,里面有一个半个版本都是在搞防作弊的。

三、安卓推荐渠道及成本

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说一个安卓渠道的获客成本,说之前先推荐一下,如果说一个新产品或者产品要投放这几个渠道建议大家试试。比如要投SEM优先肯定是百度,百度试下来成本也不行,其他的就别试了,信息流建议是今日头条和广点通可以试一下,相对来说最近反馈还不错,互动广告电椅测试推啊,应用市场建议官方CPD和ASO真人积分墙搭配着干。

很多人很喜欢在微信群里面那个渠道成本怎么样效果好不好,我就想问一句谁会回答你,我告诉你干什么,你去市场抢量把我的成本抢上去?可能吗?不可能,除非我们两个关系真的特别好我跟你说说没关系,正常情况外面去问没有回答你的道理,我自己饭碗都不保了,再说一句难听的,我们公司做推广的都是靠钱砸出来的,任何一个做推广的经验都是靠钱养出来的,他这些经验告诉你了干什么呢?教会徒弟饿死师傅吗?所以很少有人会把这些东西告诉大家。

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我刚刚有提到一周两周的报告,这是安卓应用商店的数据,这个是大盘的数据,2019天1月24到2月23,装机必备、积分下载,搜索题词这是不同位置平均的CPD。

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再比如说还可以分的细一点这是网服行业的,视频、短视频,音乐、直播、小说等等获客成本推荐列表位置和搜索题词这两个是相对来说质量更高的位置了,没有说开机必备,成本大概是多少。

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很多理财的,P2P、贷款等等很全。

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育儿、母婴、消费、旅游、健康、咨询类的每个细分类别都有这样的报告,在投的可以看看自己投的水平是均值上还是下,没有投准备投的可以看看这个渠道CPD的成本大概是多少的。

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这个是ASO的成本,因为应用市场太多了,这个是华为的。预估不同的应用商店,现在因为市场份额不同,用户量也不同所以成本可能也不同。ASO的关键词热度都是参考苹果的热度,后面有一些数据是推测的。比如说热度是多少,然后排名要打到多少,大概需要打多少量每天,每天的费用大概是多少,这个是从你的APP搜索曝光到下载的转化率,以及下载到安装激活的转化率,后面是不同热度的词搜索量是多少,下载量有多少,CPD成本大概能做到作用。

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前端下载量价格不贵,APP上架后第一件要做的就是刷一刷,大家一定要强调一个东西:安全,不同的代理公司或者有机房做这种事的人效果不一样,还是安全第一现在的策略基本上我比较保守一天就刷一万下载量也就刷的慢一点,一个月也有三十万。

四、安卓推广的999个坑

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安卓推广999个坑说一下,这是一个产品从无到有的,一个项目从无到有的过程,从有了主意,做需求调研,把产品MVP做出来,推广就要开始测试,整个运营和产品团队都在做数据分析,优化产品推广测试再循环后面才是规模投放,每一个推广人员都要看产品和项目在公司属于什么阶段,绝大部分都是推广测试阶段,一定要搞清楚推广的目的在这个阶段当中更多是为了获取数据,比如说获客的成本以及渠道的好坏,这些工作做的都是储备工作,最终的目的是为了让你为规模投放做准备,前期的推广测试都是这个目的,囤渠道控制成本心里有数。

第二个作用更多的是想要拿到用户之后看用户的质量和用户在APP的行为、付费、转化、留存复购等等,目的是推测出你这个产品的ARPU的APP值,只有你把这个值测算出来之后,这个值是十块意味着你以后所有的获客成本推广渠道必须小于等于十,你买一个量赚一块,一天形成一百万,最后就能赚一百万回来,所有的目的都是在玩数据,这是一个数字游戏。很多同学没有想明白我这个推广位干什么,就是花钱买量吗?有可能买的越快死的越快。

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在我眼里所有的产品分为两类,一类长期变现,一类短期变现,短期的比如说彩票、赌博先把用户弄进来,想办法让用户充钱在里面玩,后面再想能玩多久,因为只要一玩APP值就足够高,先提升转化提升这个产品的付费率,充值率等等转化率提高,提高完了推广储备渠道,接下来规模的投放就开始赚钱了,最后再考虑产品还能不能优化让他们活的久一点,从用户的身上多榨一点钱出来或者有多维度的变现方式嵌到产品里。

第二类长期变现的产品,我现在在做的就是新闻,最近很多人搞激励新闻、小说的项目,这种项目推广成本三块,做的好一点两块,做的差一点四块,市场占有率足够高推广成本到七块,你想一下你买一千万的量花的钱就是五千万,五千万花出去一千万用户进来,如果留存50%第二天就变成250万,这种东西是干什么?前面不可能把钱赚出来,通过用户在后期很长的一段时间内他在里面看广告,点广告,看小说,有时候充个会员,通过这些费用才能把钱赚回来,针对这类产品提升留存,第二步储备渠道,调整产品的收入结构调整你的ARPU值,最后才是规模投放。

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(1)SEM会被某些软件进行无效点击,消耗你帐户里的钱,刚刚只是说竞争公司对手我点你的消耗你的钱我开心,还有你在投的时候很多第三方人在刷你的,很多激励新闻都会有一个搜索热点新闻,可以赚大概比如说多少钱,要求点一下,搜索完以后跳出来全广告,要求搜索热点新闻并且随机查看一个新闻十秒钟就是在消耗他们的搜索词。

(2)第二个恶劣的代理会忽悠小白没有返点自己赚钱,这个已经好很多了,市场已经越来越透明了,很多第三方平台什么渠道返点最高多少,哪家公司返点多少都有列出来。

(3)百度SEM百度分了KA、中小、外部代理,如果说你这边要投,千万不要找百度的中小优化师,百度的中小的优化师的能力就呵呵。

(4)互动广告有些媒体会激励用户消耗你的钱,这也是为什么互动广告分媒体测试,正常互动广告点击抽奖抽出来一个东西恭喜你获得一等奖,现在很多媒体很坏为了赚钱,因为媒体赚钱意味着要怎么才能赚钱,媒体里的用户点击跟互动广告分钱,抽到奖用户只能点立即领取点了就消耗钱,甚至有些还会激励你领取,甚至今天看八个互动广告得到多少奖励。

(5)CPA的渠道还有更快的一开始后付所以合作,有些合作质量非常好,当你们结了三四次他说合作了一段时间,我们预充值后面会怎么样更好,现在预充值还有一个什么好处,充了之后价格降30%,你想预充值多一点划算,当你预充值一充多后面的量都是假量。

(6)CPA会有无数个可以补量的渠道,外面你们自己搜补量,群足够多,人足够多,有很多补量的渠道,补留存可以,补注册,补激活,补消费,下单,补复购,游戏充值,留电话接受电话的回访所有你想得到的都能补,也这是为什么说假流量很多。

(7)如何承诺效果的都是大猪蹄子。

(8)ASO积分墙有些会搀机刷导致你被下架,这个很难去防,终归还是很难的,能做的就是小于一块五的尽量少做,为什么我这么说给了这样一个值,因为我们去算一下一个用户做一个任务给用户有的八毛有的一块这就是成本,假设一块钱的成本,用户拿到一块拉他进来的师傅能够获得15-25%之间的返点,他的师傅能够拿到两毛到两毛五之间,也就一块两毛五的成本,再算算企业的税点企业的盈利成本和运营成本,能报出来一块五以下我不太信。

(9)第三方应用厂点官方的CPD也有猫腻,很多人说投官方的CPD总安全了吧?这个是属于我不能说太细,安卓应用商店的量多多少少也是有猫腻的,会有第四方进行消耗,至于哪些市场有哪些市场没有我不大好说,我只能告诉你们安卓应用商店怎么投了D很多,怎么D到激活转化这么差,留存这么低究竟是什么原因,你想想投的位置已经很好了,用户会从这里下应用已经说明闲得慌了,他下了会不激活吗不可能,甚至搜索位也是会不激活吗?不可能,到底是什么原因造成了这个数据这么差,就是这个原因。

(10)反正不管你用什么推广方式,现在市场上无效的流量至少高达60%。

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  要记住几个事:

(1)尤其APP在推广的时候所有渠道都建议你去测试,测试成本不要高于1万块,周期别超过两周,我的习惯要找渠道就问几个问题,第一最低充多少钱五千还是一万,能五千就五万。第二个退款周期多久,有些公司账期特别久,说能退款退三个月五个月的,第三个效果不好能不能退款,然后充一天预算放八百一千连续测十天五天就知道了,为什么我说建议所有渠道都要去试,因为钱是公司的经验是我们自己的,所有做推广人的经验和能力都是靠钱堆出来的,这就意味着你必须一边花钱一边积累自己的经验,公司老说预算一毛钱没有做免费的推广考虑换家公司或者去打磨你自己的基本功,没有钱的情况下你不注重获客成本,你会更聚焦于用户的转化率,甚至获客环节的各个转化率,这一个提升基本功非常好的时间节点。

(2)以前测过的不行不代表现在不行

(3)所有的推广机要基于数据出发,观察用户留存、使用时间,付费情况等等来判断用户质量,根据推广广告当中从MCDA等转化数据不断优化当中的素材。

(4)无数个小渠道比不上一个大渠道,刚刚测试是所有的都要测试,最终的目的是需要手里掌握着量级足够大地足够完成KPI的渠道,因为你更聚焦一旦找到了这样的渠道,基本上如果公司不是那么大,找到了这样1-2个大渠道消耗足够了,一天的渠道你消耗三五十万都可以,老板总不见得一天一百万,一个月推广费用三千万有多少公司有这样的预算。

五、福利时间

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这是我个人的一些小心得分享给大家,APP推广薪资两次最大变动,第一次2013年很多温州煤老板P2P公司开始做,我以前做HR做了六年,我们当时圈子里有一个开玩笑的话,招一个传播专员要八千块,你问他干什么的我做推广的很专业,最后问他干什么的传播应用市场八千块。第二次2016年移动互联网公司越来越多,流量红利慢慢开始消失,各个类型的企业对于这个岗位的需求越来越多。

基本上大家都有经验,做移动互联网推广这块的工作两年时间到现在,稍微机灵一点的人,开工资都开到15-20%以上,那些人的专业能力到咱们公司来面试推广的岗位给他六千块我不愿意,我宁可五千块招一个小白什么都不会自己带起来还比这样的人轻松很多。当你拿到30K和50K以后还愿意回到25K吗。

市场上的简历最近老关注拉勾,老根据招聘网站判断一个行业的兴衰,招聘决定了他的需求,现在整个感觉就非常的差。

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所以怎么办?

(1)认清现实,绅士自己的技能树,把你现在的工作全部罗列出来,你会发现其实你做的就这些事我让一个小白来交接你的工作,你手把手把所有工作内容教会他,需要多久?不超过三天,三天就能教会你手里的工作值多少钱?

(2)第二个你拥有什么,你想要什么,你愿意为此付出什么,下面这24个字可能是我几年个人的心得,人各有志,不雕朽木,不扶烂泥,不烫死猪,不翻咸鱼。

(3)突破自己的舒适区,在边缘试探的时候,大胆迈出步子,唯上喜提宝马不是笑话,代沟赚钱买楼也不是故事。

(4)甲方少来参加这样的会议,我们鸟哥笔记已经把乙方控制的很好,今天肯定还有很多乙方混进来,你们来参加这样的会有什么结果,最后很有感慨一个小时回忆两天,被二十个乙方天天来问要不要做这个要不要做那个没有任何帮助,如果要参加你能够从这个会议当中掌握一点或者两点有用的东西立马回去实践,这个就有帮助了尝试自己能改变的,忘记自己不能改变的东西,学到的东西立马用,用完了不好立马忘掉,好的东西把这个当做自己的经验,脑子里的是过程做的好不好才是结果。

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推广人员职责和增长人员职责

这两年增长的岗位从去年开始特别火,这是一个什么情况?很多做推广的人员都发现了一个事情,前几年如果说你了解线上所有渠道的玩法,我愿意花六千块找你,你拥有各个渠道对接的资源我差不多已经开到八到一万,如果各个渠道关系维护的不错能拿到最高的转点政策这个人是15K左右,花过钱踩过坑有过一定的积累愿意给到20-25K,如果一个月花个几千万出去,觉得已经不错了,还有严谨的微数据分析,但是有这样能力的人基本上被淘汰了。

现在大企业已经往增长去了,增长的职责包括了增长你的用户,但是更多增长了你的转换去,增长了你的付费率,增长用户的留存,增长了用户的体验,所有的这一切都归在增长这个岗位,所以现在作为一个增长岗位要理解业务整个公司的项目,这个APP的业务逻辑和商业模式,了解这个产品对于用户端的根本价值,了解这个产品对于变现端可能是B端C端的根本价值在哪里,你要对你的产品数据非常的了解,对你产品内部的各个转化率要非常的了解,还要平衡用户的体验和付费增长,还要用户规模和营收还要确保他博弈之间能够打平良性增长,这样的岗位是非常难的。

鸟哥笔记,ASO,戎斌源,APP推广,ASO优化,应用商店

作为一个增长人员日常工作就是这样的,提出一个假设,这是第一步比如说提升这个转化率,提升裂变环节还有很多东西,比如说裂变的页面的曝光有多少,第一步你肯定提升这个页面的PV,你参与这个裂变页面按纽的点击到裂变的PV有多少,还有自己的文件中心分享给人、群、朋友圈这里面的转化又是多少,分享出去的页面的PV到新增用户的这个转化又有多少,有无数个转化率这只是裂变一个东西,还有推广的各种MCDA会提出无数个假设,提出假设之后第二个是体验各类的产品。

我这边做推广的同事有一个习惯一个礼拜至少玩两个产品,而且把这两个产品去琢磨再琢磨,比如说开场的时候给大家做的这个小游戏,其实我们会反推出来各个原因,为什么页面在左上角,甚至为什么这个按纽的颜色是这样的,为什么引导的顺序是ACBED,为什么这个页面置空了,为什么留了一小句话,后面体验产品做自己的创意方案。

跟产品沟通,跟运营沟通,迭代完了做数据分析,还要把这个数据分析告诉,因为增长人员是很难做的,又要协调运营又要协调产品,还要协调研发和测试,很容易你说话没人理,配合很慢这个反馈其实是最有效的一个东西,不管你提出的假设最后落地之后,做了一套方案最后做出来不管这个结果是好是坏有错就要认,把最后的结果拿出来告诉大家这次增长的假设最后做出来了成果是什么,有效还是没有效,没有效我下次再努力想有效的方案出来,如果有效这是大家的功劳感谢大家的配合,当你两次这种增长的时间完成了之后你会发现你的团队非常配合你这样滚,最后传统的付费推广也还是你自己的职责。

 

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上一篇 2019-05-26 13:50
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