设计者要懂的用户增长

编辑导语:产品设计往往需要参与到项目的多个流程步骤中,那么,了解产品的相关知识便显得尤为重要。而在存量时代里,用户增长困难,产品设计的最终目的之一可能就是提升用户转化率、促进用户留存。本篇文章里,作者结合其自身经验,从产品设计角度阐发用户增长策略,让我们一起看一下吧。

设计者要懂的用户增长

一、为什么设计师要懂用户增长

用户增长是每一个产品必做的长期战略目标。而作为产品的设计人员,势必会参与和输出增长这一环,所以一定要对用户增长有清晰的认知和理解,这样才能更好地赋能产品成长与团队协作,形成增长设计的思维理念。

一般我们通过产品体验优化和营销来实现用户增长策略,一个完整的增长策略会包括从用户获取、使用、消费、分享等多个阶段。不论是产品体验优化还是营销活动,也只不过是增长策略中的一环。故我们平时所进行的大部分工作内容都没有偏离用户增长的这个大目标。如此看来,作为一个产品的设计者,你还敢有底气说自己不了解用户增长吗?

越来越多的企业意识到用户体验是增长和竞争优势的源头。这句话在揭示了用户体验重要性的同时,也在强调增长的战略地位。

二、什么是增长策略

不大熟悉的人,可能多少还停留在字面意思上。简单来说确实就是为企业产品带来更多的用户流量与商业转化的策略,不过一个增长策略应该具备低成本且健康的特质,它不是一个用户流量的水管,而应该像一个蓄水池不断获取用户流量,且不断扩大容量。

方便直观理解,举例你有一个微信公众号,你的读者即用户流量,如果没有用户流量带来的点击率或广告转换,我想你的公众号没有任何价值,仅仅是个人笔记的话完全没有必要。

而此时此刻你就会想着搞更多用户流量或粉丝来。你可能会通过分享公众号内容来吸引新用户,或者组织活动分享建立私域流量获取更多粉丝,亦或者公众号直接互相推广等,那么这个过程就是你在进行用户增长的过程,这个增长过程概要一下即公众号曝光→激活更多粉丝。

当你获取到部分公众号粉丝后,你会想什么?简单概要就是搞更多用户流量来,然后产出符合粉丝预期的内容留住这些粉丝。这个过程的核心即留存,保证用户流量不是流水,并以提升公众号的口碑与用户流量,为商业转换或公众号的价值体现做垫脚石。

当你的公众号粉丝成千上万,或者浏览量越来越好看时,那么你就会解锁两个新的内容。一般这时就会有广告商找你投放广告或者进行商业合作,你便可以使得用户粉丝为你带来一定的转换,即收入。虽然这不是公众号的主要目的,但是你也不会想着辛辛苦苦的维护一个公众号却没有丝毫收入吧。

第二件内容呢,即产生闭环的自然增长用户,这批新增用户主要来源于粉丝分享产生的转换,即粉丝“泡”觉得你文章不错分享给了好友“炮”,然后“炮”也觉得确实不错就关注了该公众号。如果粉丝“泡”觉得你写的真不错,并推荐给了多个好友或者群里,然后为你带来了多个新粉丝,那么恭喜你,这就是所谓的裂变式增长。

以上整个增长过程概要即:曝光获取用户→激活粉丝读者→提升留存减少取关→转化与收入→传播推荐。这也便是好些年前著名的AARRR增长策略,尽管列举下来轻描淡写的,但是在企业产品的增长策略中,绝对不会如此简单。

三、常见的增长策略

1. AARRR增长策略

提到增长策略,会马上想到应该就是增长黑客(Growth Hacking)的策略吧,即AARRR模型,首先获取用户、激活、留存、转化、推荐。如下图的漏斗模型所示。

设计者要懂的用户增长

增长黑客距离概念提出已经相距多年,在提出后相续多个著名企业产品引用成功,也使得增长黑客(Growth Hacking)名声大噪。

在当时的市场背景下,这套策略也属实不错,能够很好的为企业产品带来增长效果。同样的增长黑客也在后续的时代一直有着增长策略的一席之地,沿用至今依旧有人对此乐此不疲。

2. RARRA增长策略

以C端产品为典型,就当下大多产品都会有一俩个或多个竞争对手,如果留存率不够,用户生命周期不能拉长,用户很快就会流失到其他竞品上。

所以每个产品都是开始注重和思考留存与用户忠诚度的问题,留存逐渐显性出极高的战略地位,因而出现了以留存主导的增长策略RARRA。

  • 用户留存Retention:为用户提供价值,让用户回访。
  • 用户激活Activation:构建用户认知,让用户看到产品价值和作用。
  • 用户推荐Referral:让用户分享、讨论或推荐你的产品。
  • 商业变现Revenue:一个好的商业模式是可以赚钱的。
  • 用户拉新Acquisition:鼓励老用户带来新用户。

设计者要懂的用户增长

3. 6R增长策略

在去年个推CEO发表了6R增长模型观点,所谓6R增长模型即推广拉新(Recruitment)、分享裂变(Reproduction)、唤醒促活(Retargeting)、品牌印象(Retention)、精准变现(Revenue)、增强留存(Reservation),他用“拉推”“回忆”“收留”三个词概括。也是一种从“获客”到“激活”再到“变现”的用户全生命周期管理闭环、获得持续增长提供了智慧化的解决方案。

不过初步看来此种策略更适合有一定成长阶段的SaaS类型,另外需要打造良好的口碑或品牌印象,使得用户因需求能够马上想到此产品,并在良好的体验基础上愿意接受营销活动推荐给好友,也是一种偏向数据驱动的精细化运营增长策略。

设计者要懂的用户增长

四、策略的应用范围

每个增长策略都有使用范围或限制,通常来讲增长策略本身就是针对市场环境与产品发展阶段制作的战略计划,以“AARRR”为例就更佳适合成长期的C端产品、而RARRA更加适合产品竞争激烈且产品自身有一定用户规模的阶段,唯有留住用户才能做到真正意义上的增长。

考虑产品类型、成长阶段与市场情况,学会因地制宜,找到当下核心指标为增长策略做权重。

例如一款面市不久的内容社交产品,那么前期的策略就应该以获取用户、激活用户、留存用户为主,在用户达到一定规模或粘性后在加强商业变现与用户裂变能力,过早地商业化或接入广告容易引起用户反感,特别是内容性社区产品。

每一款增长策略都不是万能的,了解不同增长策略的应用范围,为企业选定或制作契合的增长策略也很重要。

设计者要懂的用户增长

五、打造一个增长引擎

增长策略落地涉及市场营销、产品研发、数据分析、用户研究多个方面,它不是一个具体的职位,而是一个Team协作进行。可以是围绕产品增长、也可以是市场营销,而这个作用于用户增长的Team应该像一个引擎一样,要有牵引或带动的作用,是企业核心的一部分。

1. 人员配置

一般来讲一个最小可行的增长团队至少配置一个增长经理、产品经理、设计师、程序员、数据分析师。

介于增长类型实际的增长经理可能是产品增长、渠道优化、市场营销等,所以实际的人员配置可能会有差异。

以产品增长为例,可能会丰富用户研究员、测试、交互设计师、体验设计师。通常增长结果会向老板、项目经理或增长负责人汇报,基本上取决以组织架构与增长团队的地位。

设计者要懂的用户增长

2. 组织结构

不同的企业架构,增长团队可能是独立的也可能是混合的,在重视增长与资源丰富的企业中独立团队更常见,中小型企业更偏向混合构成的团队,除了核心经理,其他人员配置都不是专职的。

在产品成长期或者推广期,如果技术资源允许的话,建议组建一个稳定的增长小组,因为用户增长设计需要快速试错和持续优化,显然不是一个临时的活儿,一个相对稳定的团队才有输出保障和协作默契。

设计者要懂的用户增长

六、工欲善其事,必先利其器

尽管不同的增长策略会有不同的侧重点,但本质上都是围绕产品或是服务本身开展。

这个网络产品百花齐放的时代,只是大量获客已无法让产品有立足之地,又一个丛林法则。“用户体验、产品创新、商业优势开始成为了产品增长的利器”,要在众多竞品之中获得用户青睐还得细细打磨产品本身,不宜过早开展增长攻势。

1. 面向完整的体验链路,注重两个关键时刻,助力增长。

  1. 做好对用户流量的消化吸收,引导用户发现“啊哈时刻”或主动发起互动,尽早与用户建立连接,有效激活用户。
  2. 在服务用户或体验的过程中,制造惊喜或不断优化体验,点燃用户情绪,实现第二关键时刻,加强用户好感度与忠诚度。往往第二关键时刻会更重要,这是用户付费或服务体验的阶段,会直接影响用户后期的留存或付费转化以及应用推荐倾向,所以优化完善符合用户的任务流程细节很重要。

设计者要懂的用户增长

2. 加固产品壁垒看准风向

现在网络产品竞争大,大厂对市场的影响也尤为严重,所以一个产品必须尽早挖掘核心优势,并不断深入优化,以此来加固产品的竞争力与市场优势。我们需要认识到产品优势是其核心业务的优质服务体验与市场地位,而不是数不完用不尽的服务功能供应。

另外想要成为常青树就必须与时俱进,在加固优势的同时,看准行业发展趋势,把握机会。像雷军所说“在风口上,猪也能飞起来”,想要更好的发展就必须抓住机会或新风向,至少不做改变就一定会落后会挨打。

七、数据驱动

这个数字化的时代,大数据成为了更多产品发展的根据,面对高额的研发或增长成本,企业不再一拍脑袋、大胆创新试错,而是以数据进行驱动,谨慎前行。

虽然有不少创新性产品总是说得神乎其神,进行了大胆的创新和颠覆式设计。但其背后,除了有足够的资本支持挥霍,真的会有产品负责人不是小范围试错以数据驱动的吗?他们真就不担心风险跟上层问责么?更何况还有KPI、OKRS盯着。

我们总是本能地给“数据”一词扣上[计算]、[数学]、[理科]、[数值]这些标签印象,但在实际的产品数据驱动中,它们不限于产品数值图表体现,也可以是一份研究报告或是问卷调查结果等。

设计者要懂的用户增长

1. 数据如何驱动

我们通过数据可以映射出用户特征或行为透出,这些数据可以帮助我们洞察用户体验的过程,用于佐证不同版本的可行性或业务效果;这些数据会代替用户告诉我们结果,因此我们可以通过数据洞察出功能的好坏,我们可以找出用户在哪里出了问题,并设计新的方案来留住用户和改善体验,同时再次通过数据对比效果持续优化。

我个人会比较看重用户进入产品后的前七个操作步骤(为什么是七步呢?这是我们的一个神奇数字,即主要业务入口铺开后的必要步骤),并试图在这个过程与用户产生互动,尽快实现“啊哈时刻”,来提升用户留存或体验印象。

而这个过程中必不可少的就是一二级的功能埋点数据,我们需要观察这些数据来驱动设计目标。

有时候用户数据会比用户还要诚实,只要搜集到足够的用户,就完全能够推断出用户的行为甚至心智模型。这里我引用一个段子便于理解数据的映射能力,相信你看完应该会有一定的理解:

https://www.bilibili.com/video/BV1fC4y1h7im?share_source=copy_web

2. 如何搭建数据中心

用户在使用产品的过程中就一定会留下“蛛丝马迹”,只要将这些“蛛丝马迹”收集整理起来,便能形成有效的参考数据。

1)用户无感层面

我们可以通过查看数据库的订单表等获取数据,亦或是接入第三方无埋点数据分析,例如友盟、GrowingIO、神策数据、个推等。考虑数据不外泄,最有效的则是设定不同指标的埋点,通过用户触发收集和整理。

设计者要懂的用户增长

2)用户有感层面

通过主动的与用户接触,进行访谈、问卷、咨询、用户反馈、用户评价等收集数据和整理。

设计者要懂的用户增长

3. 看透数据表象,抓取实质

在数据分析或引用时,尽可能地结合业务场景,观察多维度的数据关系,挖掘更真实有效的数据。

(说人话!)

比方我们近期做了新的推广,从后台数据来看,新增注册用户数据非常可观,我们一开始认为本次运营推广做得很成功。之后结合第三方广告推广数据一比对,哎!不对,根本没有这么多的转化量。我们被后台单一的增长数据给迷惑了,然后马上进行调查,原来是平台出了xxx事件,坊间出现了用户裂变增长来吃瓜了 (坊间故事别认真)。

例子中可以看出,单方面的数据观察很难还原事实真相,所以还要结合其他数据进行洞察甚至引用函数关系,才能找到问题。

另外这个案例中获取了大批的新用户,但却是因为负面口碑产生的增长,如何公关洗白留住用户却成了新的问题。如果不能挽回口碑,后面不仅会大量流失用户,甚至会“反向增长”。

另外一旦拿到数据后,则应该注意两个要点。

  1. 一是数据口径,即不同数据的范围、含义、计算方式等。这需要在整个产品线上建立统一的标准,以免跨部门产生偏差或匹配有误。
  2. 另外则是注意脏数据处理。一个产品的发展过程我敢说一定会有脏数据,但是这些脏数据没能妥善分类或处理,则会影响到真实数据的有效性,通常需要过滤或者建立数据的生命周期来锁定有效数据。

4. 避免反向增长

简单讲就是投入增长成本后,最终用户没能因为此次投入产生更好的增幅,反而加大流失了。我们可以参考那些反向带货的例子进行理解。

一般来讲,一旦出现反向增长的趋势,就要立马警觉准备方案下线或代码回滚。以负面口碑为例,一旦裂变开后,用户就会广传播、群抵制。例如某些翻车的低俗营销啊、明星负面口碑啊,掉粉都是迅速的。

八、细化的增长方案

如果说增长策略是是增长之“道”,那么细化的增长方案便是增长之“术”。御术而行便能上乘增长之道。

(说人话!)

如何落地增长策略,靠的是各种各样的增长的方案落地结合数据驱动,在网络产品发展的红海市场中,有效可用的增长方案也开始清晰起来。

考虑到各种增长方案展开难以说清,这里通过用户触点、营销活动、产品体验三个纬度进行概括阐述和分类。

1. 用户触点

广告营销是较为常见的手段,目的是广撒网,获取更多的曝光与用户流量,然后进而激活转化。一般广告的投放会比较依赖合适的投放触点,即用户接触增长内容的途径或方式,增长设计的内容能否有效触达目标用户是增长的第一环。

2. 线上触点

1)产品外

电话、短信、邮件、Push、广告投放、SEO优化、API合作、第三方企业营销号、商业联动合作、用户线上分享。

2)产品内

广告横幅、客服、消息通知、启动屏、弹出通知、特殊入口。

3. 线下触点

商业区广告位、多类型车站广告位、车内广告位、写字楼大屏广告位、易拉宝横幅等小型广告展示、电梯广告位、多种招牌或电子屏、张贴/牛皮癣广告等、传单卡片等、书籍/杂志/报纸等、小喇叭、口口相传、周边用品包装等。

4. 内容营销

即围绕产品内容或者活动形式展开的各种增长营销方案,通常以趣味活动或用户让利进行,简单讲就是让用户开心或给到好处。

  1. 比赛活动类型,给出奖励或用户曝光,激励用户参或分享,可以围绕产品传播、口碑打造、用户互动等为核心;如:#冰桶挑战# 快来跟我一起参与冰桶挑战吧!
  2. 邀请有奖类型,通过用户邀请机制结合福利联动,形成病毒传播。
  3. 福利活动类型,通过折扣或福利吸引用户或分享裂变,且注意防错跟羊毛党。
  4. 互动玩法类型,通过设定特有任务或玩法,刺激用户互动或解锁成就等,结合分享或邀请实现裂变增长。
  5. ……

5. 产品营销

围绕产品功能与服务本身,加强与用户的联系,关注用户的感受与各种层面的需求满足。通过形成良好的口碑或用户印象,促使用户分享或者邀请达到增长目的,围绕整个增长策略且不限于用户增长目的,也可以是留存或变现等,例如;

  1. Clubhouse在名声大噪时采用了用户邀请机制,加强了使用资格的稀缺性,这让用户在精神层面上更加渴望成为其用户的一员。
  2. Keep上通过运动解锁不同的成就后,会获得特定勋章,并且会生成图片内容供应用户分享成就与喜悦。
  3. 通过设计一个农场或庄园让用户培养种子,形成每天登录打卡的习惯,之后再将虚拟果实兑换成实物奖励用户,为用户带来惊喜与成就。
  4. 以内容为王,通过优化和维护较好的内容来吸引和留存用户,例如短视频应用抖音快手、知乎问答等。
  5. ……

九、消除对增长策略的误解与执念

增长策略往往是以完整的产品生态或健康精益的模式进行。起初看到“增长黑客”策略时,我以为是一种更加廉价高效的用户获取手段,随着深入了解才发现是一套完整的用户生命周期运营。

增长策略是不单是用户获取,也是用户留存、商业转化等一系列目标总和。

1. 增长黑客不是万金油

以“增长黑客”为例,虽然有着较好的包容性以及多少名企的引用成功,但是它并不适合向信仰一般供奉,至少我认为它不是万金油。说到底不同的用户增长策略都是为了实现产品成长跟收益转化的目的,其本质都一样。

在面对不同产品阶段或市场变化时,有时候产品面临的问题不仅仅是用户增长策略所能够解决的,所以也不要过分迷信这些增长策略,有时候还是需要适当地调整才能遇到更好的转机。

2. 要有阶段性目标与核心观念

在前面都有提过,增长策略是由多个部分的目标构成,因此在不同的产品生命周期中,我们要清楚产品需要什么,是留存还是商业变现能力?

然后以此为阶段性目标,并拆分出更精准的指标进行发力,例如订单成功转化率或是用户活跃度等,对于这些确认后的北极星指标我们可以结合OKRs进行方案细化,然后设计研发结合数据驱动。

核心观念就比如现在网络产品奉行的用户体验,说简单点就是以用户为中心的产品价值观。

不过产品更应该拿出的是一种特有的态度,并且与用户保持联系,例如为用户带来快乐、为用户带来更好的购物体验等。这是一个产品发展的愿景,它不仅仅是一句口号或是Slogan,我们需要不断贴近它并优化它。

3. 增长需要耐心与失败

通过前文我们可以清晰地认识到增长策略有着较长的生命周期,像运营活动这种短期的用户转化打法时常在进行,而另一方面则是围绕服务功能进行,功能的好坏或是去留都需要研发落地和用户验证,并不断纠正,这必定是要时间沉淀。

另一方面我们不能忽视市场与用户需求变化,没有产品从诞生就是完全体,而这种种迹象皆在传达“用户增长”是一场持久战。

在增长设计的过程中难免有失败,面向激烈的竞争和不确定的因素,有时候数据不如人意,需要理性面对,我们应当积极面对,总结经验再次发力。

十、增长设计的流程

增长设计作为一场持久战,且需要多个部门协作,一套持续可用的系统化办公流程至关重要,这将保障各个职能的人员能够更好协助,使得增长落地有条有理,周期可控。

1. 建立增长指标

万事开头难,建立有效可用的指标并不易,往往在不同产品阶段我们会有不同的指标或KPI,但是这些指标通常都不够精细,让人不知所措。例如本财年交易流水20亿,一下子很难想到如何开展,其原因就是不够精细,缺乏结果产生的根据或过程。

我们通常会根据结果或者目标倒推出其达成的各个主要途径,然后再逐步往下渗透,识别增长机会或者产品优化点。这么做能实现跨部门的目标统一,且各自取得对应的业务指标。

设计者要懂的用户增长

拿到细化指标之后则是找到相匹配的数据佐证,形成一个可量化、可视化的完整指标,例如细化后的指标是用户下单数增长,那么数据指标则也应该匹配上,并且应该对订单相关的其他数据给予关注。

这很重要,因为通常大量的数据指标存在漏斗关系,有时候导致你的细化指标不理想的原因极有可能是上一环节的转化导致。因此关注指标上下层的数据,能够更好的找到增长机会。

其实产品最主要的三大指标也就获客、留存、转化了,当产品逐步成熟之后则是精益增长,注重产品体验,优化获客成本与用户转化率。

设计者要懂的用户增长

2. 持续可闭环的研发流程

一般研发流程就是,确定增长目标→收集与分析数据→做出方案假设→确定试验优先级→执行试验并优化→系统化推广。

然后闭环部分一般是指在明确核心指标或发力点后,从方案假设→确认实验优先级→设计和上线实验→收集和分析数据→应用实验结果→产生新的方案假设。

设计者要懂的用户增长

介于不同企业的研发资源和产品阶段,面对改动大且充满不确定,则在产生想法后进行可用性测试或引用A/B测试是比较理想的(A/B测试并没有想象中的那么难,特别是出现了很多测试服务平台以后)。

如此以来,整个闭环的流程可以是以增长指标切入战场,然后收集数据材料→洞察机会点→方案假设→排定优先级→测试验证→应用结果→获取数据反馈。

当然如果在前期阶段更加注重测试验证,肯定是会花费更多时间与资金,但其结果一定是更加谨慎可行。

以可用性测试为例,往往更早地建立产品模型提供用户测试,能够直接解决上线后的大部分问题,而在上线后测试和挖掘问题显然解决起来更加棘手代价更高。

设计者要懂的用户增长

十一、留存成为了增长策略的新宠儿

可能中国的互联网产品真就是市场红海了,往往更多产品惶恐的是没有留存或是转换,没有留存的增长能叫用户增长吗?的确如此,说到增长就避不开留存,但是提及这一茬也并不是要引起恐慌,更多是希望设计者们理性看待问题,合理分析和解决问题。

我们通常说留存率不理想用户流失了,无非就是四种类型的流失情况。

设计者要懂的用户增长

对号入座之后不难发现,跟产品的服务类型以及用户生命周期也是有直接联系的。

例如一款旅游APP,通常用户都是周期性的使用,并不会时常活跃,但这并不代表用户已经流失或放弃使用,只要在合适的契机进行用户召回激活,用户依旧会继续用这个APP。

所以理性看待,合理分析解决的方案并改进,至于如何做,那就是数据驱动不断实验了。

十二、我们的产品故事

讲点题外话,关于我们在疫情前是如何做产品增长的。大概背景是这样的,初创形产品、主打音视频社交、已小范围市场验证、所在市场印度。不过最终也还是没能挺过疫情跟印度政策的大刀,但也不枉这段难忘的经历或额外收获。

1. 初创产品面临的挑战

作为一家创业小产品,免不了的一堆创业问题;资金有限、反馈数据有限、运营能力有限、内容体量小、本地化深入问题、无法为每一个用户带来均衡的服务体验等。

面向印度这块市场,也是较为乏力。尽管说印度人口红利大,但是没点儿本金根本啃不动。

最让我印象深刻的便是我一俩天的活儿印度本地去做花了一周,下班也很积极,你跟他讲加班翻倍工资都没用,最后往往可能是资金砸进去了,但却不怎么见效。如果说谁要是把996在印度展开了,那他一定是神一般的存在。

2. 那我们又采取了怎样的策略进而克服困难呢?

通常产品都会采用MVP(最小可行的方案)进行研发和迭代优化,这意味产品的核心框架是清晰的,那么在没有实现最终的完整框架前,有必要注重用户感受吗?

我主张注重,也是以用户为中心的设计体现吧。产品在经过商业模式验证前后,并不代表挖掘了最好的模式,往往注重用户反应跟数据变化,能够找到更好的机会。也因此我们有时候应该停下一股脑儿的迭代计划,抽出几个版本为已有用户做好体验优化,也因此我们在前期阶段抽出时间做了以下两件事儿。

这种情况在成长型产品中应该并不少见,每个版本总是会遗留一些问题,但是迭代计划却好像停不下来,最终导致问题堆积起来,直至爆发!

3. 留住忠实用户

避免高门槛或强制付费的行为,作为一个资金能力有限的企业,往往都需要考虑在前期建立一些商业模式带来盈利,但其手段还需体面。

我们在体验和研究了一批南亚地区的音视频社交产品后,基本上都存在各种付费门槛,甚至跟主播私聊都有付费指标,但是我们拒绝了跟风,我想这也是为什么“LivU”能快速杀出重围的原因吧。得益于免费的视频匹配聊天模式和简单的产品结构,不过往后的发展必定面临商业盈利的问题。

另外一方面则是以留存周期和付费转化作为忠实用户的指标,来满足这批用户的心理需求,使得他们在平台上获取更多曝光与关注,以此使得用户生命周期得以延伸。

结合有限的开发资源和版本计划,我们围绕排行榜、等级机制、勋章标签这些快捷可行的功能做了文章。过程细节就不啰嗦了。据数据统计,核心用户留存率与复购率都有直观的提升,这算是一场小胜利吧。

策略:培养种子用获取更加关键的数据反馈来驱优化。

4. 扩展产品可玩性

面对本地化的运营一直是很头疼的,人文差异太大,我们不能奢望高效及时的运营结果,因此满足更多用户的停驻场景就显得很重要。我们需要提供一些场景使得用户可以自发性地互动或者娱乐,一方面是解决运营压力,另外则是加强产品可玩性赋能产品留存能力。

对此我们优先考虑语音派对、短视频、内容社区这些功能,但实际情况是短视频内容创造困难以及社区运营乏力,所以最终选做了语音派对,并且为派对匹配话题和主理人进行1对多的打理和用户流量消化。

后期则是考虑围绕语音延展更多玩法,打破次元壁。其实主要在于运营和玩法的创新,毕竟年轻人不讲五的,跑到闲鱼上搞招聘。

策略:增值服务,加强产品可供性,使得用户能够在产品中耍的再久一点。

5. 抛砖引玉的社区内容

搭建内容社区并不轻松,社区越大难度越大,不仅要做好算法推荐、还要一手抓好内容监管、鼓励创作、加强用户互动、搭建自发性运营等。

我们有考虑去中心化社区,鼓励用户发布自己的“What’s up?”,以获得更多内容。但是自然增长的内容,没有质量保证,用户互动欲望低,整体内容没什么情绪引爆点。

对此用了“先让一部分人富起来,再带动另一部分人富起来”的策略。怎么说呢,就是引用一些假数据进行抛砖引玉,需要做好前期的内容氛围,为用户打造良好的心智模型,引导用户走向预期方向,让用户看见更优质的内容和形成互动欲望,逐步提升整体内容水准和社区氛围破冰。

之后则是准备加强运营鼓励创作,以及满足个性化推荐,可以通过内容分层处理、标签、关键词、话题等有效信息对用户进行精准投放,投其所好,为用户带来归宿感,提升留存与裂变。当然也不要总是根据用户行径推荐大量同质化的内容圈住用户。不过具体阶段具体对待吧,现在也只能算是口嗨一下。

策略:内容为王,鼓励创作,形成内容吸引用户→用户产生更多优质内容→分享裂变更多用户的闭环增长。

设计者要懂的用户增长

十三、结语

陆陆续续多写了点,不过也是为了便于理解用户增长的“道与术”,我想其概念与重点你心中一定有一张蓝图了。

作为一个产品设计者,用户增长是一门必修课,越早了解就越是能够深入学习和实践,至少能够让我们在忙忙碌碌中搞清楚在做些什么吧,或者更好感知产品的发展行径和个人能力拓展。

最后再啰嗦几句。用户增长是一场持久的游击战,且需要数据驱动和细化策略进攻,找到商业或产品优势加固壁垒,以用户体验和创新突破重围。

碍于个人能力,写得不够好,感谢各位大佬的耐心观看,下期见。

本文由@泡泡原创,运营喵专栏作者。

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