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最全微商城营销36计:谁还敢说微信11亿流量与你无关?

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发表于 2019-8-23 13:56:56 | 显示全部楼层 |阅读模式
微商城就成为了各位商家构建私域流量的首要之选,但是有很多商家为微商城建立起来了,不知道如何应用微商城的营销工具来提高利润。

      面对流量红利,商家该如何抢占微信的社交流量,如何玩转微商城?今天启宝就根据启博微分销后台从裂变拉新,转化,留存 3 个角度给各位商家出个“营销36计”。盘点最全的微商城玩法,助您玩转社交电商。
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      一、裂变拉新

      1、花式拼团

      微信拼团是微信营销的重要手段

      拼团指必须邀请指定数量好友一起购买,才可享受优惠或福利的一种营销玩法,是常见的社交电商玩法。因此拼团跟小程序的结合将会把拼团拉新的价值进一步放大。

      拼团又可分为大团、小团、阶梯团等不同的玩法形式,更适合于高频低客单价的商品,如坚果零食等行业。

      阶梯团(商城引流):阶梯团根据不同的团购人数,决定最后的团购价格。到达截止时间拼团自动结束,且订单交易完成后,多余的钱将返还至预存款中。引流店铺,提升销量。

      小团(新品预告):邀请好友成为团友,邀请人为团长,满足人数或者购买数量才可开团。对于生鲜等季节性商品,商家可用小团进行预售,提前锁定顾客,并可通过成团数进行仓储备货,以销定产,降低库存及损耗的成本。

      大团(打造品牌影响力):商家需要大批量售卖商品并且一定范围内造成影响力,可以设置满 100 人成团,带动成团人去分享推荐.

      2、砍价

      通过分享,邀请好友帮忙砍价

      砍价指通过分享,邀请好友帮忙砍价,即可享受优惠的玩法。正所谓赠人玫瑰,手留余香。通过利益**用户分享传播,而对于被分享的好友而言,这是一种低成本的举手之劳。砍价活动更适合于高客单价,让利较高的商品,如小家电、珠宝等。爆款商品砍价:商家可定期设置砍价活动(价格要足够惊爆),通过参与者的分享,实现快速传播,同时增加粉丝,提升店铺销量与品牌知名度。同时也能提前锁定客户。

      3、分销

      帮助商家快速提升转化

      社交的力量十分强大,有效利用身边的朋友圈进行卖货吸粉,能帮助商家快速提升转化,分销即是通过朋友间的推荐,实现销量、粉丝的指数级增长。商户可通过招募分销商吸引用户注册、购买,利用现金、积分、储值余额的奖励方式**粉丝进行推广,提高店铺转化率。粉丝可将商品或活动的链接分享给朋友或者发送到微信群,引导好友关注或购买。商家还可以通过分销商等级**好友多多推广,等级越高,所获得的奖励越多。快速裂变:商户可长期设置分销商,设定分销商品,并设定佣金比例,激励好友快速推广,裂变出新客。

      4、开店礼包

      节省流量成本和获客成本

      无论时代怎么变,电商的最终目的还是卖东西。但是当下,消费者最不缺的就是产品,商家想凭借粉丝和流量,随便卖点产品给他们赚钱已经不太容易实现了。

      因为一旦涉及到产品销售,粉丝就会用放大镜来看你。一旦发现你坑她,她会迅速将你抛弃!所以,私域电商的销售必须建立在诚信的基础上。

      基于这种情况,“开店礼包”的营销功能,帮助商家圈定粉丝,加速商城变现的同时,为商家节省流量成本和获客成本。

      5、送礼

      老客户维护和吸粉推广

      互赠礼物是社交关系中的重要环节,微信礼品卡或微商城送礼功能就是基于微商城的强社交属性推出的微信营销功能。微商城送礼功能除了服务于买家,卖家本身也可以通过礼品卡等送礼功能进行老客户维护和吸粉推广。

      微商城与平台电商最大的差异在于微商城是基于微信渠道进行商城的运营维护的,客户资源的扩展也很大程度上依赖于老客户的社交渠道进行裂变。微信送礼功能是与社交高度契合的一个功能,当客户收到一份礼物时不管是出于炫耀的心理还是出于得体有礼貌的动机都会很自然的对收礼页面分享至朋友圈。设计亮眼的收礼页面无疑为商家提供了触达更多新用户的机会;同时,收礼用户能够直接体验商家的商品,为二次购买提高了可能性。因此,送礼行为本身就是基于老客户进行裂变的一种方式。

      6、商品试用

      看到心仪的商品先试后买

      在线下,商品试用是一个比较常见的引流方法。特别是在商场的化妆品柜台,服务员都会拿出部分新品让顾客来试用。然而,我们还是能在很多平台上看见这种免费使用申请。这是因为,我们将线下店开在一个位置较好的地方。很多电商平台都会推出专门的试用版块,用户在版块里挑选好心仪的商品后就可以申请试用,在申请成功之后,就可以获取试用商品。

      7、首单立减

      高客户转化率和留存率

      首单立减是微信营销的一个常用手段,几乎是所有新开业商家的首选营销活动。“首单立减”指的是用户进店购买的第一单商家给一定的优惠,旨在通过一系列的优惠手段**用户购买,留存,提高客单价;同时,首单立减能够与其他营销工具组合设计,提高客户转化率和留存率。

      8、朋友圈广告

      此功能需自行联系微信联系广告

      朋友圈是个人微信中最为私密的空间,其流量也更为优质,朋友圈广告即出现在微信的朋友圈中,形式更为原生。微商城可以作为朋友圈广告的落地页,为商城带来直接的转化。

      9、公众号互推广告

      此营销需自行联系公众号合作

      商家还可以投放微信广告,通过高流量的公众号为自己的微商城引流。可以挑选目标人群相识的非同行公众号进行引流推广,如时尚女装行业可以投放美妆行业的公众号,进行引流。

      10、公众号底部广告

      此功能需自行联系微信投放广告

      公众号底部广告,即是公众号文章的最底部的广告位,点击广告位即可进入商家的商城。
      11、公众号文中广告

      此功能需自行联系微信投放广告

      公众号文中广告,是插在公众号文章内的广告,用户在阅读过程中,点击可进入商家的商城。

      12、线下引流拉新

      吸引用户扫码进入商城

      线下扫码是微商城最基础的获客方式之一,通过微信扫描二维码,即可进入微商城,商家可以将二维码与营销活动结合,通过易拉宝展示,吸引用户主动扫码参与活动。除了门店推广外,商家还可制作单页及易拉宝在门店附近进行地推,同样可以通过具有吸引力的营销活动,或者门店的特色服务,吸引用户扫码进入商城,为门店引流。
      13、拍卖

      增加商城的热度

      拍卖营销在近几年的微信运营中越来越火爆,也越来越有个性化,拍卖已经渐渐成为运营者变现的一种方式,拍卖是一种竞争买卖行为,是指商家将一件有价值的物品,以公开竞价的方式,让买家各自喊价,最终叫价最高者获得这件物品。

      以前的拍卖营销往往被用于线下,直到移动互联网发展起来之后,拍卖营销渐渐被应用到线上来,而应用到微信群的拍卖形式则被称为“微拍卖”。

      14、绑定自定义菜单

      方便公众号粉丝随时进入

      商户可以将商城放置在公众号菜单栏内,方便公众号粉丝随时进入微商城。

      二、转化

      15、每日签到

      培养用户登录习惯

      商城里的会员在用户未成为忠实用户之前,可以通过签到来吸引用户,培养用户习惯。达到吸引用户的手段,本质上是要为商城创造商业价值。增加一些趣味性的元素,比如游戏,抽奖,既可以消耗签到所得,又可以培养用户使用产品内其他功能的习惯,还能给商城创造营收。
      16、限时打折

      高优惠的限时打折活动吸引粉丝

      通过设定高优惠的限时打折活动吸引粉丝进行快速转化,实现新品推广, 清库存等目的。清库存:商户可以针对换季清库存的商品设置限时折扣活动,例如「限时 5 折回馈顾客」,**顾客购买,清理库存。新品推广:新品上市时,可以通过折扣价进行首次营销推广,了解市场对新品的接受程度,以便安排后续的其他促销活动。

      17、打包一口价

      多种商品打包购买

      打包一口价是微信营销工具中适用于电商商家季末清仓或清库存的重要手段,其实在传统的商品销售中也常常会有这种类似于“100元3件随便挑”的促销活动。就微商城而言,打包一口价指的是商家通过微商城系统的“打包一口价”工具建立一个商品池,规定一个打包价,买家可随意挑选商品池中的若干件商品,以指定打包价购买。打包一口价活动尤其适用于季末清仓活动,首先活动有明显的价格优势,其次用户可以随意选择购买,购物体验好,此外,打包一口价的方式能够明显提高客单价,提升销量。

      18、大礼包

      发放优惠券礼包,促进转化

      通过大礼包,商家可为进入微商城的客户发放优惠券礼包,促进转化。大礼包可针对不同人权进行发放,如新客、老客等,进行区别化的精准营销,提升微商城的销量。如:新客专享礼包:如设置 300 元新人礼包,分多张发放,如满 200 - 20,满 500 - 50 等,从而提高首单下单率。粉丝专属礼包:商户可设置仅针对公众号粉丝发放优惠券,客户只有关注公众号后才有资格被发放,增加粉丝的关注。会员专享礼包:商户可针对会员进行发放礼包,可以发放较大数额的的优惠券礼包,如 300 元专享礼包,促进会员复购。
      19、支付有礼

      有效的提升用户对商城的粘性

      如何提升微商城会员的复购,让用户买了再买?支付有礼的设置可以让消费者在购买完商品后弹出优惠券、红包或其他活动,促使其进行二次购买。促复购:消费者在支付订单后,向其推送店铺优惠券,促进其再次购买,形成复购。裂变吸粉:消费者在支付订单后,向其推送拆礼盒、拼团等裂变活动,促使请进行分享,形成裂变吸粉。购买返利:商家可进行购买返利活动,如购买商品后随即返利现金红包,消费者在支付订到后,即可活动红包奖励。

      20、搭配套餐

      提升转化和客单价

      微商城营销工具中的搭配套餐对于绝大多数商家来说并不陌生。无论在平台电商还是线下营销中,将多种具有关联性的商品打包组合成套餐,以更优惠的价格销售,都是商家提高销售业绩的重要手段。在微商城中,搭配套餐功能也是如此,系统能够支持商家创建多种优惠套餐活动,通过优惠套餐的方式,客户一次性购买的商品更多,与分别单独销售相比,购买转化率和客单价更高。

      组合套装更适合搭配售卖的行业,如服装行业,商家可帮消费者搭配好衣服裤子,通过微商城的搭配套餐组合进行打包出售,并通过优惠价格吸引消费者购买,提升转化和客单价。
      21、到店自提

      引导促进二次购买

      商家可支持线上商城购买,门店提货的模式,也可结合营销活动,如拼团砍价等,将线上用户引流到门店,同时通过门店自有的活动及店员引导促进其二次购买。

      22、周期购

      周期购能够显著提高客单件

      对于周期性产品如鲜花、牛奶等,可通过周期购进行销售,一次下单多次配送的商品,如订购一个月的牛奶,购买每周的鲜花等,可以帮助商家提前锁定客户,只需按时配送即可。

      23、生日营销

      生日营销结合情感做的营销

      生日这一天的用户市场显然是充满想象力的。生日时候去海底捞,他们会给你唱歌跳舞;生日时候去澳拜客,他们会送你一份西冷牛排;生日时候去希尔顿,他们会帮你升级酒店服务;电商也会送优惠券等等。这些都是结合情感做的营销。

      生日这件事,之所以会成为一个特殊的日子,归根结底是跟人挂钩。营销这件事,说到底就是在激发你的购买**,无论是通过打折、情感或者其他方面来触动你得神经,**消费。同时在这样一个日子里,人的情绪波动相对来说是比较大的。
      24、大转盘

      用小游戏提升用户转化

      大转盘适合于商城主题活动或节日营销,随机中奖的游戏更受消费者喜爱。记住,将中奖概率为 100% 中奖,更能充分调动粉丝参与积极性,也能更好的形成扩散,可以将奖品设置成商城的商品及商城优惠券,加以现金红包奖励,可以吸引更多人参与。而商城的优惠券可以进行引流,提升转化。
      25、疯狂砸金蛋

      用小游戏提升用户转化

      砸金蛋与大转盘有异曲同工之处,更加简单粗暴,但却能一击即中。

      26、刮刮乐

      用小游戏提升用户转化

      刮刮乐也是如此,和大转盘砸金蛋一样,只是形式不同,用户的游戏体验不同。

      27、满减优惠

      满多少减多少的优惠

      满减优惠是电商最基础的营销功能,但结合不同的场景也可玩出不一样的效果。新店开业:可以做大力度的满减活动,如「全场满 200 减 50 元」的活动,有效活跃整场活动气氛,吸引顾客下单购买。清库存:商户可以对需要清库存的商品设置满减满折及满包邮活动,例如「满 2 件打五折,江浙沪包邮」,**顾客搭配购买,既提高了客单价,也清理了库存。
      28、满额包邮

      提升了商城的客单价

      根据电商数据统计,满包邮虽然看似其活动力度一般,但其效果可为十分明显,微商城也是如此。商家可设置长期的满包邮活动,如满 69 包邮,当消费者购买金额低于 69 或差一点时,往往会选择拼单,从而提升了商城的客单价。

      29、微群+微商城

      微群是商家维护粉丝

      社群是商家维护粉丝,进行互动沟通的最好阵地。商家可在粉丝群内推送商品信息和微商城,让粉丝自主扩散。可引导粉丝分享,然后凭截图领取小礼物,逐步将流量引到微商城。

      30、内容+微商城

      实现内容到购买的转化

      商家可在公众号推文内插入文字、图片及微商城的链接地址,点击直接跳转即可跳转微商城。此种方式,可以通过符合品牌调性的优质内容引导用户点击商品链接,形成「边看边买」的购物场景,实现内容到购买的转化。

      31、优惠券/优惠码

      **提升店铺的销量和转化

      优惠券又可分为代金券、折扣券、兑换券不同形式,通过优惠券的**提升店铺的销量和转化。清库存:商家可以设置如「全场满 30 减 10 元,同时送 2 张优惠券」(1 张是 10 元全场通用优惠券,1 张是指定商品可用的 20 元优惠券)的满减送活动,带动滞销商品出货,同时增加复购。专属码 + 品宣物流推广:品牌的物料是优惠码最好的宣传途径,发货单里、售后**提示单、主推活动宣传页都加上优惠券二维码,也可以引导微信公众号关注后即领优惠金券。

      三、留存

      32、积分

      如何做好商城会员的留存

      如何做好商城会员的留存,让粉丝不断购买?商城的积分策略十分重要,商家可设定购买商品即享受相应的积分,如购买 100 元即可得 100 积分,同时下次购买时,可通过积分抵现,如 10 积分 = 1 元,引导会员使用积分,同时,会员中心内可通过积分商城进行积分消耗并促使会员二次购买,如 1000 积分可兑换一个小礼品,或者通过积分+现金的形式购买商品。
      33、会员等级

      通过不同等级享受不一样的权益

      商家可以设定会员等级,通过不同等级享受不一样的权益,促使用户形成购买等行为,也能帮微商城更好的留住会员,如可设定普通会员可享受购物 9.8 折活动;购物满 500 - 800 元为银卡会员,可享 9 折;购物满 2000 为金卡会员,购物享 8.5 折;等级越高享受的权益越有吸引力,促进会员不断复购,提升销量。

      34、购物卡

      提前锁定会员,现金流

      通过优惠的储值卡可以锁住会员,并提前锁定现金流,如商家可进行充值 1000 送 200 的活动,其实是变相折扣,不仅能锁住会员,而且能促进其进行复购。
      35、微群群发

      有效的进行会员召回

      商家可通过后台的数据看出用户在微商城的最近一次消费、消费频率、消费金额,筛选出活跃会员、沉睡会员等,建立分组,并针对不同群体微信群发可进行精准营销,如活跃会员可对其进行新品的推送,而沉睡会员则可向其推送商城的优惠券,进行会员召回。
      36、数据分析

      对会员进行标签化的管理

      数据分析是提升商城运营的最好方式,通过数据的分析,进行下一步运营策略的调整,从而高效提升商城的销量。商家可进行店铺的数据分析,如客流分析、客群分析,营销分析等,针对会员,可进行用户画像的制作,如性别,年龄,喜好等,并为会员进行标签化的管理
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