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朋友圈集赞引流套路揭:如何让老用户带来100倍裂变效果

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发表于 2019-8-25 15:40:19 | 显示全部楼层 |阅读模式
众所周知,微信有很多流量洼地,公众号、微信群、小程序、朋友圈,每天都要从它们身上获得流量,实现用户增长。

      请问,它们中的哪个属于真正的流量洼地?答案是朋友圈,因为微信的10亿用户里,有 7.5 亿人每天都会观看朋友圈,这么大的流量,想想就“流口水”。

      那么,如何从朋友圈中获得流量?笔者想分享一种非常“原始古老”的玩法——集赞,来帮助大家找到朋友圈引流的运营本源。

      朋友圈集赞玩法的逻辑

      朋友圈集赞作为一种较为原始的裂变玩法,根本运营逻辑就是老带新,即用老用户的朋友圈去带来新用户,看起来和其他裂变玩法没有区别,不过,就集赞的过程来说,其实很值得剖析。

      首先请你想一个问题:新用户为什么要给老用户的朋友圈点赞?有人说答案很简单啊,因为是朋友或亲人,关系较为密切,出于社交信任当然就点赞了。

      这个想法是对的,可惜却并非全部的原因,因为你发的任何朋友圈,好友不可能都给你点赞,只有你发出来的是让好友产生认同感的内容,对方才会给你真正点赞,这是朋友圈集赞玩法的底层逻辑。

      而基于认同感进行裂变传播的玩法,有一个正式的名字——众筹,朋友圈集赞就是较早的众筹裂变玩法,现在的任务宝模式、砍价模式、助力模式、解锁模式、集卡模式等,均源于此。

      那么,什么样的内容能获得别人的认同呢?这个没有标准答案,要看好友的状态和关注点。

      比如一个家长晒了一张孩子学习的照片,并配上孩子的考试成绩描述,其同为家长的好友就可能去点赞,因为认同她孩子的表现,并希望自己的孩子也能如此,这就是一种对学习、对教育的认同感。
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      再比如,我们总看到别人转发课程海报求助集赞,然后承诺会把听课的内容做成笔记分享给集赞的人,这种情况一般都会有好友点赞,并且数量一般很多,这就是点赞的人对她的行为产生了认同,并且自己也会受益。

      所以,朋友圈集赞的底层逻辑就是众筹,即人人帮我,而众筹实现的前提,则是社交信任,这是一切裂变引流玩法的大前提。

      既然集赞表示的是对方对你的认同,那它是怎么帮助朋友圈裂变引流的?

      其实,集赞对于朋友圈的影响,主要体现在增加曝光时间,因为集赞需要时间,要求集的赞越多,曝光的时间就越长,而且一般要求集赞的内容都会带二维码,只要有文案配合,在集赞的时间内就能实现精准引流。

      这就是集赞引流的基本逻辑。

      朋友圈集赞的两个套路

      朋友圈集赞引流的套路,笔者看到的主要有两种。

      第一种集赞引流路径是这样的:

      1)首先由发起者号召用户转发海报和话术到朋友圈,并要求集赞,这里面会设置阶梯制度,把不同等级赞数和不同价值等级的奖品挂钩,目的是进一步增加用户朋友圈的曝光时间;

      2)利用老用户集赞带来的朋友圈曝光时间,海报可以进行引流,入口往往是个人号或公众号,新用户关注后回复关键词或者个人号主动提醒参加集赞活动;

      3)新用户参加集赞活动后,流量闭环基本形成,裂变开始滚动,而老用户达到集赞要求后,截图给发起者领取奖励即可。

      笔者所在的教育行业,就有很多机构用这种方式进行获客,多是借助热点型节日或者高福利活动进行裂变传播,效果看起来不错。
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      在这种集赞引流路径里,有两个核心的运营点,一个是发动有kol属性的老用户分享,利用个别人物法则助推活动,壮大声势,另一个是集赞活动的产品要有足够的吸引力,满足用户的痛点和期待,激发新用户的传播,持续引爆。

      实际上,这种套路已经很成体系,只要个人号的运营力度上能有所保证,合理的引路效果应该不成问题,如果非要说有不足的地方,就是对于新用户的激发参与,可以用更粘性的运营手段,那就是由老用户去引导新用户参与。

      具体来说是这样的,发起者要求老用户告知点赞的新用户私聊其获取点赞奖励,加上之前提到的福利共享(完成集赞任务后回馈点赞者),借助这样创造出的一点粘性,由老用户引导新用户参加集赞活动,分享传播,至于集赞完成后如何领取奖励,统一回归到发起者即可。

      除了借助热点或福利活动,以口碑传播为目的的评选,也是集赞常被使用的活动手段,比如为用户提供统一的展示学习效果的宣传素材(照片、视频、学习报告等),然后引导转发朋友圈集赞,并实时同步排名,依据名次给予不同奖励。

      笔者最近就看到某教育机构借助集赞运营工具,发起了类似的评比活动,50 人带来 100 条精准线索,效果可见一斑。

      第二种是由老用户引导新用户至发起者的朋友圈点赞。

      不过,对于评比类集赞活动来说,第一种是较为常规的玩法,也是操作成本相对较低的,但接下来要介绍的第二种玩法,成本相对较高,而且引流用户的精准度质量也相对较高。
3.jpg
      为了更清楚说明这一玩法的路径,举一个案例,大概是这样的:

      用个人号发起一个朋友圈评比活动,参加的都是来自于线下活动的家长用户,组织者为每一个孩子拍一张笑脸照片,然后让家长去拉好友加组织者好友,让她们去组织者的朋友圈为她的孩子照片点赞,点赞最多有奖。

      这个流程其实并不复杂,唯一的不同是需要加组织者微信才能点赞,也就是说参加评比的用户通过分享传播给组织者的个人号进行导流。

      那么效果如何呢?据说点赞最多的那位家长为其带来 100 多位精准好友。

      如果每次都用这种套路,只需举行十几场活动,一个个人号就能快速加满,而且粘性很高,只要能精细化运营,相信可以产生很高的产品转化与留存复购。

      为什么粘性会很高?因为吸引来的好友彼此熟悉,相互认识,有很强的社交信任,这样的朋友圈发起任何活动,都会有很高的参与率,而且传播效果也很容易可见。

      当然,每一种玩法都有局限性,像第二种集赞引流方法很适合做高单价产品,更重视留存,符合私域流量的运营逻辑,值得借鉴。

      总结

      本文简要分析了朋友圈集赞这一相对原始的裂变玩法,总结了其引流的底层逻辑和具体套路:

      1)集赞引流是众筹裂变的一种,底层逻辑是认同感,而认同感的基础是社交信任,另外,集赞对于朋友圈传播有一个很明显的作用,即增加曝光时间,依此实现精准引流;

      2)集赞引流有两种套路,第一种是由老用户发动新用户为自己的朋友圈点赞,第二种是由老用户引导新用户至发起者的朋友圈点赞,前者传播更好,后者粘性更高,可根据产品特性和运营环境,酌情使用。


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