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老司机给出的4条引流黄金定律 未来的引流必须回归初心

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发表于 2019-8-25 15:41:44 | 显示全部楼层 |阅读模式
今天就给大家分享一下最近的领悟和之前自己做的一些经验!

      一开始我是做泛粉引流,也没有明确的去确定自己要引什么粉丝;就是只要保证能加人就可以,后边开始借助一些工具来主动加人,海报裂变等方式我也都尝试过;那我觉得了引流版块基本存在了四个主要问题;

      1、是流量交易还是要自我变现问题:小型工作室在人力资源与资金资源不充足的情况下,以流量交易为主;现金流更稳定和直接

      2、引流技术的开发与升级问题:除了单纯模仿别人的技术,还需要对此技术进行加工,如果有恒心也可以开拓一个独有的引流方式;

      3、变现方与流量方的契合问题:引流之前以需求方的实际情况,要对变现方的需求进行引流的优化与加工。

      4、当前微信环境下的规避与变革问题:我个人认为,微信本质上是一个通讯工具,但它现在已经是一个国民级应用;可以理解为基础通讯运营商,且牵涉到金融版块;那么至少应该做到不以微信做为引流工具,而是作为通讯与内容的承载工具;减少微信的导流与筛选效应。对这四点我的个人看法是这样子的。
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      一、引流的粉是流量交易还是自我变现?

      流量固然重要,但是流量本身只是一件商品,商品需要卖出去才能换回来真金白银;所以,流量交易和自我变现的问题,其实完全取决于你是否有足够的变现客户,那如果没有的话,最好方式肯定要是自己做一些变现活动。

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      二、流量技术的开发与维护问题

      当时我先是总结了市场引流方式的几大类型,然后用变现方的思维去倒推引流的方式与方法;你会发现对于引流呢,天然需要稳定性、增量性、成本可控性和精准性这几个特性才会有比较好的结果 ;尤其是成本可控与稳定性特别重要;因为这两样是整个引流的基础要求;

      那结合现在的环境与变现方的需求来看的话,单纯利用软件加人,或者是一些技术比如暴粉,暴群之类的,会特别容易受到软件方的控制与社交平台的打击;其它方式呢都又有比较高的技术门槛;所以我的解决思路是用真人加粉,用最便宜的通讯方式来加粉,我举几个我们自己实操的例子

      真人去加人的方式其实是比较简单的,不是传统的地推送一个小礼物来加人;而是跟店面合作的方式去引流;

      第一个是与店面做促销活动,老板帮我加人,然后我们提**品补贴,比如说大学城,找几个奶茶店的店主去合作,和他们一起做促销活动,店面老板每帮我加一个人呢,那他们每卖出一杯奶茶,我就会补贴他们一块钱左右的那个成本,这种方法成本相对较高,需要找到合适的变现方一起做,才能持续做下去。

      但是这种方法呢,是可以做到粉丝相对精确,而且增量也比较快;那基本上的话也就是一周准备时间,3周的吸粉时间;基本上一个店面一个月的话可以加到3000到5000人;

      第二个是用基础通讯方式来加粉,俗称打电话加粉;但是人工的成本太高,所以我们找了一套小型的呼叫中心;呼叫中心的好处是话术可控制;地域可控制;进粉量也好控制 ;但不是用智能机器人这种方式;我们最好的时候能做到一张卡一天能加70-80人;如果做统一引流的话,一台设备一天能给一个号引流800-1000粉;然后成本话可以做到单粉2毛这样子;

      我们之前给贵阳的一个付给那个富力地产开发商做本地化引流的时候,是能做到一个置业顾问配备一个营销号,那一个营销号,一天能控制进粉100到200个这样子。然后职业顾问都会向这些人加进来的人做一个简单的打招呼和聊天,给他们发相应的活动邀请,因为地产商的话,它本身对活动的投入是比较大的,那如果是直接发这种邀请信息的话,其实大部分本地人是不太会去怀疑,也不会去投诉。
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      那以上两种思路其实是两种不同的方案,但是他们的原理其实是一样的,因为你要做到靠引流来赚钱的话,其实无非两种,第一种就是特别要保证它的稳定性,第二种的话就是跑量,保证你的量是可以控制的,我两种的话都尝试都尝试做了,真人和真人加粉,这种目前是最稳定的一种方式,因为几乎不会有投诉,而且我们也没有用第三方的软件去做。

      三、流量方与变现方的契合问题

      我个人认为其实是之前环境相对太好才导致这个问题一直非常持续 ;严格意义上说,其实变现方才是流量方的上流企业,引流方是做配套服务的;那我的解决思路是,锁定自己粉丝属性相匹配的变现方才会合作;不匹配的话我也不会强行交易;因为我坚信一做生意要长久要稳定,靠的是忠诚客户的贡献;而不是做流水客户这种方式;

      四 、当前微信环境下的规避与变革问题

      微信作为现在的国民级应用,已然是一个庞然大物,大到成为了国家利器,所以最近微信方面才会动作不断;,上下游产业链全方位打击;虽然打击力度不会一直持续这样高压 ,但微信释放了一个重要信号;我们不能再简单的认为微信的本质还是一个社交软件;他其实已经演变成了内容通讯基础服务商;如果理解了这一点,你也就理解了微信引流这一块的最终方向;我的判定是,微信作为国民级应用,作为内容的承载体“无论你是私人的还是商业的内容;对内容本身的审核会更加严苛;但是微信无法抑制用户对微信的商业使用诉求;
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      总结:

      作为内容承载与传播的国民化渠道,非法与不健康内容注定会被持续打击;但微信用户的正当商业诉求不是被腾讯打击的对像;所以作为引流方来讲的话,应该减少利用微信本身的社交属性来进行加粉操作;减少微信做为流量流转的次数;达到意向粉丝与变现方直接接触,所以这也对引流方提出了几个要求:

      (1)必须具有一定的营销意识,根据变现方的产品与需求去做引流上的布局包括且不限于优化引流方法;并且要把粉丝质量放在第一要求上;并且最好贴合正规行业的需求去做;

      微信作为现在的国民级应用,已然是一个庞然大物,大到成为了国家利器;国家利器不容侵犯,所以最近微信方面才会动作不断;打击力度不断加大,上下游产业链全方位打击;

      (2)虽然打击力度不会一直持续高压 ,但微信释放了一个重要信号;那就是基本明确告知用户,哪些是违规的哪些是不违规的;我们不能再简单的认为微信的本质还是一个社交软件;它其实已经演变成了内容通讯基础服务商;如果理解了这一点,你也就理解了微信引流这一块的最终方向;

      我的判定是,微信作为内容的承载体“无论你是私人的还是商业的内容;对内容本身的审核会更加严苛;微信无法抑制用户对微信的商业使用诉求,
5.jpg
      先给大家上一张图,这张图是我刚入行自己做的个基本逻辑认知;如果现在回头看的话,你会发现其实流量要变成真金白银还需要很多的流程需要去开展;所以我今天想分享的你第一个点是:流量是整个变现流程的开始也是基础,但远远不是全部;这个很重要,对于活跃在这个圈层的朋友们。

      做为整个变现的基础,在引流环节上,天然需要稳定性,增量性,精准性以及来自后端的绝对要求-成本可按性;我分析了当前环境下的几个引流大类~因为之前行来还属于红利期,所以不管你采用哪种方式,只要能出量,大概率来讲你是不会缺业务,吸引来了流量都会有出口接手;

      但是现在的市场环境问题,大家也看见了;小型引流工作室的生存环境很差,几乎都已经到了不能做下去的地步;因为面对环境恶化,缺少资金,缺少原生技术支持的工作室,是没办法去支撑按照之前的方式的去出粉的;

      举个例子:微信引流的方法最核心的问题是:老牌引流社交软件都引流泛滥了,然后尝试新社交软件的人群都比较固定,警惕性都很高;

      其实引流的那个思路和方法呢,是有很多种,万变不离其宗,因为引流的原理,其实大家都懂,但是随着当前用的主流引流方式的末路,和环境平台对我们的打击,那我觉得,这其实已经变相的导致我们引流必须回归初心,然后引流加变现,结合才是以后的未来。

      互动环节:

      1、真人加粉适合那些行业?

      答:真人加粉适合微商卖货和线下企业,比如医美,以及裂变基础量,真人加粉有两种,一种是垂直加粉,比如我提到的奶茶店加粉,很精准,第二种是泛粉加法,用真人模特小姐姐去加人,加女生可以送一些美妆类的小东西。男生的则是适合游戏类的。

      2、一直在说要往正规行业去变现,但是现在很多都是变灰一些的产品,那这类型的应该如何去引流?

      答:其实牛皮癣广告思路不错,我知道目前有一批之前在红绿灯下发“**”小广告的大妈目前转型做地推了,灰色项目适合技术加粉;详情可参见我说的第二种加粉方式,引流回归初心,引流+变现结合才是未来

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