刘颖:如何有效转化流量客户
2018-10-19
来源:爱直销编辑部
编辑:梦宇
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在高速发展的移动互联网时代,线上流量早已成为各企业争夺市场的角斗场,越来越多的企业把线上流量有效转化挖掘上升到营销策略的战略高度,使之成为企业销售环节中的关键一环,其重要价值不言而喻。据相关数据表明,截至2018年6月,中国网民规模更达8.02亿,而手机网民占比高达98.3%。抓住流量,就掌握了营销未来,对于直销企业而言,将聚拢的流量转化为目标客户,将目标客户再转化为成交销量,便是直企开启新零售时代实现业绩突围的有力杀手锏。


那么,如何有效将流量客户变现呢?笔者认为有以下几点:

一、产品即品牌的强烈认知


作为直销企业的决策者,一定要深刻理解“产品即品牌”的硬道理,一个产品,一旦做到了“极致”就成为企业叫响市场的王牌产品,无形之中更是大大提升该企业的品牌知名度,为直企从同类产品竞争中抢夺无限先机。譬如:一提到洗涤用品就想到安利,一提到芦荟胶就想到完美,而无限极的增健口服液、天狮钙、康宝莱的奶昔代餐粉、如新抗衰老化妆品等等,这些核心产品的打造,不仅将对品牌的信任深深植入到客户心里,更能让该品牌形成一种文化或是信仰,从而有效抓取流量客户,让流量客户从认知到认同,再从认同到认购。


二、做好微信公众号社会化营销


据统计,现如今微信日活跃用户已超过8亿,其中55%的用户每天都要打开微信10次以上,而几乎每家直销企业都会开通官方微信公众号,并且有频次地更新内容运营。但“无趣”、“无效”、“无聊”是当下企业在微信运营时的三个普遍问题,更无法带动网络流量客户的有效转化。那么如何做好官方微信公众号,带动流量客户形成忠实的认购客户?在我看来,第一,微信公众号要增加客户咨询功能,以满足消费客户的保障心理;第二,微信公众号要实现企业产品购买功能,能方便流量客户便捷网上购买;第三,微信公众号的内容传播一定要包含创意、技术和福利的三大要素,能加深客户的消费理念;第四,微信公众号内容要具有社会化热点的网感,增加直企品牌的持续黏度;第五,微信公众号要多有创意新颖,构思精巧适于朋友圈转发图文,形成企业产品的文化阵地。


三、多鼓励社交分享采用裂变营销

《道德经》中言到:“道生一,一生二,二生三,三生万物”,裂变营销,也是这个含义。传播个体通过社交分享(奖励、福利、趣味内容等),帮助直企进行拉新的目标用户,以达到一个老用户带来多个新用户的增长目标,从而实现线下市场销售的倍量增长。而福利设计和裂变创意是让用户分享的最为关键,将原本用来获取新客户的广告费用,分解成为老用户推荐的奖励费用与新用户注册的奖励费用,能够刺激用户实现更广泛地分享。而这种拉新流量是基于社交信任、利益均享的群体效应,从产品认购的“变现率”也超出传统线下拉新渠道。虽然红包、优惠券、微信卡券、团购裂变等优惠方式只是纯粹基于技术裂变的拉新手段,并没有很大程度塑造企业品牌形象,但是通过这种方法却能为企业带来持久、有效的转化效果。


在当今流量为王的互联网时代,无论是后起之秀的直播、短视频,还是跨界营销、广告整合,企业都需静下心好好思考,如何有效利用这些新锐的营销方式,盘活潜在的流量,毕竟只有激活线上的流量客户,增强他们对企业品牌自身的黏性和认可度,才能在这个竞争日益白热化的市场经济中杀出重围,抢夺一方天地。


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