社交电商,将死于社交?
2019-04-01
来源:调皮电商
编辑:Ayang
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01

3月份,社交电商圈真是大事不断:

315刚过,打着“社交电商”名义的花生日记就得到了工商部门一张7456万元的天价罚单,创行业之最,其分销层级达到51级,非法获利4个多亿;

这事还没过去呢,云集品又被深圳工商部门查处,公司高管被集体控制,云集品做了将近五年,是打社交电商名义最早的一批玩家,但是,其传销疑云,从未断过;

紧接着,著名直销公司如新又出事了,一名如新会员感冒发烧,不去医院只喝如新果汁,结果不幸离世,又引发全网对如新涉嫌传销的讨伐。

而另一边,电商巨头京东苏宁国美则在社交电商领域不断有新动作,我们调皮电商的会员商家几乎每天都在讨论某个社交电商新平台能否去入驻,是否是真的社交电商?有没有传销疑虑?

社交电商冰火两重天的评价,引发了大家对这个领域的争议,到底什么才是社交电商?到底谁做的社交电商才是靠谱的?如何鉴别一个平台是传销,还是社交电商?

02

我曾看到一家叫**铺手的社交电商招募会员的视频,那是在北京通州某个咖啡馆,招募者在台上的讲话就是始终强调,社交电商是个大趋势,看不懂没关系,你先进来再说。

这恐怕是所有号称社交电商的平台招募会员的统一说法了,都是让你先进来,却不告诉你正常的社交电商和传销的区别在哪里。

社交电商可以简单地分为两种类型:拉人头型和零售型。

拉人头是社交电商最普遍的做法,拉来一个新人,给你多少奖励,许多分销型微商,号称团队几万几十万的,都是这种类型;部分社交平台也是这样的,比如环球捕手、以前的云集、达令家、贝店、楚楚推等;几乎所有传销也是这种类型。

但需要注意的是,所有传销都是拉人头模式,但不是所有拉人头模式都是传销。很多社交电商对于拉人头有奖励,但是只是奖励一次,下一级的销售就跟上级没关系了,这就不属于传销,因为奖励非常有限。

但是像花生日记这样,多达51层的激励,是彻彻底底的传销模式。

云集以前也是涉嫌拉人头传销模式,但被浙江工商部门处罚之后,改变玩法了,变成会员制,我看他们公布的财报,新会员增长才37%,但GMV增长136%,这意味着,新人已经不是云集的销售贡献主力了,而是老会员。所以,云集就变成了零售型。

零售型是最健康的社交电商,完全靠销量卖货,比如拼多多,爱库存,有好东西,苏宁拼购,国美美店,还有部分直营微商,都属于零售型社交电商。

在零售型社交电商的模式下,会员的主要收入还是要靠在社群里卖货,比如爱库存这种创新的S2b2C模式下,他们把库存、分销商以及消费者连接起来,最大化的提高库存周转率。在解决制造业库存问题的同时,充分发挥用户休闲时间的价值,帮助代购、宝妈、淘宝店主、个体户老板等群体0成本再创业,解决了社会就业压力。

如果某个小代理能有两三百个人的微信群(自愿入群,不是强拉入群那种),每个月的销量能超过10万之后,小代理的收入就基本能稳定下来,月均收入会超过一万,并逐步增加。

这是因为:

一、能主动入群,证明对你的信任,后来还不离开,证明对你挑货的认可;

二、有信任有认可,群主再做写群活动,转化率就会逐步提高,也会主动把自己的朋友拉进来,爱库存上有的小代理的群里,一半的人,都是朋友拉朋友进来的,不是光靠自己拉人,这就是口碑的力量;

三、随着群主对群员的了解,知道每个群员的爱好、审美、收入情况,就能更有针对性的推荐商品,也会给平台提议增加一些产品;

四、在大家的提议下,爱库存上不断会增加新产品新品类,以前只有几百款,现在有几万款产品,社群内消费潜力就释放出来了,购物频次就增加了,年度消费总额就提高了。

零售型社交电商基本都是围绕这样几步走,最终让代理靠销售收入健康地发展。

爱库存联合创始人兼CEO冷静在受邀参加今年博鳌论坛上说,这套模式是利用社交渠道,将不同的货放到近百万分销商形成点“店铺”中售卖,不仅不会产生额外的流量成本,还会形成一定的杠杆效应,撬动新的流量。

这是对社交能量的健康挖掘。

所以,明明都是打着社交电商的名义,为什么是完全不同的运营模式呢?

03

最关键的在于,大家对社交的理解有偏差。

社交是人类存在的基本形态,物以类聚人以群分,社群是人存在的基本形态,人的价值感和存在感,都是因为你的社交地位。

对于这一原始力量的应用,有的人更看重的是自己跟别人的关系,而有的人,则更看重自己在别人心中的地位。

前者在动用社交力量的时候,更侧重拉关系,用利益启动关系链;后者则更强调自己的专业能力,赢得对方的信任和尊重。

所以,拉人头模式更容易发展为传销,只有利益在关系链上游走,没有专业价值沉淀。

这种情况,也会更容易触犯《电商法》,2019年1月1日正式实施的《电商法》对于责任主体的认定,对于假冒伪劣的打击,对于虚假宣传的限制,都对拉人头式的社交电商产生重大影响,仅仅是责任主体一项,就让很多微商不敢造次;其次,虚假宣传的惩罚更加严厉,像如新代理商宣传果汁能治病这种虚假宣传,一定会被严厉打击。

而刚刚过去的两会上,《政府工作报告》也提出了对电商健康发展到要求。

所以,为什么315刚过,一个又一个传销公司被处罚?为什么做了四五年的云集品高管被控制。

幸好国家部门出手了,否则不知道还有多少人的社交电商,死于社交,被朋友拉黑。

其实,这才刚刚开始,未来对非法的社交电商,将会管控更加严格,拉人头模式的社交电商,一定要调整自己的模式了。

04

而对于那些想加入社交电商的新人,也一定要擦亮眼睛,别再被那种恐吓式的招商大会吓到,“你先加入进来再说”、“再不上车就晚了”、“以前是看不上,后来是看不懂,再后来就来不及”,凡是遇到说这种话的人,你就要小心了,不要让自己的社交电商,死于社交,毁了自己的人脉,一个人如果只有微商朋友,无异于自掘坟墓。

即便自己对社交电商感兴趣,那也要找到更健康的零售型平台加入。

健康的社交电商一般有几个标准:不骚扰朋友,不输出毒鸡汤,不卖假冒伪劣。做社交电商的人,是在帮朋友真正的找到极致性价比的商品,是不会让社交电商死于社交的。

我们的社交电商之路,是时候走向正规。


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