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中国营销传播网 > 新营销 > 新视野 > 社群营销讲师盛斌子:全网、全员、网红、病毒营销

社群营销讲师盛斌子:全网、全员、网红、病毒营销


中国营销传播网, 2019-07-20, 作者: 盛斌子, 访问人数: 1124


  这家是一个跨界的时代,这是一个碎片化时代,每一件事情,都是单独存在,每件事都是可以做到极致的,但是,每件事情表面上看只是这件事,但是,又是系统营销From EMKT.com.cn的一份子,每件事情的原始意义越来越模糊,边界越来越不清晰。比如,媒体,难道只是沟通传播的载体??

  在我们这个时代,媒介又变成渠道。

  渠道是卖产品的?在我们这个时代,又可以变成传播的载体。

  所在,经营的的每个基本要素:产品、渠道、推广、团队、物料越来越边界不清,越来越一体化。

  什么是一体化?

  我们知道前几年,砍价、联盟、明星签售,万人疯抢等促销方式如火如荼,但是这一两年遭遇了无比严重的挑战,尤其是省会城市和中心城市,更无论北上广深这些一线城市,这种以砍价联盟、明星签售为主题的大型爆破活动,它的效果越来越弱,越日趋式微。

  经常有经销商说,不搞促销活动是等死,搞促销活动是找死,最主要的原因是什么?为什么我们这些促销活动的效果日趋式微?最主要的原因就是四个碎片化导致的,

  既然我们的营销的生态环境发生了根本性的变革,那么变革的方向在哪里呢?盛老师提出了营销一体化。那么什么是营销一体化?它有三层含义:

  第一层含义叫一群人一阵子一条心做品销一体化的促销活动。这句话非常好解释。传统的大型促销活动基本上是以短期之内释放促销政策,以单纯的成交为目的,以价格战作为最核心的手段或者说载体。

  那么新型的品销一体化促销活动是怎么玩的?

  言外之意,除了单纯的促销行为之外,我们还要做品牌力提升的行为,做产品的包装,做团队的管理和经营的理顺等等。言外之意,促销是一个端口,一个噱头,我们通过促销玩的不仅仅是单纯的以价格战,以单纯的释放政策的这么一种促销行为,而是做品牌、销售管理、经营一体化的促销活动,这是盛老师想表达的第一层含义。

  第二层含义是要借促销之名,做好7个一体化。主要表现在:

  从线上到线下做全网营销,

  从前端到后台,做全员营销,

  从话题到事件,做病毒营销,

  从视频到游戏,做网红营销,

  从会员到粉丝做三层分销,

  从新顾客到老顾客老顾客,做社群营销,

  从新品到老品做爆款营销,

  那么,我简单的把这七个一体化解释一下。

  什么是从线上到线下做全网营销?

  言外之意,我们现在推广和促销,或者说推广和传播的切入点,因为极度的碎片化,使得每一个媒介或载体,都成为我们推广品牌,宣传促销政策,传达产品卖点的窗口。比如单张、折页、海、报pop、立牌、刀旗、户外、车体、灯箱、广告牌……上面是线下的,线上的更是多如牛毛,比如各类自媒体,比如抖音,今日头条,微信微博微电影,包括各类纯电商和行业细分的电商,都是我们传播品牌,推广产品和诉求产品口号,以及传达核心卖点的载体。

  什么是从前端到后台做全员营销。

  我们想当然的自以为做销售都是公司各级销售人员的事情,比如是导购店长老板的事情,在新零售主导的时代,实际上销售是全员的事情。言外之意,导购店长老板之外,还有他们的七大姑八大姨、左邻右里、亲朋好友等等,以及公司的后台,比如售后、财务、客服,人力资源行政等等,各级人员都可以利用自身的人脉关系和自身的资源,成为公司销售渠道的一部分。

  也不仅仅是公司的人员,还有公司外的人员,比如非竞争品牌的导购,店长老板、新顾客老顾客以及各类隐性渠道,比如家装公司设计师,水电工安装工泥工瓦工油漆工等等,都有可能成为我们全员营销的一份子!

  什么是从视频到游戏,做网红营销?

  每一次借新品推广促销活动或者其他主题营销活动的契机,我们人为包装一个网红,比如我们包装设计师成为我们的网红,我们包装核心客户,也就是核心消费者核心业主等等,成为我们的网红,我们包装公司自己的营销人员成为网红,利用病毒营销助推网红低成本的在区域市场快速的裂变。

  什么是从话题到事件做病毒传播?

  前几月的流浪大师事件,我想必大家都应该听说过了。 这个概念的炒作,实际上背后是低成本,甚至是零成本的传播,为什么?因为大师的推出符合我们心目当中对新闻热点的一个心理动因。这么有才学的大师,这么有能量的大师,竟然在街上流浪,自我放逐,无形当中击中了我们当代每一个人的内心最温暖最柔软的部分。

  什么是从新顾客到老顾客做社群营销?

  社群营销是最近一两年非常火爆的一种营销形式和营销载体。社群营销最大的好处是可以蓄水养鱼,利用建群的方式完成基本服务、增值服务,硬性洗脑、软性洗脑,从而快速的达成传播推广和交易的行为。无论是线上还是线下,从会员到粉丝,我们可以做三层分销。言外之意,每一个新顾客、老顾客,非竞争品牌的导购,店长老板,所有的隐形渠道,各级营销人员,以及后台的各级人员,只要他们愿意参与我们的促销活动,他们的每一次分享、点赞、转发、发起团购、发展下线,协助成交等等行为都有相应的积分。每一次积分都对应着相应的奖励。

  当然,推广一体化还包括其他的各种新营销行为,比如从新品到老品,我们做爆款营销,利用每一次主题营销的行为,我们包装一些套餐服务,包装一些爆款,利用特价或者说核心买点,借助网红营销,全员营销,三层分销社群营销,大面积的释放促销的潜能。

  第三层意思有人也许会问,说盛老师你是不是还在教我们做大型全国一体化的联盟爆破活动?

  其实我说的不是这个意思,或者说所要表达的不仅仅是这个意思。

  诚然,全国性的、区域性的、或者跨区域性的单品牌多店联动,或者多品牌多店联动,是盛老师所要表达的表面上的意思。但是它背后的意思是,一群人一阵子一条心的品销一体化的促销。以及围绕品销一体化的七个联动。这在某种程度上,已经完成了传统促销到新零售促销的转型和突围。

  最后我要强调的是,在品牌销售一体化促销模式指引下,不仅可以做大型促销。还应该做到大型促销活动小型化,整体促销活动碎片化,促销活动常态化三个方向。

  大型活动小型化,言外之意我们除了做大型活动全国全省联动之外,我们应该把品鉴会、小型活动以会销的形式把它常态化。

  整体活动碎片化是什么意思?我们以某一类主题为核心,做常态化碎片化的促销活动,以单店为出发点,根据不同的顾客的圈子设定不同的话题,做一些小而美的促销活动,这是我要强调的第三层意思。

  盛斌子老师介绍:

  1、耐用消费品、泛家居、领导力与管理、销售运营、渠道运营管理专家。

  2、营销实战干货猛料《新营销天龙八部》作者

  3、广东省2013年度优秀职业经理人之一。

  4、广东营销学会顾问委员

  5、2015-2017中国百强讲师,中国500强讲师

  6、广东科技大学客座教授

  7、联系方式:13068668480   QQ:460837291



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