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中国营销传播网 > 经营战略 > 企业方法 > 如何占据用户心智?

如何占据用户心智?


中国营销传播网, 2019-07-23, 作者: 黄利鸿, 访问人数: 550


  一直以来,很多的营销From EMKT.com.cn人都疲于对用户需求和痛点的满足与挖掘,但是效果却并不甚理想,很多时候都是因为做了很多的“无用功”,本末倒置。通过今天的学习,希望能够让我们的营销人能够更加清新、重新认识,在以后的工作中有更好的表现,敢于并善于占据用户心智,大力提升产品销量,成为用户的左膀右臂!

  在讲《如何影响终端用户的购物决策?》时,第一条说的就是心智,也就是通过用颜值抢占心智,从而影响终端用户的购物决策。不过,随着产品同质化、消费理性化的发展,用户心智就会逐步回归到理性消费。那么,过去用颜值抢占心智的方法对购物决策的影响就会受到挑战。所以,要想不断地占据用户心智,永远“活”在用户心中,我们还需要更多的方法方式,特别是掌握心智最深层次的内涵。

  懂得认知

  孙子曰:上兵伐谋,其次伐交,其次伐兵,其下攻城。攻城之法,为不得已。这就是说,要想占据用户心智,最好的做法就是“伐谋”!那么什么是心智的“谋”呢?

  有人可能会认为是需求或痛点,挖掘用户的需求或者解决用户的痛点,你就能占据用户心智了!按这个理解的话,那国产车其实已经解决了用户开自己的车出行的痛点了,那么,为何就是卖不过合资车甚至进口车呢?所以,挖掘用户的需求或者解决用户的痛点的做法,对于占据用户心智来说就是“头痛医头、脚痛医脚”的做法,治标不治本。

  经过十多年营销一线的探索和对用户的不断研究,我豁然开朗,要想真正占据用户心智,非常重要的一点,就是懂得认知!从懂得认知出发,你就能在最深层次上把握住用户心智,从而占据心智!

  还是以汽车为例,虽然国产车经过改革开放40多年的高速发展,已经取得了一定的进步,但是由于历史原因所造成的技术依赖性——特别是发动机技术至今都未成气候,单凭这这个,就足以被合资车和进口车吊打几条街!

  所以,核心技术没有解决,从而使得用户心智上就很难将国产车与合资车和进口车真正的在内心中相提并论!这个就是要懂得认知才能从根本上解决的问题。

  善于传播

  孙子曰:明君贤将,所以动而胜人,成功出于众者,先知也。先知者,不可取于鬼神,不可象于事,不可验于度,必取于人,知敌之情者也。这就是说,当我们懂得认知,掌握了对用户心智的变化轨迹之后,接下来就是要善于传播了,也就是对用户进行“心智拦截”!

  这个又该怎么做呢?俗话说:“酒香也怕巷子深”。也就是说,你就是有再好的产品,要是不能及时、准备地告诉那些真正想要你的产品的用户,那么,你的产品也不可能能够被成功地销售出去!

  所以,你就要找到合适的人将你的产品内容传播好,打造成是一款为你的目标用户“量身定制”的“必需品”!为什么是“量身定制”?因为你最了解你的用户,最清楚TA的心智中最想要的东西是什么——就是你的产品!匹配完美,量身定制。为什么是“必需品”?因为你的产品解决了TA的心智“缺陷”,把TA的心智“激情” 点燃,必须得到你的产品,拥抱你的产品,TA的心智才能没有“缺陷”, 心智就是这么被满足了!

  可以这样说,全世界的宗教几乎都是这么传播成功的!所以,到目前为止,还没有哪个企业甚至国家,在传播方面是能够比宗教做得更成功的!

  所以,要想占据用户心智,一定要善于传播,传播到你的用户心智中去!

  精通营销

  孙子曰:善用兵者,役不再籍,粮不三载,取用于国,因粮于敌,故军食可足也。这就是说,要想占据用户心智,你就不但得从用户的角度思考问题——想用户之所想,急用户之所急,而且,还要做到你是来帮用户“排忧解难”的,解决“用户之所想、之所急”的!

  怎么才能做到这些呢?精通营销。也许有人觉得从字眼上理解就已经是不可能实现的,毕竟营销能够“精通”实在不易不到。其实,精通营销并不是很难的,难的是你有没有开始去做了!

  首先你要明白一点,你做营销的目的是解决“用户之所想、之所急”!把目的想清楚了,你才能真正做到站在用户的立场思考“之所想、之所急”的是什么!还是以买车为例,用户买车是为了出行方便吗?还是为了能够快速回到远在上百公里的老家看望父母?还是为了让父母觉得自己的孩子有本事了,有钱买车,让他们在村里人面前倍有面子?……

  如果你清楚了用户的心思后,觉得用户对于买国产车、合资车还是进口车仍犹豫不决时,要是你能讲讲你自己或同事或朋友对于解决这些“之所想、之所急”的案例,相信对于一下子让用户做出决定肯定是非常有帮助的。要是你的这个工作做到位了,试问还有谁敢说你不精通营销呢?相信你对于占据用户心智也是非常有心得体会的了!

  一直以来,很多的营销人都疲于对用户需求和痛点的满足与挖掘,但是效果却并不甚理想,很多时候都是因为做了很多的“无用功”,本末倒置。通过今天的学习,希望能够让我们的营销人能够更加清新、重新认识,在以后的工作中有更好的表现,敢于并善于占据用户心智,大力提升产品销量,成为用户的左膀右臂!

  欢迎与作者探讨您的观点和看法,联系电话:18688258097,电子邮件:yellowhongli@163.com



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