懂做微商人性广告营销让订单满天飞

随着2017年的到来,互联网营销再一次达到了顶峰,从淘宝到微信,依然拥有很庞大的互联网大军在加入,而目前做得比较多的大多都是微商,低成本,高收入,月入破万日赚千元不是梦。但事实真是如此吗?做微商真的那么容易赚钱吗?下面岑辉宇就来给大家简单分析。

微商推广必备思维:懂得人性营销让订单满天飞 缩略图

之前很多微商的朋友通过互联网找到笔者,来咨询如何让订单上升,快速赚钱,这些微商大多都有一个特点:低成本,想法大。在这部分微商朋友眼中,认为只需要找一个互联网推广高手,让其帮忙推广,推广出去再一部分红利分给推广者,就能坐着等钱入账,想法很好,但现实骨感,谁会愿意给你做免费宣传劳动者?记得之前就有个卖减肥药的微商朋友,想通过互联网的方式把减肥药推广出去,大致对话是这样的。

微商朋友:请问能和您咨询推广吗?

笔者:您请说。

微商朋友:您好,我是做减肥药的,想通过微信或者互联网渠道把我的产品推广给我得客户,让更多人购买我的产品,我们的产品质量非常好,我可以保证……(此处省略产品介绍几千字)

笔者:那您知道哪些人需要您的产品呢?

微商朋友:只要是胖子都会需要我得减肥药,因为我得减肥药是由专业的机构研发代理,而且价格非常优惠(此处在省略产品优势介绍几百字)

笔者:我认为不完全,因为减肥的方法很多,要经过一层层筛选,很多人选择了运动健身加节食,健康而没有副作用,因此,你要做的不是让用户了解你的产品多么好,而是用案例刺激用户的需求,所以你要在胖子中进行筛选……(被打断)

微商朋友:您不是这个行业里的,可能不懂我们行业,只要是胖子,都想快速减肥,想咱们之前一个同行,做这个减肥药就不错,而且客户大多都是胖子,而且我们的这个减肥药,一般都能在短期内减下去,而且不反弹……(再次省略几百字)

笔者:好吧,您按照您的想法做就好了。

这样的聊天不单单是一次,很多微商朋友对待产品甚至能倒背入流,但你要是问他客户都在什么地方,他又不清楚了,聊着聊着又到了产品介绍去了,根本忽略了做微商最重要的东西:人性。

做微商懂得人性营销让订单满天飞

在来回归之前咱们讨论的话题,人性营销后面讲解更方便理解,做微商到底赚不赚钱?也是方便给想要做微商的朋友更好的认识这一职业。

做微商大部分都在浪费时间,赚的钱几乎都是蝇头小利,也有部分微商高手在低调的赚钱,因此做微商赚不赚钱,全看你是否有门路,如何判断门路?就看这个微商他平时做什么操作,如果你发现他每天都在朋友圈发广告,那么这类微商就是很少赚钱的,当然也有赚钱的,在这里或许会给刚做微商的朋友泼一盆冷水,但是这是事实,互联网时代,就是懂的人忽悠不懂的人;现在大多人选择做微商都是想赚些外块,逃离朝九晚五的上班日子,轻轻松松玩手机赚钱,这样能做好微商吗?

微商真的不赚钱?答案当然是NO!

我也记得有一个微商朋友,同样也是做减肥药推广的,但是在他的朋友圈几乎看不到任何广告,更多的是一些真实的生活动态或者是例子,但是人家就是能轻轻松松月入破万,为什么?就是因为人们懂得人性营销。

在探讨人性之前,大家不妨思考一下笔者总结的几个问题,自己在心里想想答案,如果你想都没有想过,那还是别靠人性营销了,还是做搬运工营销算了。

1.你的产品好不好?(当然我知道大家会对自己的产品非常自信)

2.你的产品对用户需求依赖性强不强?

3.你的产品对用户产生了什么样的影响?

4.你考虑过用户正真想要的是什么吗?(这也是之前笔者常说的“最终目的”)

5.用户最想了解产品的那一部分?

6.你的产品别人有吗?

7.你的需求用户在哪里?

8.如何让有需求的用户掏腰包?

9.需求用户是否承受得起产品的消费水平?

10.你的产品比同行的优势在哪里?

这十个问题是最基础的问题,其实还有很多问题,但是害怕大家不易理解,就把最基础的问题列了出来,最近我有一个朋友也在做一个类似于买涨买跌的平台,是个漂亮的妹子,也是让我去了解平台,让我帮忙推广,她的推广方式和大多推广方式一样,微信群发布广告信息,朋友圈发布生活动态(女性),当然根据笔者所得知的情况,她也是赚了不少钱,她给我发布的一句话令我影响深刻:你看,这是我朋友昨天投入所获得的利润。为何我会对这句话有很深的印象,源于“朋友”二字,相信不少微商向朋友推荐自己的产品远比向其他不认识的客户推荐产品更容易把,朋友不管是从友情来说,还是从生活需求来说,对你依然有很高的信誉值,这也是之前咱们所说的“人性”之一。

其次,笔者的这位朋友也加了不少不认识的人,也有不错的成交率,主要是通过漂流瓶,摇一摇以及附近的人疯狂加人,每天加50个,一个美女突然加你,你肯定不会拒绝,通过聊天让用户掏钱,用户的想法也是为了讨好“美女”,并非真正投资,如果产品不错,当投资后,就会接着投资,产品不好,就会被客户拉黑,这也是常有的事情,用户并不傻。所以用户的最终目的是为了讨好美女,并非真心投资,这也就造成了用户的不长久,不过其中也包含了“人性”之一,这一点就不做过多说明,大家自己去体会。

微商推广必备思维:懂得人性营销让订单满天飞

何谓人性?简单来说就是人的本质,何谓人性营销?也就是加入了人性本质情感的营销策略,举个例子,笔者一向省吃俭用,购买衣服的机会少之又少,在一次逛商场的时候,由于购买衣服的经验不足(可比喻为用户对产品的盲目性),我遇到两个导购员,第一个导购员很会说,但说的东西都不在点上,每当我多看某件衣服两眼,第一个导购员就会为我详细介绍,这款衣服质量很好,是新款,而且出产于XX厂家,很多人都喜欢,至于后面我就没记清了;而第二个导购员呢,就比较聪明得多了,每当我多看衣服两眼的时候,就会说“您喜欢这件吗?我也觉得这件不错,尤其是搭配您这样的身高,穿起来一定很帅,您觉得可以的话可以先拿去试衣间试试。”本来只是随便看看的,结果心理满足感爆棚,就直接拿去试衣间了,其实不知道好不好看,但出来的时候,这位导购员就使劲的夸,说您穿这件衣服真不错,不瞒您说,这件衣服质量非常不错,而且是韩国进口的新款,最适合您这样的帅气男生了,而且价格也不贵,原价589元,恰好今天咱们做活动,只需要320元,您看这样的衣服您不会想错过吧!被这位导购员这么一说,心理依然沉醉在满满的赞扬中,然后果断付款。

从上面的例子中,大家看出了什么?笔者在这里总结一句话:懂你所需,知你所想。而大家不禁开始有疑问,这些和做微商有关系吗?当然有关系,记住,今天分享的是思维,不是实操方法,只有思维打开了,赚钱的方法就自然多了,笔者始终认为思维大于实操。那么接下来在做一个总结,怎么利用人性营销才能更好的做好微商。

一、更具价值的产品选择

如果你还没有正式做微商,还在选择产品的时候,不妨重点看这一点,因为一个好的产品对日后的合作成交率有着不可替代的影响,产品具备了用户价值,才能让产品更好的推销出去,很多人认为产品卖不出去,是因为推广力度不够的原因,然后找一个推广者就能解决所有问题,实则这样的想法过于天真;一款好的产品包含这几个特性:用户对产品的依赖性、产品价格是用户消费水平能承受的、能让用户重复消费的、产品本身的质量要高。这几个条件都很好判断,如果不知道如何去判断,可以单独联系岑辉宇。

其次,还有一点就是产品不要做得乱七八糟,笔者有位同学,也是做微商,卖女性的东西,有面膜,有化妆品,有衣服,甚至连零食都卖,笔者当时还给建议不要卖得那么乱,结果人家说产品种类卖得越多越好,这样才能更好的满足他们的要求,笔者很是无语,仔细想想,她说得不无道理,但过了半个月就消失在了朋友圈里,至于原因笔者就不在这里多说了。

微商推广必备思维:懂得人性营销让订单满天飞 第五张

二、懂得正确的推广方式才能让订单漫天飞

不是微商不好做,而是大部分微商都用错了方法,很多微商的产品非常好,但就是没有好的客户资源,很大原因就是没有正确的使用推广方式,一个真正懂得利用人性营销的高手,一般考虑的问题不单单是产品,更多的是用户的真实想法,很多微商选择社交群发广告,换来的就是被人们反感的踢出群聊,何必做这样的过街老鼠呢?笔者只能认为,这样的偷懒推广方式,只会给自己挖坑,然后自己跳进去,因为他不愿花费时间去了解用户的真实想法,这样的效果几乎可以微乎其微,那么问题又来了,如何更好的用户不排斥自己呢?

1.要有耐心,别被客户一眼看穿

做微商,耐心是必不可少的,就得把它当初追女孩子一样耐心,别让用户一眼就看穿你是一条广告狗,第一步要如何做呢?这时候就不要把自己当成是产品的推销者,这是当成一个以交朋友为目的的交流,同时了解客户的基本顾虑,然后再以一个朋友的身份来间接推销产品,这一步最大的难点就是如何以客户成为朋友,成为客户掏腰包决策的参谋者,这样才能与客户站在统一战线上。

2.懂得适当的夸赞客户,促进合作

适当的夸赞客户也是能快速拉进双方关系的一个重要枢纽,但是要把握尺度,别显得太做作,大家可以拿笔者购买衣服的例子来思考,首先要阐述立场,让客户感觉很完美,然后再加上产品如虎添翼,这样客户也不会对产品有反感之意。

3.适当的分享自己的故事,吸引客户

客户喜欢听你喋喋不休的介绍产品,还是听你分享一些小故事呢?换做你是客户,你更愿意以哪种方式来认识产品呢?举个例子吧,就拿之前的减肥产品来说,其实一开始可以站在一个胖子的身份来和客户抱怨,这样的方法屡试不爽,只需要说几句,那边客户就会噼里啪啦讲个没完,到时候来一个转折,不过还好,我之前在朋友的帮助下,成功减下来了。这时候客户肯定坐不住了,我敢保证,换做是你,你也会坐不住,要么客户就会问你怎么做到的,要么就让你推荐朋友给他认识。比起一来就直接介绍我是卖减肥药的效果是否好得多?因此,懂得以一个能与客户产生共鸣的故事作为认识的基础是非常必要的。

上面说到的是如何正确的与客户进行良好的沟通,这一切都是有精准客户的前提下,若是没有客户,改如何进行推广呢?推广的方式有很多,但是千万别再采取发布垃圾广告的方式了,如果你说除了发骚扰广告就不会别的了,不妨试着做下面这几招:

1.抽出一部分时间逛逛贴吧

笔者喜欢逛贴吧,一来是贴吧拥有大量的精准客户,也有大量的推广高手,一来是能了解用户最想看的内容是什么,就【减肥吧】来举例吧,大家也可以自己去搜索,从【减肥吧】看到的大多都是减肥日记,这也就是广大真实用户想看的,如果你还不明白用户到底想要看的是什么内容,不妨逛逛贴吧,不行你可以再去【股票吧】看看,大家分享的是不是炒股的经验?因此,多抽时间逛逛贴吧,没有错。

微商推广必备思维:懂得人性营销让订单满天飞 第三张

2.懂得展现用户想看得最终效果

用户在购买一个东西之前,最关心的就是质量,如果你继续噼里啪啦的口头保证产品质量效果不错,那么你就等着客户把你拉黑吧。如果解决用户购买产品的疑虑呢?就是以案例展示产品的最终效果,从而刺激用户的消费性,当然,如果能以自身作为案例来举例更好,个人的可信度越高,那么成交率就越高。

3.多了解一些互联网推广的知识

大多微商做不好的原因也是缺乏互联网推广的技巧,甚至有的微商根本不想去投资,你要让他投资点钱开个网店,或者做个网站来打好形象,和要他命一样,害怕投资如何能换来回报?当然不仅仅单指金钱投资,还有自己的时间和学习投资,现在做好微商无非就两个条件:源源不断的新客户+粘性较强的老客户=微商的长期盈利。通过不断累积不断扩大自己的收入,从而达到月入破万的一个过程。至于如何去不断挖掘新客户,方法太多,在这里就不详细说明了,今天重点讲“人性”思维。

微商推广必备思维:懂得人性营销让订单满天飞 第六张微商推广必备思维:懂得人性营销让订单满天飞 第六张

4.懂得与客户谈情,把潜在客户变成精准客户

所谓人性,就是要融入人与人之间最基本的情感,如果不重视这一点,那么所谓的“谈情”就成了弹琴了,对客户弹琴的后果可想而知,如何与客户更好的谈情?第一步,想方设法问出客户有哪些问题没解决,第二步阐述自己之前也有这样的问题,然后加重后果,第三步在阐述自己解决的步骤,间接推广自己的产品也就在第二步和第三步之间,要简介推荐,然后再以第三方身份与客户介绍产品。

总结:本来还有很多关于微商人性推广的想法的,但看了看字数,已经接近五千字,在写下去估计也没人会看完,本文重在阐述的是一个做微商的思维模式,实操性较少,只要思维通顺了,在结合自己的实际行动去做微商,相信效果远比打死广告要强得多,希望本文对大家能有所帮助,同时,如果解决不了笔者提问的十个基本问题,也可以找我,以上仅是岑辉宇个人观点,不喜轻点喷。

转自岑辉宇博客

未经允许不得转载:杨永博客 » 懂做微商人性广告营销让订单满天飞

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