电商运营要知道哪些内容

一 运营工作内容到底有哪些?

电商运营到底是做什么?什么是淘宝运营?运营不是一个人,也不是一个部门,简单来讲,运营像一个运筹帷幄的统筹支配系统。就像一台电脑的CPU,或者说是人的大脑,而运营要做的就是调节好客服,美工,推广,库房,售前售后等部门的协调性的所在。

一个运营体系包括什么,个人简单归结为五个大点:

1丶两个端点:产品 和 顾客

2丶三个关键:流量(引流)丶转化(优化)丶用户粘性(营销)。

那么,你就可以这么理解运营,就是用来解决从上游产品,到下游客户之间问题一条流程线;或者说,是用来解决前期流量丶中期转化和后期用户粘性的一个数据分析系统。

电商运营

电商运营

二 要么运营别人,要么被别人运营

运营是一个对个人能力要求非常高的职位,也是非常的锻炼人的,当然前途也是刚刚的,无论你是自己新开的店铺或者是给别运营,运营方面的知识你都是必须要学习的。经过我这么多年的工作经历发现,很多人虽然挂着运营的名头,但是坦白的说,大部分能力都太差,缺乏一个系统而又综合的能力,基本上就是会其中的一个环节,很多运营人员也缺乏一种电商思维,用户需求分析的思维,很死板的,基本上不是在运营别人,而是在被别人运营,牵着鼻子走,这也是一件很悲催的事情。因此,我们联合很多运营方面的高手,每天晚上都在群里给大家分享运营方面的干货,让大家做一个有尊严的淘宝,而不是水货。如果你想听的话,在这个群里就能听到的,起初你需要输入的是这几个:一七四,接下来映入你眼帘的是:三五九,最后出现的一组是: 三七零。按照顺序拼接起来,一个聪明人在一块学习的地方出现了,觉的自己笨的就不要学了,哈哈。

三 关于运营的一些七大姑八大姨的事,碎碎念

新手开店,新手运营入门,按照现阶段的个人思维,它的成长之路,更应该走的是:010.

010:第一个“0”,是首先学习的思维;

第二个“1”,是需要学习的做事;

第三个“0”,是需要总结的思维。

为什么是这样的构架,我们可以自己回顾一下,我们自己或者我们周边的朋友,往往是兴趣盎然的跑来开店,产品很多都选择自己周边有的,认为自己有优势,这个和最近提的“本地化”有些相似,开店,上架产品,找流量,然后坐等销售。

可是真的是这样吗?不尽然,如果尽然,也不会是中国那么多培训机构,那么多参加培训的中小店家,做了1个月或者2个月之后,就放弃了。

第一个“0”:

现阶段开店,从思维的角度考虑,首先要有个产品,开店的基本流程不解释了,基础入门的,如果你真的想来做这个事情,你也不会一直抓着这个不放了。

首先:你要知道你销售的是什么,

其次:你要知道你销售给谁,

最后:你要知道怎么推广,

要知道你卖的是什么:

你的产品品类是什么?

你的价格区间是什么?

你的定位是什么?

你的后续推广方式是什么?

你的核心优势是什么?

一个产品的选取,在现阶段,可算是五花八门,但是对于部分老手运营来讲,竞争度小的产品是最好出彩的,什么叫竞争度小=做的人很少。

如果说一个产品,就那么来回几家做,稍微努力一下,是否就是业绩?

为什么,很多大神(除了部分固定喜欢做单品类的),自己创业或者说找工作的时候,喜欢找一些基本上没几个人做的产品。就是因为这个,不管使用什么推广手段,见效特快,效果特明显,而且难度相对来说,比大类目来讲,要简单许多。

如何找这样的品类呢?我个人喜欢用一种办法:搜索

我去搜索A产品的品名(一级关键词),如:枣和板栗

一个品名下面匹配多少件产品,从数据方面,已经可以说足够判断一个产品的竞争难度了。

这个只是两个比较简单的例子,如果说一个大的品类下面,我们将产品再进行细分,然后选取细分类目,是否可用?

如果有人说,你说的例子和我的现实情况不符合,我这边没有这个产品,那么,先回想一下,所谓电子商务,属于网络平台交易,网络是全世界互通的,如果你想做,这个产品,你是可以找到的,不是吗?

当你在初始入门的时候,选择好一个品类,那么在后续的常规运作中,困难会减少很多。

上面说的是品类,按照步骤,店开了,品类选好了,接下来做什么呢?

店铺的价格划分。

在此之前,很多人讲,关于一个店铺的定价使用的是:271或者28法则。其实对于中小店家来讲。。。那个271中的“1”以及28中的“2”有必要分的那么清么?

首先说这个“1”,所谓这个1,讲的是属于形象款,一个中小店家。。。运用此项思维,我着实不敢认同,

其实说这个2,很多人都讲,我们可以用2份价格相对较低,性价比相对较高的产品进行引流,如果分析做的好的店铺,你会发现,他的店铺成交大部分在于8,但是,对于中小店家来讲,有必要分的这么清么?

中小型店家,更多讲的是爆款,什么是爆款?单品支撑全店,那么初始这样的价格划分怎么做?

我个人建议:直接划分区间,要么都是2,要么是8.前期是生存,然后才是生活,不是么?

我特喜欢一个店铺:

其实有时候我就在想,是否某天我也可以做一个这样的店铺,不做低价,不做高价,就做中间的那个“8”,虽然说,可能对于很多人讲的动辄几百万或者几千万的销量来说,这样的店铺只是一个不起眼的业绩,但是养活一个人,已经足够了,不是么?

那么很多人会问,如何去具体定价格呢?

这个问题,其实不应该是我来说,因为在思维端以及广告端,有人说:没有卖不出去的产品,只有卖不出去产品的人,一个产品的定价,是根据产品自身,卖货人的自身技术以及资源配比等等综合决定的。

正如现在的考虑,大家卖200的时候,我卖600,为什么能卖?因为产品不同,我的运作思维,我的定位在上端,虽然说在整体销量上面来讲,我和那些大店家相差甚远,对于一个中小型店家来讲,真真是足够了。。。。

你的价格选在哪?不是问别人,是问你自己,你有什么?

说到这里,做的时间比较长的人其实都已经知道一个道理,价格在大部分时间是决定定位的,当一个店铺的价格既定,这个店铺属于低端定位丶中端定位丶还是高端定位,它自然而然的已经出来了,那么既然定位已经有了,不管你定位什么端,你的视觉体系是否要具备相应的资质?

比如说一个店家居产品的页面:

比如说那个卖小黑伞的页面:

一样吗?不一样。。。。。。

定位越高端,如果没有在强硬的品牌影响力支撑的前提下,页面要求越高。

很多人在这个环节,认为自己产品比较好,定位成高端,然后卖产品卖不出去,老板就说是运营不会搞。。。。或者运营说老板瞎定价。其实。。。。这个原因在美工端,当然,运营也有很大的关系,因为毕竟美工是按照运营的要求来做的,那么到底是谁的问题呢?

问你自己~~~

定位之后,就是所谓的推广方式了,中小型店家,如果对于一个新手来讲,他会恐惧直通车,会恐惧钻展,因为这都是白花花的RMB花出去了,而且结果还未知,那么它的更多的选择是什么?是搜索~~

如果见过很多中小店家,聊天聊的多了,你会发现,中小型店家更多的研究的是基础SEO

所谓直通车和钻展,这基本上都是已经运作了一段时间之后才去碰的,或者说花钱找别人来帮他做的,那么在这里,搜索的研究就尤其重要了。

关于搜索,我之前的帖子里面有讲过,我在去年的时候发布的搜索帖子,我说的是方法,那么经过了这么久,我想问一句话,那些按照我帖子操作的人,你们操作完之后,你们是否总结出来什么问题?什么问题?如何调整?有没有其他的发现?

你想了吗?

简单来讲,一个产品的推广方式,很大因素取决前面的几个步骤,因为一个产品的定价越高,如果在品牌没有强力支撑的前提下,那么你会发现它更多的使用的是直通车,因为搜索位置不好拿。。。。。

如果是低价的产品。。。没利润不敢推,更多的使用的是活动和搜索~

正如我上面说的,我的产品,其实只是使用直通车,有人会讲,你自己讲搜索的,你技术应该很厉害的阿。

话是这样说,但是如果按照这样的思维,,。。我会被老板打死。

你需要特别明确你的推广方式,只有这样,你才能发静下心来去研究好一个方向,一种推广方式,只有说专注了,你才能研究出来属于你自己的东西,对于后续的操作来讲,才会更有优势,因为你没有绕圈子,直达核心的感觉,不是更好吗?

现在你明白了你的推广方式了吗?

最后一项,就是说的产品的核心优势了,它是检验你上述的几种决策的根本点,产品不行,再厉害,也都只是昙花一现。。。。。

你的产品有什么优势?

说到现在“010”的第一个“0”基本上已经说完了。

回过头来,感觉很多都是虚的,但是我个人还是想说,我特别想让更多的中小型店家看到,做了这么久,少走弯路,有了思维,准备好了再来,调查好,做好准备再来破釜沉舟。

接下来跟大家讲“010”中的“1”

这个“1”,顾名思义讲的是如何具体实操了

开店–选品-定价–引流–转化

转化:高大上的话叫做流量价值,也就是说流量引入店铺之后,如何让买家产生成交,也是我们一直关注的叫做转化率。

如果提高自己的转化率,在这里只跟大家说宝贝详情的问题。

我从来不跟我自己身边的人讲什么才是最好的宝贝详情,我崇尚个人制作的宝贝详情,最适合的宝贝详情。

中小型店家,很多人会面临不会做宝贝详情,不知道怎么做。

其实这个问题很简单

当你上述的步骤做完,到了这一步。你只需要做的是:看-总结-制作-测试。

看,你需要做的是大量的搜索案例,看谁呢?

当你决定了做什么产品以及价格之后,你需要做的是:

搜索这个产品的品名,然后输入自己的设定价格区间,然后点击销量排行。

这个时候,你会看到你的同行已经帮你做好了前面的路。

抛开品牌影响来讲,别人的宝贝详情既然能在销量排行上占据位置,必然有可取之处,你需要的仅仅是从别人的宝贝详情中找到你能用的东西。

比如说:框架如何制定丶排版怎么排丶文案怎么写丶色彩怎么搭配等等。。

你所有想知道或者你需要知道的信息,别人都帮你做了。

如果这个时候你还说你不会,只能说你看的不够多。

当你看的够多的时候,你会发现,这个时候你已经可以自己结合自己产品,画出来了一个宝贝详情了,这个宝贝详情是有血有肉的,因为前期你有了自己的运营思维,你知道自己产品的最后优势,在这里,你套用进去,

你的宝贝详情就出来了。

到这一步,你后面需要做的就是好好的总结,好好的写,用心写,然后去测试,测试你自己的“孩子”,它成长的空间有多大,哪里有问题,修改哪里。

如果说,你连“抄”这个东西都不愿意去做,只会在这里说不对的,不会阿,扯啊,那么我只能说:呵呵

首页的道理也是一样的。

发现了么,中小型店家需要的是什么流程?重点是哪里?

它的重点,不是说操作技术怎么样,而且到底有没有用心,有没有去研究,去想,去做,

只有说先有运营思维,再去操作,最后形成自己的那一个“0”才是最实在的。

我不说上面说的东西,对于中小型店家来讲有多久具体的作用,最起码,我可以很负责任的说,你按照我说的,最起码,你不会跑偏,你按照我说的,只要你肯做,最起码你会以最快的速度成长起来,才“010”的路线,你可能会碰壁,你可能会迷茫,但是这些都是宝贵的经验,如果说运气好,在第一个“0”的时候,你选对了。。。。当然,我也一直在想我能不能拿到这个“0”。

朋友们,思维型的文章,可能会有点不太招人喜欢,但是呢,如果你好好研究这个文章,你可以做很多举一反三的例子。

未经允许不得转载:杨永博客 » 电商运营要知道哪些内容

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