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速途陈飞:脚下生根,产品更需要公关式推广


www.yunkongtea.com 2019年07月03日 17:10   ----


  “一炮而红”,惊天动地,脚下生风,固然引人神往,但就像烈酒一般,能否hold得住,比较受考验。而公关式营销,看似不温不火,但温润适口,春风化雨,脚下生根,反而更应多尝试。

  产品公关式推广是不是慢招?

  说到为产品做推广,很多人的第一反应可能会想:“能不能一炮而红”。这样想没有问题,但是在实战一线的我们总能发现:产品推广一炮而红的条件相当苛刻,可以说是天时地利人和缺一不可。人们更多时候花费了大量精力、追求一炮而红的营销,往往是雷声大雨点小。

  为什么会这样?在回答这个问题之前,我们先要弄明白何谓产品的成功。产品之所以能成功,是因为在它出现的时间线内,解决了用户、社会的刚需。而现在那些霸王硬上弓式的一炮而红,不少是打不中痛点的自娱自乐。

  说到这里,我们再看看公关是什么。相对于广告和营销,公关追求的不是火爆的感官体验,而是在潜移默化中与外界建立起良好的关系。业内的共识是,公关更多的成功应用场景,是用于应对品牌危机和面向企业品牌推广。公关对于产品推广,是否能够起到比较好的效果呢?我认为是有的。

  举个栗子,哦不,举个牛油果。作为前几年走俏网络的网红食品,牛油果是典型的公关型营销的获益者。对牛油果的营销始于上世纪九十年代,在美国主打的是健康、高端生活方式的倡导者角色。而在2015年,墨西哥一家牛油果公司买下了半分钟超级碗广告时间,把牛油果和橄榄球运动员做关联,给人们牛油果能让人健康强壮的心理暗示。而在中国,牛油果则搭上了健康饮食和健身运动的顺风车,几乎所有的减脂、健身餐中,都留下了这种不甜不脆、口感油腻的水果身影。

  这样做是否有效呢?我们来看一组数据:根据世界最大牛油果公司 Mission Produce 的统计,2009 年,我国牛油果年进口量不足 2 吨。2017 年,这个数字飙升到了 32000 吨,增长了 16000 倍。

  从无到有,最终成为你的必需品,类似牛油果这样的情况比比皆是。相比事件营销、爆款打造给人带来的感官冲击,公关式的产品营销重视营造氛围,春风化雨地将想表达的内容沁入人心。但是,正因为这种润物细无声的做法,动静太小,没有大开大合的激荡故事,难免会被认为“没声量”、“见效慢”。

  真的是动静越大越好吗?我们见过很多“营销偏移现象”:不少营销事件,由于爆点瞬间过于抢眼或单点爆破力过强,事件整个链条不够严密或节奏把握欠佳,导致注意力偏移,人们记住了事件、记住了精彩的爆点瞬间,唯独没有记住营销的主角——产品。而在事件结束之后,这些产品往往快速消失在人们的视野中。

  产品公关式推广如何脚下生根

  用公关的方式推广产品,需要以需求打底的温床,之后才能在上面抽枝发芽。如果有天然的温床更好,一般我们称其为刚需。如果没有,我们要考虑如何营造出这样的土壤。

  再来看牛油果这个案例。虽然现在也出现了不少口诛笔伐,但在人们对健康饮食开始重视的时间节点,牛油果多年坚持营造出了“吃了更健康”的土壤氛围,“地基”十分牢固,这让后续的很多事情都变得简单。

  这就是所谓的营造需求温床,一般是刚需,如果没有明确刚需,则需要在软需求上做文章,总之要让人们感知到“我有需求”。

  有需求之后就要把需求和产品做强关联。

  比如移动互联网的发展催生出了移动安全这个概念,那么与PC时代一样,安全厂商自然要推出各自的手机安全产品。但PC时期安全软件的宣传方式并不能套用到手机安全软件上,因为两者间的区别很大。其中最大的区别是,手机上防不胜防的电信诈骗、勒索病毒,可以轻松直接地造成大众的经济损失,因此“防诈骗”成了手机安全软件的主要功能点。

  之后的事情就比较水到渠成了,确定了需求痛点,在产品推广中瞄准痛点做凿穿式攻击。当然这个过程并非围绕产品谈产品,而是谈透了需求再谈产品:让公众认识到手机诈骗的无处不在、无比奸诈、频发高发,花样翻新地推广用户科普防骗知识,就是把用户需求与功能点做强关联的过程。

  人们对于需求的认识,未必是清晰的,甚至往往是需要激发和唤醒的,这时候上马公关式的产品推广,让用户理清思绪,关注到痛点问题,用户才完成了真实需求的认识过程,在这个过程中不断渗透产品功能和理念,潜移默化地让市场接受,让人们认可和接受,打造成刚需的土壤。

【作者简介】陈飞:速途新营销业务品牌网道咨询副总经理,在品牌公关、企业口碑管理等领域有着丰富的经验。速途网络:速途网络旗下设立速途新营销和速途科创空间两大事业群,在品牌传播、数字互动、粉丝运营等领域具有丰富经验。



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