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速途新营销常娜:做PR就像谈恋爱 搞清楚对象了没?


www.yunkongtea.com 2019年07月24日 15:34   ----


  做PR就像谈恋爱,搞不清楚对象,怎么谈?PR工作中的新手常常遇见这样的问题:撰写的稿子没有深度;做的创意物料没有转发;做的传播没有出圈……如果去找一个本质的原因是,如果没有找到真实的沟通对象,一切沟通的方式都是无效的。在长期客户的服务过程中,我们发现即便是成熟的从业人员,有时候也会犯同样的错误——在不清楚目标人群的情况下,盲目做文章,做H5,或是创意海报,传播效果可想而知。站在自身立场,为做内容而做内容,为传播而传播,这是本末倒置的。

  你了解你的传播对象吗?

  那么怎么解决这个问题?首先要明确传播的对象。其实对于大部分企业来说,对外PR的对象并不复杂,一般无外乎这四类——政府,资本市场、行业合作伙伴和大众消费圈。这个道理足够简单,但为何却往往被忽略呢?

  研究表明,任何人或者组织在对外传播的过程中,第一顺位是站在自身立场,例如站在自身的立场讲述产品特点,讲述企业的优势。但是这并不符合传播学的逻辑。传播的逻辑,是要以对方熟悉的话语体系和利益点出发,讲出对方感兴趣的产品特点或者企业优势,才能实现传播效果的最大化,才有可能真正与目标对象产生共鸣。

  例如,速途网络作为一家以新媒体见长,以互联网客户为核心的新营销的公司,我们的核心业务包括新媒体营销,传统公关服务、IP链接粉丝的新零售三块业务。其中新媒体营销包含微信微博抖音小红书知乎等等新媒体的传播推广和营销、运营;公关服务,从最基础的撰写和发布软文、深度报道管理到各式各样的发布会、体验会和线下活动等等,通过对核心、重点媒体的管理为客户争取更好的宣传;新消费,主要以猫来了、创意社、每日瑜伽等众多IP为核心的打通线上线下,通过链接千万级粉丝进行产品或者服务变现的业务。

  以上的表达虽然清楚,但是难以确保听众可以完全理解。因为这是非常典型的以自身为立场的表达的方式,对于受众来说他可能并不关心。所以我们任何表达的前提是明确传播对象。

  传播对象爱听的情话是什么呢?

  我们在明确传播对象是第一传播顺位之后,接着要去解决“对谁说该怎么说的问题?”每个受众人群几乎都有自身的话语体系,也有自身核心关心的问题,只有站在对方立场才有可能真正影响他。不同的传播对象都在关心什么呢?

  合作伙伴关心关心什么?企业合作伙伴最关心对自己有什么利益点。依然以我们自己举例,新媒体营销与传统公关服务,这两块的核心受众,是合作伙伴,也就是我们的客户。他们最关心当前市场营销领域和PR传播领域正在发生的变化,有什么新趋势,新资源、新玩法?因为他们在企业内部,更加需要来自外部的新消息和新玩法。针对他们,我们要讲明白我们独特的资源和核心优势,我们在业内拥有独一无二的新媒体基地,百万级别的原创自媒体,几千万的私域流量,创新迭代的新媒体营销玩法,这个故事是任何一个企业做品牌做PR都需要的。

  那么针对2C用户怎么讲故事呢?大众消费圈其实并不是一个圈,是由很多主流圈层、亚文化圈层,甚至00后圈层等各种大大小小的圈层构成的。二次元的人群有自己的语言风格,甚至一个明星的粉丝群都有自己的“黑话”,如果不懂这些是没有办法跟年轻人对话的。例如创意社《论晒娃,陆游说第一,没人敢称第一》《假如古人也懂科技,如今应是9102年了》等用条漫的方式,调侃、戏谑、搞笑、穿越,创造了刷屏级的原创文章。再例如前一阵特别火的《快递员年薪几十万,年终奖发大金砖》抖音,单条播放4000万,一条恶搞视频打败传统PR,创造巨大影响力。

  资本市场又在关心什么?我们对长期服务的互联网企业进行了一些归纳,企业在A轮B轮的阶段,资本更关心其产品以及团队,在C轮之后更加关心市场规模、用户等等反应一个企业的增长数据,IPO之后的企业资本方更看重所在赛道以及核心竞争力。本质上资本是逐利的,他们更加在意优势产业赛道、优势商业模式、优势团队和核心竞争力,未来增长空间等等。那么这样的内容《投资回报率高达993%!请收好这份拍网大的致富指南》是他们喜欢的。

  如果我们每一次在做方案做策略的时候,每一次主导传播的时候,都能深刻地去思考,我们到底最想影响的人是谁?我们的传播就已经成功了一半。每个企业在不同阶段,都会有最为核心的受众,更侧重于资本,还是更侧重用户,这就涉及到该如何建立适合自己的公关部门宣传部门,如何把钱花在刀刃上找到最匹配的合作伙伴,下篇文章《创业公司or IPO公司如何做公关?大为不同》将继续解决这个问题。

  作者常娜,速途网络副总裁、新娱乐时代营销专家。专注于泛文娱产业品牌公关、舆情管理、宣发营销等领域的创意服务。速途网络是一家基于新媒体、新科技的品牌生态服务商,旗下有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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