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代言人这张牌,怎么打才是最优解


www.yunkongtea.com 2019年08月01日 10:40   ----


  流量艺人和奢侈品牌,搭吗?Prada签约当红流量艺人之后,这个问题再次被放上台面。当时网友普遍认为,和大牌调性不符的流量艺人,会玩坏奢侈品牌高大上的画风,但也有部分网友觉得,奢侈品牌纷纷向流量“低头”是大势所趋,不必上纲上线。而后来,“夕阳红打榜团”自发打榜的群体性行为,则折射出了如今大众对于「流量」的态度,并给外界带来了新的迷思:当流量艺人逐渐失去号召力,那些被“谁火请谁”支配已久的品牌,将会面临怎样尴尬的困境?

  品牌签约大混战:谁真正撬动了流量的奶酪

  对于品牌来说,流量就像一只看不见的手,在无形中推着他们走上追逐流量之路,毕竟在当今的普遍认知里,今日之流量就是明日之销量。因此那些自带流量的明星艺人,自然会成为各大品牌争先抢夺的目标,毕竟品牌都希望借着流量这股东风,在销量这条路上一骑绝尘甩开对手。但是,想要正确利用艺人的流量并非易事,尤其在如今的舆论场里,品牌即便是拿下了当红的流量艺人,也并不代表它能高枕无忧地坐收流量红利。

  2017年嘻哈大火时,某歌手一跃成为流量人气王,雅诗兰黛、麦当劳等多个高知名度的品牌都在短期内与他进行了合作,但在其 “人设”崩塌之后,这些品牌虽然迅速下刊了广告,却还是招来许多不同的评价。在这一事件中,“人设”并非明星的原罪,只是,与明星真实人格相去甚远的“人设”,对品牌来说确实存在较高的潜在风险,如果品牌在没有经过前期市场调研的情况下,一味为了流量,去合作成名时间短又缺乏代表性的流量艺人,则很容易把自己置于被动境地,一旦代言人人设翻车,就会连带折损品牌在大众眼中的好感度,甚至还会让品牌陷入被消费者质疑的尴尬。





  品牌借势明星的初衷,是希望利用高度集中的流量,为品牌带来曝光,但实际上,如果代言人自身标签过多,反而会让受众对品牌形成认知障碍。如今的流量艺人身上,往往同时背负多个品牌代言,前两年国民偶像杨洋人气达到峰值时,甚至一个人代言了23个品牌,一度被网友戏称为真·品牌宠儿。虽说品牌对同一艺人围追堵截,能侧面印证他的商业价值,但“身兼数职”的艺人,一定程度上会削弱品牌的认知度,无法形成鲜明的品牌记忆点,而且,尽管某些当红流量艺人能为奢侈品牌带来流量转化,但由于代言人与品牌调性并不完全契合,也未必能帮品牌完成个性化价值观表达,说服、影响粉丝圈层之外的消费者接受品牌理念。所以由此看来,在选择代言人这件事情上,「唯流量论」对品牌来说还真不是个1+1一定大于2的选择。

  品牌到底需要怎样的代言人?

  流量终究是个泡沫,再夺目也会有幻灭的可能。当然,如此说法并非是在唱衰流量,而是在提醒品牌,除了流量之外,它们到底还应该看中代言人的什么特质?TCL和马天宇的商业合作,或许能给其他品牌一个思路。

  出道至今,马天宇的粉丝量一直保持高基数且粉丝忠诚度极高,银幕形象也十分正能量,除了大众熟悉的「艺人」身份,他还是带领粉丝从事公益的「公益人士」,在马天宇的身上没有明显的“人设”痕迹,他也没有背负过多模糊形象的品牌代言。马天宇与TCL间价值观的趋同,最终促成了他们长达两年的商业合作,以至于即便是在社交平台,马天宇都会自然而然地大玩「空调梗」,或是在采访中自曝自己像“TCL变频空调”。



  在马天宇和TCL合作之后的第一场直播里,马天宇联合TCL家电组成“挑T联盟”,在电商平台上大秀厨艺,引发粉丝强势围观。直播过程中,他的烹饪任务由网友实时投票决定,这波把粉丝宠上天的互动操作,最终使得这场直播的总观看量达到了4560万,互动量更是高达3387万。马天宇粉丝对TCL打call又买账的力挺,为公认带货难度颇高的家用电器,在4 8小时内带来了近650万的惊人销量 。



  只有当品牌看到艺人流量之外的综合能力时,才能真正激发出艺人的最大能量。TCL和马天宇的频繁互动,向其他品牌正确演示了 —— 什么才是性价比更高的商业合作方式。

  TCL×马天宇:解锁「双IP占位营销」

  除了代言人本身,代言人的影视作品同样被TCL视作绝佳的营销机会。此前,TCL已经在马天宇主演的IP剧《凉生,我们可不可以不忧伤》中,秀了一把花式植入。



  而近期热播的《流淌的美好时光》,更是将以智能产品与剧情深度结合的形式,向观众传递着智能健康生活,吸引不少观众利用弹幕,表达了自己对TCL冰箱的好感。





  通过深度捆绑代言人马天宇及双IP占位优势,TCL引起了粉丝和观众的注意。而除了马天宇和TCL本身的价值观契合,TCL在这两部热播剧中的营销升级,以及未来在《我的莫格利男孩》,《完美芯机人》两部未播新剧中的其他营销玩法,势必还将为TCL带来更多的关注。

  结语

  代言人,是品牌对外发声的重要载体,这意味着一旦合作,代言人和品牌之间就产生了共生关系。天下品牌苦流量久矣,但这不代表品牌要为了流量,去放低自己应有的姿态,做出逞一时之快的选择。毕竟,代言人的流量并非仅仅体现在数据这一维度,更多的是销量转化、品牌认知以及个性化价值观的聚合,三者彼此区隔但又相辅相成。想要促成高效的流量转化,品牌不仅需要关注明星个人的流量指数及粉丝活跃度,更应该注重明星个人价值观与品牌价值观的高度契合,唯有遵循这个逻辑,才能在各大品牌的焦灼战中占据优势地位。



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