CAMIA Insight | 宣传词怎么写好?品牌出海系列(四)
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">CAMIA <span style="color: black;">Insight</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">开启<span style="color: black;">更加多</span>视野</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在这一期里面,<span style="color: black;">咱们</span>继续来<span style="color: black;">认识</span>品牌战略落地的<span style="color: black;">有些</span>操作问题。在这一期,您<span style="color: black;">能够</span>学习到:1、品牌名字<span style="color: black;">怎样</span>起;2、品牌<span style="color: black;">宣传</span>语<span style="color: black;">怎样</span>判断好坏;3、<span style="color: black;">详细</span>案例分析。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·品牌名:一本万利还是鞋中沙子</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在<span style="color: black;">咱们</span>的配<span style="color: black;">叫作</span>里面还有一个很重要的东西就叫做品牌名,这个品牌名起得好那<span style="color: black;">便是</span>一本万利,品牌名起的<span style="color: black;">欠好</span>,那就跟你鞋子里有沙子<span style="color: black;">同样</span>,总是让你磕磕碰碰不舒服。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大众</span>来<span style="color: black;">瞧瞧</span>这四个品牌名,<span style="color: black;">大众</span>来判断一下<span style="color: black;">那些</span>品牌名容易成功,俏江南、江南厨子、巴蜀风,老院子。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个俏江南这个名字啊,我经常把它<span style="color: black;">做为</span>这个反面的典型啊,当然企业<span style="color: black;">亦</span>帮它做了这个传播,来规范它的这个,把它的定位帮它传播出去了。从三个字来看,这个美轮美奂的非常好的三个字,<span style="color: black;">然则</span>呢,给人的感觉是做杭帮菜的,江南菜的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个问题就来了,<span style="color: black;">便是</span>说想吃这个杭帮菜的人进去一问,啊,是川菜?而想吃川菜的人来看见这个名字就直接去了巴蜀风,就不会进去,<span style="color: black;">因此</span><span style="color: black;">引起</span>它的这个经营<span style="color: black;">始终</span>不太好,<span style="color: black;">此刻</span>连创始人都被赶走了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有一次我在讲俏江南这个名字的时候,正好这个俏江南的一个常务副总就在这个台下坐着,我一讲完这个下台他就跑过来找我了,我还以为他会生气,结果他是握着我的手说你讲得太对了。十<span style="color: black;">数年</span>过去了,<span style="color: black;">咱们</span>还得向顾客去解释<span style="color: black;">咱们</span>是川菜,<span style="color: black;">咱们</span>是川菜。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">对,<span style="color: black;">便是</span>这个样子,这<span style="color: black;">便是</span>沙子啊,只要你这个名字不改,永远<span style="color: black;">便是</span>跟顾客的这个直觉是背离的。好,<span style="color: black;">咱们</span>来<span style="color: black;">瞧瞧</span>这个结果。最多的<span style="color: black;">选取</span>了俏江南,<span style="color: black;">实质</span>上在深圳<span style="color: black;">例如</span>说<span style="color: black;">非常多</span><span style="color: black;">地区</span>,我看见这个俏江南和这个江南出自开在<span style="color: black;">一块</span>,江南厨子总是排队,俏江南总是冷清清的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">而后</span>我2002年到了深圳的时候,当时有两个川菜馆都很火,一个叫巴蜀风,一个叫老院子,<span style="color: black;">然则</span>十<span style="color: black;">数年</span>过去了,巴蜀风依然火,<span style="color: black;">况且</span><span style="color: black;">作为</span>了深圳的老字号,老院子<span style="color: black;">已然</span>不见了。<span style="color: black;">为何</span>呢?老院子听着就像个北方菜,乔家大院,不像川菜,<span style="color: black;">因此</span>说又是名字的问题。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然这个巴蜀风<span style="color: black;">亦</span>不会做啊,深圳市政府给它一个深圳老字号,它居然就挂出来了,我才恍然大悟,啊,你不是正宗川菜啊。我说除非是四川省人民政府驻深办给个牌子,你<span style="color: black;">能够</span>挂出来。这<span style="color: black;">亦</span>是,</span><span style="color: black;"><strong style="color: blue;">企业不懂品牌,不懂顾客的心智,这是挥刀自宫啊。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·品牌起名四要:定位反应——从名字联想到品类或特性</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好,<span style="color: black;">咱们</span>来看一看到底什么是好名字。这个起名四要,</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">第1</span>个是定位反应</strong></span><span style="color: black;">——<span style="color: black;">便是</span>最好能够从你的起名联想到你的品类或特性。<span style="color: black;">例如</span>,农夫山泉,鲜橙多,周黑鸭,饭扫光等这些名字都是一级棒的,基本上一看名字能<span style="color: black;">晓得</span>你大概是啥。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有定位反应的名字就容易给人专家印象。农夫山泉是做矿泉水的专家品牌,鲜橙<span style="color: black;">大都是</span>做橙汁的专家品牌,周黑鸭是做鸭子的专家品牌,<span style="color: black;">况且</span>事实上<span style="color: black;">她们</span>都<span style="color: black;">作为</span>各自<span style="color: black;">行业</span>的<span style="color: black;">第1</span>品牌。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个俏江南就不说了,<span style="color: black;">咱们</span>曾经投资过百年栗园,做有机鸡有机蛋的。这是一个真实的故事:上海一个合伙人告诉我,他一个<span style="color: black;">伴侣</span>很惊讶地对他说,百年栗园还卖鸡蛋?在顾客的心中是感觉你还卖鸡蛋,就不专业。<span style="color: black;">因此</span>后来<span style="color: black;">咱们</span>赶紧就把它卖掉了,赶在禽流感之前。没有亏欠,<span style="color: black;">亦</span><span style="color: black;">无</span>怎么挣钱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第二个叫品牌反应。</span></strong><span style="color: black;">什么叫品牌反应呢?<span style="color: black;">便是</span>一听就<span style="color: black;">晓得</span>是个品牌名。<span style="color: black;">便是</span>说当有一群人在谈论你品牌的时候,我从旁边走过,听上一耳朵<span style="color: black;">无</span>上下文的<span style="color: black;">状况</span>下,一听就<span style="color: black;">晓得</span>是个品牌,<span style="color: black;">晓得</span>在谈论你的品牌。<span style="color: black;">而后</span>我下一次看到你的<span style="color: black;">制品</span>的时候,(就会反应)诶?这个品牌我<span style="color: black;">好似</span>听说过。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>其他<span style="color: black;">状况</span><span style="color: black;">同样</span>的话,我就会<span style="color: black;">由于</span>这种<span style="color: black;">熟练</span>感而优先<span style="color: black;">选取</span>你的品牌。这一点点微弱的<span style="color: black;">优良</span>可能就产生马太效应,使你胜出。<span style="color: black;">由于</span>是天天都在<span style="color: black;">出现</span>这种事情,就<span style="color: black;">更易</span>进入心智,品牌传递就很容易。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>说红牛,现实中<span style="color: black;">无</span>红色的牛。当有人在说红牛的时候,你可能会觉得他是在说一个品牌。<span style="color: black;">然则</span><span style="color: black;">倘若</span>一群人在说黄牛的时候,你想到的是<span style="color: black;">她们</span>肯定要买火车票了,对吧。金华火腿<span style="color: black;">亦</span>是<span style="color: black;">这般</span>,顾客<span style="color: black;">第1</span>感觉是金华火腿哪个牌子最好。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span>投资的德州扒鸡<span style="color: black;">亦</span>有类似问题,<span style="color: black;">便是</span>那个年代的国家计划经济<span style="color: black;">准许</span>这么命名,其实是害了企业。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这是一个真实的故事,有次我在一个企业做培训,我太太打<span style="color: black;">tel</span>来,她正在逛超市,她说你们投资的那个德州扒鸡叫什么牌子啊,是不是叫雨润还是什么?她看见雨润<span style="color: black;">亦</span>做扒鸡了,<span style="color: black;">因此</span>打<span style="color: black;">tel</span>问我<span style="color: black;">咱们</span>投资的那个扒鸡叫什么牌子。这<span style="color: black;">便是</span>问题。<span style="color: black;">因此</span>有时候<span style="color: black;">咱们</span>跟德州扒鸡的企业讲,你们<span style="color: black;">尽可能</span>叫德州牌扒鸡好了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span>投资的“要出发”<span style="color: black;">亦</span>有<span style="color: black;">这般</span>的问题,它做过<span style="color: black;">宣传</span>“周边游<span style="color: black;">便是</span>要出发”,<span style="color: black;">大众</span>就很苦恼,这个顾客经常说,不<span style="color: black;">晓得</span>是哪个品牌做的<span style="color: black;">宣传</span>,<span style="color: black;">而后</span>把“要出发”换个颜色加个引号顾客依然很困惑,这三个字有什么值得加引号的,始终<span style="color: black;">无</span>反应过来这个是品牌。其实去<span style="color: black;">哪里</span><span style="color: black;">亦</span>有类似的这个问题。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第三个叫要利于传播。</span></strong><span style="color: black;"><span style="color: black;">便是</span>要顾客听得出,记得住,愿意说。</span><span style="color: black;"><span style="color: black;">第1</span>个标准是叫听音知名。</span><span style="color: black;"><span style="color: black;">因此</span>说你问顾客一个品牌的时候你不要写给他看,<span style="color: black;">亦</span>不要直接问这个名字好<span style="color: black;">欠好</span>,你就自然地对话“你听说过某某某<span style="color: black;">无</span>?”<span style="color: black;">倘若</span>他<span style="color: black;">第1</span>反应“哪几个字?”,<span style="color: black;">那样</span>这个名字就要打折扣了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>这个周黑鸭一听就<span style="color: black;">晓得</span>哪几个字。而甘其食<span style="color: black;">咱们</span><span style="color: black;">始终</span>在<span style="color: black;">意见</span>企业改名,基本上<span style="color: black;">无</span>人能听出是哪几个字。有一次有人一听“甘其食”,就问“什么甘其食?”,我说“甘甜的甘,其他的其,食品的食。”他说“丹田的丹?”,我只好气沉丹田,想了半天说“同甘共苦的甘”。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">西贝莜面村<span style="color: black;">亦</span>有这个问题,顾客一旦问哪个“莜”,这下麻烦了,都<span style="color: black;">已然</span>组不了词。不像这个“天图”哪个“天图”,还能说天津图书馆。这个“莜”的话,除了莜面还<span style="color: black;">无</span>第二个<span style="color: black;">地区</span>用。<span style="color: black;">而后</span>说上面一个草头下面一个攸,又完蛋了,分解偏旁部首都分解不出来,什么攸,这个攸县<span style="color: black;">仅有</span>湖南人<span style="color: black;">晓得</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后我说许攸的攸,他问哪个许攸,把三国演义都抬出来了。<span style="color: black;">因此</span><span style="color: black;">尽可能</span>不要用这个生僻字,顾客怕读错的话就不愿意去传播你的品牌名。</span><span style="color: black;"><span style="color: black;">因此</span><span style="color: black;">非常多</span>人把它读<span style="color: black;">成为了</span>“筱面村”,与竹字头的混淆了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然还有更奇葩的,三个牛三个羊三个鱼<span style="color: black;">这般</span>的名字。<span style="color: black;">由于</span>时间有限就<span style="color: black;">意外</span>试<span style="color: black;">大众</span>的文化水平了,反正三个字重叠的认识的不多。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">第二个标准<span style="color: black;">便是</span>要简短,在汉语里面,两个字或三个字<span style="color: black;">便是</span>简短。</span></span><span style="color: black;">四个字<span style="color: black;">亦</span>是<span style="color: black;">能够</span>的<span style="color: black;">然则</span>四个字的名字<span style="color: black;">必定</span>要定位反应足够强,强到不<span style="color: black;">必须</span>再加品类名了,<span style="color: black;">否则</span>就会很<span style="color: black;">负担</span>。农夫山泉就<span style="color: black;">不消</span>再加农夫山泉矿泉水。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">然则</span>汉语的一个字<span style="color: black;">亦</span>是不行的,一个字太局促不成词,<span style="color: black;">亦</span><span style="color: black;">无</span>品牌反应。<span style="color: black;">因此</span>说一个字的名字都在说柒牌马牌雕牌,什么劲牌奋牌<span style="color: black;">这般</span>子的其实是浪费了一半的表达力,你还得用两个字。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然,超过四个字的名字都不可取。我的<span style="color: black;">漂亮</span>日记,顾客会自动简化成<span style="color: black;">漂亮</span>日记。<span style="color: black;">漂亮</span>日记是啥,是一个<span style="color: black;">媒介</span>吗?它这个搞不清楚。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">像<span style="color: black;">咱们</span>投资的美味<span style="color: black;">不消</span>等,<span style="color: black;">由于</span>它是互联网企业有网络效应,<span style="color: black;">已然</span>占了</span><span style="color: black;">90%</span><span style="color: black;">的市场份额,<span style="color: black;">然则</span>这个名字<span style="color: black;">亦</span>太长了。<span style="color: black;">她们</span>自己内部交流从来不会把名字说全,只说美味两个字。<span style="color: black;">然则</span>仅说美味就<span style="color: black;">无</span>品牌反应了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第三个标准<span style="color: black;">便是</span>要避免字幕缩写或混合文字。</span><span style="color: black;"><span style="color: black;">例如</span>说HTC,<span style="color: black;">第1</span>次看到以为是什么热电偶之类的。最后<span style="color: black;">此刻</span>顾客为了<span style="color: black;">帮忙</span>记忆,都叫火腿肠,你拿着这个手机,感觉会比较异样。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">TCL</span><span style="color: black;"><span style="color: black;">亦</span>是<span style="color: black;">这般</span>,太差了<span style="color: black;">此刻</span>真是。有个牛仔裤品牌叫</span><span style="color: black;">TB2</span><span style="color: black;">,我不<span style="color: black;">晓得</span>怎么读,<span style="color: black;">咱们</span>有<span style="color: black;">青年</span>人说<span style="color: black;">尤其</span>土和<span style="color: black;">尤其</span>二两种读法。还有一个三国文字混合的,这个反正我是看到很少有人<span style="color: black;">举荐</span>这个,不<span style="color: black;">晓得</span>怎么读。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第四个<span style="color: black;">便是</span>避免混淆,避免和知名的品牌太<span style="color: black;">类似</span>。</span><span style="color: black;">与知名的品牌<span style="color: black;">类似</span>就变成山寨了。与其他名字<span style="color: black;">类似</span>的话就会混淆,听不出来。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在珠宝行业,这个事太痛苦啦。周大福、周生生、周大生、周六福、周瑞福、周百福、金百福、周金生、周大金、金大生、金六福全有,这些我是一个个在百度上核实了的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我和其中一个山寨品牌的老板,<span style="color: black;">一块</span>碰巧在咖啡馆碰到了。我就问他,当初<span style="color: black;">为何</span>叫这个名字。他说当时人穷志短,想沾一点周大福的光。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">问他<span style="color: black;">此刻</span>的感觉,他说<span style="color: black;">此刻</span>无论怎么<span style="color: black;">奋斗</span>,都会被当成是山寨。</span><span style="color: black;">就<span style="color: black;">这般</span>的效果,他做了几十亿了,还是被当做山寨,<span style="color: black;">无</span>品牌溢价,做得很累,就变<span style="color: black;">成为了</span>一个加工制造企业。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然和高频词的同音或多音字<span style="color: black;">亦</span>会带来混淆。有个做鼻腔清洁的叫森<span style="color: black;">呼气</span>,他还没等我问,自己就<span style="color: black;">起始</span>解释,不是深<span style="color: black;">呼气</span>的深,我都纳闷了,你叫深<span style="color: black;">呼气</span>还不是深<span style="color: black;">呼气</span>的深。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">这般</span>的名字最糟糕的<span style="color: black;">便是</span>顾客连问哪几个字的机会都<span style="color: black;">无</span></span></strong></span><span style="color: black;">,<span style="color: black;">由于</span>顾客自以为听成<span style="color: black;">另一</span>一个了。他不给你解释的机会,<span style="color: black;">因此</span>企业自己就<span style="color: black;">起始</span>解释了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">罗辑思维<span style="color: black;">亦</span>是一个好例子。</span><span style="color: black;">罗胖跟傅盛有过一次交流说,当年觉得好装</span><span style="color: black;">B</span><span style="color: black;">要把自己的姓放在里面,<span style="color: black;">此刻</span>每次要花三秒钟来解释<span style="color: black;">无</span>走之的罗。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实赫畅起名<span style="color: black;">亦</span>是<span style="color: black;">这般</span>的,黄太吉我一听想到的是那个满清的开国君主(皇太极),大黄疯肯定想到的是蜜蜂的蜂,都不给你解释的机会。牛炖<span style="color: black;">必定</span>是被苹果砸了的那一位。<span style="color: black;">咱们</span>投资的食行生鲜,一半的人都<span style="color: black;">叫作</span>食行(</span><span style="color: black;">xing</span><span style="color: black;">)</span><span style="color: black;">, </span><span style="color: black;"><span style="color: black;">她们</span><span style="color: black;">亦</span>在酝酿要改名字了。那<span style="color: black;">咱们</span>说改成买菜宝多好啊,一听就<span style="color: black;">晓得</span>干啥的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">CAMIA:品牌起名虽然不是决定性的<span style="color: black;">功效</span>,<span style="color: black;">然则</span>好的名字能让你<span style="color: black;">最少</span>节省非常多的营销<span style="color: black;">花费</span>,<span style="color: black;">由于</span><span style="color: black;">欠好</span>的品牌名字,沟通成本太高。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·<span style="color: black;">做为</span>重要配<span style="color: black;">叫作</span>的<span style="color: black;">宣传</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·每一个顾客接触点都是定位沟通的机会</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·<span style="color: black;">宣传</span>是花钱密度最大的定位沟通方式</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好,最后一个<span style="color: black;">做为</span>重要陪衬的<span style="color: black;">便是</span><span style="color: black;">咱们</span>的<span style="color: black;">宣传</span>了。<span style="color: black;">便是</span>说</span><span style="color: black;"><strong style="color: blue;">每一个顾客接触点上,都是定位沟通的机会。<span style="color: black;">因此</span>说<span style="color: black;">制品</span>是你最重要的自<span style="color: black;">媒介</span>。</strong></span><span style="color: black;"><span style="color: black;">然则</span>有的时候,<span style="color: black;">咱们</span>还得有更高强度的投入方式,<span style="color: black;">快速</span>地<span style="color: black;">霸占</span>市场。<span style="color: black;">因此</span>说<span style="color: black;">宣传</span>是花钱密度最大的一个定位沟通方式。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这是约翰沃纳梅克说的一句话,<span style="color: black;">宣传</span>人<span style="color: black;">尤其</span><span style="color: black;">爱好</span>引用这句话——“我<span style="color: black;">晓得</span>一半<span style="color: black;">宣传</span>费被浪费了,却不<span style="color: black;">晓得</span>是哪一半” 。我猜测<span style="color: black;">宣传</span>人<span style="color: black;">爱好</span>引用这句话的<span style="color: black;">原由</span>是我<span style="color: black;">最少</span>还有一半是有效的。其实在我看来,大部分是两半都浪费了,绝大部分。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好,<span style="color: black;">咱们</span>来<span style="color: black;">瞧瞧</span>这个<span style="color: black;">宣传</span>,是浪费了一半还是两半。“是时候换双镜头手机,荣耀畅玩6X,勇敢做自己”,这些信息东一条西一条的。这是我在深圳机场拍的一条<span style="color: black;">宣传</span>“心动,让你更自己”,我反正搞不懂我怎么不自己了。这个<span style="color: black;">宣传</span>基本<span style="color: black;">便是</span>全浪费了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·定位<span style="color: black;">宣传</span>“二语三性”法则</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好,<span style="color: black;">咱们</span>怎么<span style="color: black;">才可</span>够用定位理论来<span style="color: black;">晓得</span>写出有效的<span style="color: black;">宣传</span>,我把它总结成“二语三性”这个<span style="color: black;">办法</span>。</span><span style="color: black;"><strong style="color: blue;">“二语”是什么呢?<span style="color: black;">营销</span>用语、顾客用语;“三性”是可信性、竞争性和传染性。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">1.<span style="color: black;">营销</span>用语(<span style="color: black;">是不是</span>含有效卖点?判断:一线<span style="color: black;">营销</span>人员会否用它?)</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"> 什么是<span style="color: black;">营销</span>用语,<span style="color: black;">便是</span><span style="color: black;">是不是</span><span style="color: black;">包括</span>了有效卖点。</span><span style="color: black;"><strong style="color: blue;">这个判断的标准<span style="color: black;">便是</span>一线的<span style="color: black;">营销</span>人员是否会用它<span style="color: black;">或</span><span style="color: black;">最少</span>是说出<span style="color: black;">一样</span>的意思,只是换成更叫<span style="color: black;">白话</span>化的说法。</strong></span><span style="color: black;"><span style="color: black;">例如</span>说“怕上火喝王老吉”,王老吉的<span style="color: black;">营销</span>人员<span style="color: black;">必定</span>会说这个是预防上火的,吃火锅容易上火,冬天容易上火,等等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“经常用脑多喝六个核桃”,面对学生<span style="color: black;">营销</span>的时候,要高考了,这个用脑强度很大,得补一补,<span style="color: black;">必定</span>是<span style="color: black;">这般</span>子的。<span style="color: black;">然则</span>原来“生活<span style="color: black;">能够</span>更美”的“善建者行”,一线<span style="color: black;">营销</span>人员会对顾客<span style="color: black;">这般</span>说话或说<span style="color: black;">这般</span>的意思吗?<span style="color: black;">倘若</span><span style="color: black;">这般</span>说了,顾客<span style="color: black;">必定</span>是侧目是不是该吃药了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然还有更奇葩的高速路上的“远成人辛苦了”,简直都不<span style="color: black;">晓得</span>这个是为谁而打,打给谁看的。最后我才<span style="color: black;">晓得</span>是一个物流<span style="color: black;">机构</span>。这么昂贵的高速路口<span style="color: black;">宣传</span>费把它变成津贴发给这个加班的司机好了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2.顾客用语(<span style="color: black;">是不是</span>顾客语言?判断:顾客转解释时会否用它?)</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"> 第二个判断<span style="color: black;">便是</span><span style="color: black;">是不是</span>顾客语言。</span><span style="color: black;"><strong style="color: blue;">一个重要的判断<span style="color: black;">便是</span>顾客转介绍的时候会否用它。</strong></span><span style="color: black;"><span style="color: black;">例如</span>,你是在宇宙中心设立开放式工厂,从事视频信号交换设备的表面高分子化学处理。这是干啥了——在五道口摆地摊手机贴膜。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">顾客要转介绍用你的话,<span style="color: black;">第1</span>个那<span style="color: black;">必定</span>是要说人话,第二个要简单,第三个要弱化<span style="color: black;">宣传</span>腔。<span style="color: black;">倘若</span>你广告腔太强了,“更新技术,更好瓷砖”,顾客是不会这么去说的。顾客要是真这么说的话,听众<span style="color: black;">必定</span>会说你是<span style="color: black;">她们</span>家的<span style="color: black;">营销</span><span style="color: black;">表率</span>,<span style="color: black;">因此</span>要弱化<span style="color: black;">宣传</span>腔。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·可信性:顾客<span style="color: black;">是不是</span>相信——<span style="color: black;">详细</span>、归因、信任状;优先<span style="color: black;">运用</span>高级信任状</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好,<span style="color: black;">咱们</span>来看这个三性里面的可信性,<span style="color: black;">便是</span>说顾客<span style="color: black;">是不是</span>相信。<span style="color: black;">这儿</span>面<span style="color: black;">便是</span>要<span style="color: black;">触及</span>到<span style="color: black;">有些</span><span style="color: black;">详细</span>归因和信任状,<span style="color: black;">便是</span>让顾客相信的<span style="color: black;">有些</span>基本规律。<span style="color: black;">例如</span>说“劲霸男装专注夹克29年”就非常<span style="color: black;">详细</span>,就比“专注夹克二十<span style="color: black;">数年</span>”要好,变得更可信。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“云南白药创可贴,有药好的更快些”就<span style="color: black;">供给</span>了一个因果关系。它最早的是“伤口好得更快些”,硬说<span style="color: black;">便是</span>一个<span style="color: black;">宣传</span>腔,后来改成这个“有药好得更快些”,马上就有个归因,顾客就相信他了。<span style="color: black;">因此</span><span style="color: black;">此刻</span>基本上把邦迪打得找不着北了,基本上<span style="color: black;">大众</span>以为邦迪<span style="color: black;">便是</span>贴上挡一下灰尘<span style="color: black;">罢了</span>,跟这个有药的就完全不<span style="color: black;">同样</span>。<span style="color: black;">包含</span>这个信任状。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“经常用脑,多喝六个核桃”这是顾客自己验证的信任状。当然,要优先<span style="color: black;">运用</span>高级的信任状,<span style="color: black;">由于</span><span style="color: black;">做为</span>一个品牌,它的信任状其实是<span style="color: black;">非常多</span>的。在一个特定的场合,要优先<span style="color: black;">运用</span>高级的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>说,八马铁观音打的<span style="color: black;">宣传</span>是“十三代传承的浓香好茶”。十三代传承这个信任状本身还<span style="color: black;">必须</span>一个取信的问题,<span style="color: black;">因此</span>它后来的<span style="color: black;">宣传</span>语就改<span style="color: black;">成为了</span>“八马铁观音,国家非物质文化”。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·竞争性:有效转化竞争对手的顾客。竞争对手<span style="color: black;">是不是</span>感到难受?</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">还有个<span style="color: black;">便是</span>竞争性。竞争性考察的<span style="color: black;">便是</span><span style="color: black;">是不是</span>能够有效地转化竞争对手的顾客。<span style="color: black;">这儿</span>面<span style="color: black;">亦</span><span style="color: black;">触及</span>到一个正确地<span style="color: black;">选取</span><span style="color: black;">重点</span>的竞争对手。怎么<span style="color: black;">选取</span>?<span style="color: black;">第1</span>个就是那里的顾客多,第二个<span style="color: black;">便是</span>有胜算。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">为何</span>抢银行——那里钱多,<span style="color: black;">为何</span>抢路边店——那里好抢。</span><span style="color: black;">中不溜的这个劫匪是<span style="color: black;">不易</span><span style="color: black;">光临</span>的。</span><span style="color: black;"><span style="color: black;">是不是</span>有竞争性一个重要的标准<span style="color: black;">便是</span>看竞争对手<span style="color: black;">是不是</span>难受。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>说加多宝和广药分手,推自己加多宝凉茶的时候,新品牌没人<span style="color: black;">晓得</span>,就把<span style="color: black;">宣传</span>语改几个字,马上就宣传“怕上火喝加多宝”,广药是<span style="color: black;">无</span>反应的。它说“正宗凉茶加多宝”,广药还是没反应。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后它找到一点儿有效的<span style="color: black;">宣传</span>——“全国畅销的红罐凉茶改名加多宝”。这下广药就有反应了,在股东大会上跳着脚,骂这个加多宝无耻无底线,<span style="color: black;">同期</span>向法院起诉这是侵权虚假<span style="color: black;">宣传</span>,<span style="color: black;">另外</span>还推出反<span style="color: black;">宣传</span>“王老吉从未改名,怕上火还是要喝王老吉”。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">近期</span>的一个比较能让竞争对手痛恨的<span style="color: black;">宣传</span>,就是这个简一,他<span style="color: black;">亦</span>是学定位的,说“高档装修<span style="color: black;">不消</span>大理石,就用简一大理石瓷砖”,<span style="color: black;">导致</span>了<span style="color: black;">全部</span>行业的公愤,石材行业的要联名去控告它,说明这个<span style="color: black;">宣传</span><span style="color: black;">特别有</span>效。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那个诺贝尔瓷抛砖“更新技术,更好瓷砖”,对手是没反应的。当然它本身<span style="color: black;">亦</span>是被简一这个<span style="color: black;">宣传</span>激发了,跟在后面才<span style="color: black;">起始</span>打的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">曾经有一个啤酒<span style="color: black;">宣传</span><span style="color: black;">尤其</span>有效,叫“金威啤酒,不添加甲醛酿造的啤酒”。这<span style="color: black;">亦</span>是激起了啤酒行业的公愤,但对金威<span style="color: black;">来讲</span>效果很好,一度占了深圳啤酒市场</span><span style="color: black;">70%</span><span style="color: black;">的份额,后来被燕京高价收购了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">·传染性:劈开大脑与二次传播</span></strong><span style="color: black;">(冲突新意、简单易记、高频诱因、社交货币-让传播者<span style="color: black;">提高</span>社交地位的信息(彰显传播者的财富、地位、品味、学识、关心等))</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">前面两语两性其实都是很客观很容易判断的,第三性传染性,就<span style="color: black;">必须</span><span style="color: black;">有些</span>创造力了,<span style="color: black;">尤其</span><span style="color: black;">不易</span>做到兼顾。传染性<span style="color: black;">便是</span>要让你的<span style="color: black;">宣传</span>语能够劈开顾客的大脑,<span style="color: black;">况且</span>还能产生二次传播。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">怎么样<span style="color: black;">才可</span>具备这个传染性呢,<span style="color: black;">首要</span>要能够劈开大脑,你得有冲突有新意,还得简单易记,<span style="color: black;">才可</span>进入他的大脑;第二个进入大脑之后还能被高频地唤醒,<span style="color: black;">因此</span><span style="color: black;">这儿</span>面要<span style="color: black;">包括</span><span style="color: black;">有些</span>高频的诱因,得让它提示<span style="color: black;">大众</span>想起你的<span style="color: black;">宣传</span>;<span style="color: black;">而后</span>它要把它转介出去,让你津津乐道,你<span style="color: black;">宣传</span><span style="color: black;">必要</span>要<span style="color: black;">包括</span>社交货币。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">社交货币其实是传染性最最核心的东西</span></strong></span><span style="color: black;">,能让这个传播者<span style="color: black;">提高</span>他社交地位的这些信息。<span style="color: black;">例如</span>说彰显传播者的财富、地位、品味、学识、关心等等。<span style="color: black;">因此</span>说在<span style="color: black;">微X</span>圈里看到了什么<span style="color: black;">宣传</span>这是值得彰显的一件事情,<span style="color: black;">刚才</span>出来的时候,我看到什么<span style="color: black;">宣传</span>还会去传播一下。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span>来<span style="color: black;">瞧瞧</span>这些<span style="color: black;">宣传</span>里面,“今年中秋不收礼,收礼还收脑白金”,<span style="color: black;">咱们</span>有找到它更经典的“今年过节不收礼,收礼还收脑白金”。其实这个过节和礼都是高频的诱因,只要一到过节就想到送礼,就容易勾起这句<span style="color: black;">宣传</span>,买不买是<span style="color: black;">另一</span>一回事了。它<span style="color: black;">便是</span>有这么一个高频的诱因。<span style="color: black;">同期</span>它本来有点冲突新意,有点矛盾。今年过节不收礼,后面又说要收,这种矛盾产生一种张力。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“高档装修<span style="color: black;">不消</span>大理石,就用简一”,<span style="color: black;">这儿</span>面的高频诱因<span style="color: black;">便是</span>装修和大理石,<span style="color: black;">由于</span>刚好我家在装修我就在观察,我太太到了选材料的<span style="color: black;">周期</span>,选大理石还是选瓷砖。只要不选瓷砖,选石材的话大理石是最高频的一个诱因。其实有的时候,最高频的一个诱因<span style="color: black;">便是</span>你的最强劲的对手。<span style="color: black;">由于</span>强大的对手顾客多,说明他的高频。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>说<span style="color: black;">咱们</span>跟这个饭扫光说,你最好的策略<span style="color: black;">便是</span><span style="color: black;">相关</span>老干妈“午餐<span style="color: black;">无</span>饭扫光,下午还能老干吗”,把老干妈<span style="color: black;">相关</span>起来就好。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然这个社交货币的最好<span style="color: black;">表现</span><span style="color: black;">便是</span>,我看到一个<span style="color: black;">微X</span>公众号叫王左中右的,几乎每一篇<span style="color: black;">文案</span>都是十万+,<span style="color: black;">便是</span><span style="color: black;">由于</span>转发<span style="color: black;">文案</span>的人<span style="color: black;">非常多</span>,能够<span style="color: black;">表示</span>自己的品味,<span style="color: black;">或</span>说<span style="color: black;">特别有</span>趣。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">宣传</span>语<span style="color: black;">基本</span>练习</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">1. 天图投资</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">天图投资,消费品投资专家 VS. 天图投资,专注消费品投资</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大众</span>觉得哪一个好?第二个更好。<span style="color: black;">咱们</span>用二语三性来<span style="color: black;">评估</span>一下,其实<span style="color: black;">咱们</span>的业务人员一线的<span style="color: black;">青年</span>人出去面对客户,<span style="color: black;">欠好</span>意思红着脸马上就说<span style="color: black;">咱们</span>是消费者投资专家,他不会这么说,他会说<span style="color: black;">咱们</span>是专门投资消费品的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一样</span><span style="color: black;">咱们</span>的客户,<span style="color: black;">包含</span><span style="color: black;">咱们</span>的同行,除了<span style="color: black;">咱们</span>的脑残粉之外,他<span style="color: black;">亦</span>只会客观地说<span style="color: black;">她们</span>天图专门做消费品的,<span style="color: black;">亦</span>不会说<span style="color: black;">她们</span>是消费品投资专家,这是顾客用语。第三,可信性,说自己是专家,要<span style="color: black;">供给</span>更强的信任状才行。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">说<span style="color: black;">咱们</span>专注消费品投资,这个信任状就比较容易,把名片一翻过来,周黑鸭、百果园这一大堆在上面,信任状<span style="color: black;">亦</span>比较容易取得。但这么短的<span style="color: black;">宣传</span>,传染性就不<span style="color: black;">思虑</span>了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2. 德州扒鸡</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">德州扒鸡,在忙<span style="color: black;">亦</span>要聚一聚 VS. 德州扒鸡,325年的美味</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">德州扒鸡曾经请到一个<span style="color: black;">宣传</span><span style="color: black;">机构</span>给<span style="color: black;">她们</span>做<span style="color: black;">宣传</span>策划,最早想出来的<span style="color: black;">宣传</span>语是什么,德州扒鸡,在忙<span style="color: black;">亦</span>要聚一聚。企业把这个文案给我看,我说关你什么事,再忙<span style="color: black;">亦</span>要聚,<span style="color: black;">必定</span>得改,你让<span style="color: black;">宣传</span><span style="color: black;">机构</span>再出文案,<span style="color: black;">倘若</span>说不出来,就简单的说德州扒鸡325年的美味。就比这个有效,二语三性简单的看。当然,最好是一只鸡<span style="color: black;">已然</span>卖了325年。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">宣传</span>语传染性练习</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">1. 周黑鸭</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">周黑鸭,会娱乐更<span style="color: black;">愉快</span> VS. 周黑鸭的梦不大,让你啃着鸡想鸭</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">周黑鸭这个<span style="color: black;">宣传</span>语“会娱乐更<span style="color: black;">愉快</span>”,<span style="color: black;">咱们</span><span style="color: black;">始终</span>是不赞成的,但它<span style="color: black;">做为</span>连锁店它的门店它的<span style="color: black;">制品</span>本身是最好的<span style="color: black;">宣传</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">它自己在深圳公交车投会娱乐更<span style="color: black;">愉快</span>这个<span style="color: black;">宣传</span>,投了一段时间<span style="color: black;">发掘</span>没效<span style="color: black;">亦</span>没投了。<span style="color: black;">然则</span>要改变一个企业的做法很<span style="color: black;">不易</span>,<span style="color: black;">由于</span>人事不愿意承认自己哪里做得<span style="color: black;">欠好</span>的,这是心智难以改变。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">然则</span><span style="color: black;">咱们</span><span style="color: black;">做为</span>一个文案来练习的话,让它用二语三性传染性的这些要素,<span style="color: black;">例如</span>说周黑鸭的梦不大,让你啃着鸡想鸭,最好是开在肯德基边上,在店外做这个<span style="color: black;">宣传</span>,那<span style="color: black;">必定</span>有<span style="color: black;">非常多</span>好事者拍下来在网上去传播的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">同期</span><span style="color: black;">由于</span>吃鸡的场合比吃鸭要多,这<span style="color: black;">亦</span>是一个高频的诱因,<span style="color: black;">况且</span>很<span style="color: black;">大都是</span>高频诱因<span style="color: black;">便是</span>你最强大的竞争对手。周黑鸭最为卤鸭的领导品牌,其实要带领卤鸭这个品类去跟鸡这个品类竞争,<span style="color: black;">因此</span>我认为是一个有效的<span style="color: black;">宣传</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2. 快方送药</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">手机买药,就用快方送药 VS. 就算不是单身汪,买药<span style="color: black;">亦</span>该用快方,让TA失陪出门,不如快方送药上门</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">快方送药<span style="color: black;">亦</span>是在<span style="color: black;">咱们</span>的影响下,<span style="color: black;">亦</span>是<span style="color: black;">咱们</span>投资了它。学习了定位,它做出的<span style="color: black;">宣传</span>其实是四平八稳,完全符合定位理论。手机买药就用快方送药。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个<span style="color: black;">无</span>问题,<span style="color: black;">然则</span>在<span style="color: black;">详细</span>做平面<span style="color: black;">宣传</span>的时候把口罩放在中心位置这是有问题的,感觉是在卖口罩的。<span style="color: black;">然则</span><span style="color: black;">倘若</span><span style="color: black;">咱们</span>要用二语三性,从传染性的<span style="color: black;">方向</span>重点来<span style="color: black;">思虑</span>的话,<span style="color: black;">例如</span>我就把它理成<span style="color: black;">这般</span>:就算不是单身汪,买药<span style="color: black;">亦</span>该用快方。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个不管你是不是单身汪,单身汪这个词是个高频诱因了。让TA失陪出门,不如快方送药上门。<span style="color: black;">这儿</span><span style="color: black;">亦</span><span style="color: black;">供给</span>了一种归因。前面一句很突兀,“就算不是单身汪,买药<span style="color: black;">亦</span>该用快方”马上产生了一个悬念,解释“让TA失陪出门,不如快方送药上门”。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">你想想你病了,<span style="color: black;">倘若</span>你是单身汪的话出不去怎么办,只能是用快方,就算是有人来伺候你,你<span style="color: black;">亦</span>让TA陪着你多好,让TA陪着你多好,让TA跑出去买药多<span style="color: black;">欠好</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">平面<span style="color: black;">宣传</span>综合练习</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">手机APP贷款找飞贷 VS. 飞贷,手机快速贷款</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">飞贷,发展得<span style="color: black;">火速</span>的一个金融企业,<span style="color: black;">亦</span>是<span style="color: black;">咱们</span>投资的。这<span style="color: black;">亦</span>是一个定位知名的老师、大咖,给<span style="color: black;">她们</span>做咨询做出来的<span style="color: black;">宣传</span>,投放了确实<span style="color: black;">亦</span>有效。<span style="color: black;">然则</span>其实还有很大的改进空间<span style="color: black;">根据</span>我的理论的话,<span style="color: black;">第1</span>个品牌三问,<span style="color: black;">首要</span>你的品类到底是什么,手机APP贷款,这个品类名是要打问号的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">由于</span>这个APP可能是一个过渡性的<span style="color: black;">周期</span>,将来你可能是<span style="color: black;">微X</span>应用号、<span style="color: black;">微X</span>服务号等等<span style="color: black;">各样</span>方式,<span style="color: black;">况且</span>APP这个词虽然<span style="color: black;">咱们</span>觉得很<span style="color: black;">熟练</span>了,可能你的<span style="color: black;">目的</span>人群不<span style="color: black;">必定</span>很<span style="color: black;">熟练</span>。核心是贷款,快速贷款,手机贷款,将来都不<span style="color: black;">必定</span>用手机。</span><span style="color: black;">手机快速贷款,这是一种<span style="color: black;">描述</span>式的,比APP贷款找飞贷这种<span style="color: black;">宣传</span>腔更客观,顾客抵触心更少。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第二个,“2015年”这个是<span style="color: black;">详细</span>,那<span style="color: black;">便是</span>一个新问题就变得可信了。“因三大创新”这个就产生了归因和悬念,让他想往下看。“<span style="color: black;">作为</span><span style="color: black;">独一</span>入选美国沃顿商学院的中国金融案例”这个是信任状。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“手机申请,5秒批复”这个五秒钟是<span style="color: black;">过程</span>顾客是不关心的,顾客并不关心填资料的时间和<span style="color: black;">过程</span>,最重要的是你一旦起家五秒钟批复。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“随借随还”那又<span style="color: black;">怎样</span>,要把它<span style="color: black;">知道</span>出来<span style="color: black;">便是</span>按“实贷天数计息”,解释到这个程度他就<span style="color: black;">晓得</span>我的利息会比较低了,再银行贷过款的<span style="color: black;">晓得</span>六个月内提前还,还罚你。“一次授信,终生有效”。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后要加入一个传染性的<span style="color: black;">原因</span>,“<span style="color: black;">爱惜</span>友谊的小船还是找飞贷借钱”,<span style="color: black;">便是</span>不管你知不<span style="color: black;">晓得</span>友谊的小船说翻就翻这个梗,它本身在找<span style="color: black;">伴侣</span>借钱这个文化里面都<span style="color: black;">晓得</span>,借钱是<span style="color: black;">伴侣</span>,还钱是仇人,<span style="color: black;">因此</span>它有一个高频的诱因,找<span style="color: black;">伴侣</span>借钱这个事情是一个很高频的诱因,还是找飞贷借钱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最后是一个行动指示,原来的行动指示是“下载飞贷客户端”这个字非常小,行动指示要非常<span style="color: black;">知道</span>,客户端这些专业术语就少用,<span style="color: black;">咱们</span>还是容易内部思维,“扫码下载飞贷,自助申请贷款”马上把这个指示非常<span style="color: black;">知道</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">心理学家做过实验,应该是<span style="color: black;">行径</span>经济学家卡里曼,他在校园做了个实验,<span style="color: black;">便是</span>宣传预防接种,这个宣传单,<span style="color: black;">非常多</span>学员都觉得预防接种很重要,<span style="color: black;">然则</span>无动于衷没采取行动。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">后来他就把宣传单改了一下,说辞没变,只是在后面加上了校医院的地图和校医院星期几什么时候<span style="color: black;">能够</span>接种,马上去接种的人大幅<span style="color: black;">增多</span>,这是一个<span style="color: black;">知道</span>的行动指示。</span></p>
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谢谢、感谢、感恩、辛苦了、有你真好等。 你的见解独到,让我受益匪浅,非常感谢。 顶楼主,说得太好了!
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