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互联网公司和传统企业的相似之处
时间:2020-05-09 15:40:13
文章发布:李阳
原创作者:未知
来源:互联网

本文作者以互联网公司产品运营思路对比传统企业的经营思路,来讲下互联网公司和传统企业的相同之处。

互联网公司和传统企业的相似之处-艺源科技

互联网公司和传统企业一直以来被当做两个派系,雷军和董小姐的10亿赌局,马云和王健林的电商赌局,都传递出一个信息,互联网公司和传统企业有着巨大的分歧和不同。这个不同带来的结果是,传统企业想转型做互联网,几乎都折戟沉沙,但有趣的是,互联网公司做传统业务,把互联网思维带入传统企业,往往能缔造出一些传奇。

我在做了五六年互联网运营工作后,去年转型切入传统业务,在传统企业摸爬滚打了将近一年多时间,对传统企业的经营有了一些自己的看法,结合之前的互联网运营推广经验,觉得其实两者有不同,但也有很多相同。

这里我以互联网公司产品运营思路对比传统企业的经营思路,来讲下两者的相同之处,由于不论是互联网公司或是传统企业,都是以服务用户为本,所以本篇文章始终围绕着用户来讲。

相同点一:拉新

任何企业,不论是互联网公司还是传统企业都离不开拉新,没有拉新,都存活不下去,两者在获客的需求上是一致的。互联网运营里面把这叫拉新,传统企业叫获客。叫法不同,我推测主要是用户量级的区别导致。

互联网动不动百万千万上亿的用户,在我做互联网运营时,后台的新增用户只是一个个数据而已。传统企业的获客,背后都是实打实的客户,用心跟进程度上是完全不同的。

互联网运营和传统企业的获客都分为:免费和付费两种方式。

  • 互联网运营的免费获客指的是自然流量;传统企业的免费获客要看具体行业了,如果是实体店,自然流量好理解了,是店外的人流,如果是Tob企业,免费获客多指的是人脉。

  • 付费获客,从上个世纪,到现在,到下个世纪,应该都不会变的,只要花钱,就不愁新客户。

在互联网公司,有获客成本一说,我在做传统企业获客时,可能是受互联网公司的影响,也渐渐的有了获客成本一说。貌似现在很多传统企业都没有算过获得一个客户需要花费多少钱,我听说有个传统公司在互联网运营的指导下,算了下成本,难怪公司始终没有盈利,他们一个获客成本过万了,ROI为负,当算出这个数据时,传统企业老板仿佛顿悟了一般,数据分析好像是蛮重要。

相同点二:留存

互联网公司对用户的留存率数据十分的敏感,用户留存率直接影响着获客成本的高低,传统企业留存的说法没有,但是留存的概念是有的。对于实体店面,拉新进来的客户是消费一次后就流失还是不久之后,有上门二次甚至多次消费,都属于留存的范畴。

互联网公司为了提升留存率,会在初始环节下大力气,把前期体验做的非常棒,来降低流失率。传统企业的玩法类似,优化门面的装饰、提升服务人员的素质、还有出其不意的小惊喜,让用户感觉舒心,进而降低流失率。传统企业也要分行业,像婚纱摄影几乎不会有二次消费的就另说了。

互联网公司会把留存率分为次留、三日留存、七日留存、月留存来做分析。传统企业其实心里也想这样来分析,但实力不允许呀,在数据这块是有缺失的。

随着5G的到来,这块在未来会得到解决,现在有的商场已经有了智能识别系统,用户什么时候进店、多久进一次店,进店的走线是怎样的,通过这些分析出用户的粘性和需求,比互联网公司的留存率分析更高级。

相同点三:付费

付费是所有企业永恒不变的终极追求,一个企业如果没有收入,再悬壶济世的理想都不可能实现,只是有些企业会铤而走险,赚一些不正当的钱,互联网和传统企业都有这样的存在。我们从正规的付费说起。

互联网公司的付费有付费率和付费ARPU一说,用户基数大了,付费率稳定了,10倍的用户增长,必然带来10倍的收益增长。传统企业把这不叫付费率,叫成交率,进来多少客户,成交了几单,算出成交率。另外一个ARPU值,这里变成了客单价,即一个用户带来多少收益。根据传统企业的服务性质,可以从几块钱到上亿不等。

互联网公司为了提高付费率和ARPU值,以手游来说,会把高价值的物品打包到一起,折扣卖出,让用户有首次付费的行为,刺激用户后续的付费。提升ARPU值,没有太好的办法,只有挖坑,挖深坑了。传统企业的思路很类似,第二份半价,双十一都是为刺激用户付费而做的。

相同点四:促活

老用户一直把互联网产品搁着不使用,是个大问题。互联网公司会有方法来让用户活跃下,定时发个推送,不定时搞个转盘,让用户进来瞅瞅,用户进来就是钱。传统企业不定时的慰问下老用户,节假日给大客户送点礼品,让他们记得自己,下次有需求了会找过来。

为了提升用户活跃度互联网公司在产品里面加入社区、社群的玩法,通过内容和连接来让用户活跃,最开始我做工具类产品时,用户使用频次每周一到两次,加入了新闻功能,每天的定时推送后,用户使用频次翻了四五倍。传统企业有的也开始玩线下社群,组织一些交流活动,用户粘性提升的同时,服务的使用频次也显著提升。

促活的本质是一样的,经常在用户面前露脸,互联网的图标上加个红点,懂的人会心一笑。传统企业的客服微信,打造客服微信朋友圈,经常发与公司产品有关的内容,让用户时常看到自己,也是一个促活的方式。

最后:

以上从拉新、留存、付费和促活四个方面,简单讲述了互联网公司和传统企业的相同之处,生意的本质都是相同的,提供服务,获得服务报酬无外乎如此。不论什么套路和玩法,提供有价值的服务,赚取应得的那份足以。

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