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用户日分享回顾| Rocky:欧美、日本市场的多渠道组合打法
用户日分享回顾| Rocky:欧美、日本市场的多渠道组合打法
2021-11-25
136人浏览
大家好,我是Rocky,5年跨境电商从业者。熟悉欧美、日本市场,做过服饰、3C、家居等产品。我来自西安,很高兴可以参加Ueeshop 用户日,但由于西安疫情影响没有办法到现场,只能以语音形式和大家交流。请大家多多包涵。
今天我要分享的是关于独立站搭建和站点精细化运营的方案要点,以及选款逻辑和多渠道营销策略。好,开始我先引用小北的一句话“未来最好的营销是内容,最好的内容是产品,最好的产品则是信用。”这也将贯穿我们做站的始终。
如何搭建独立站
我分享的第一点是“如何搭建独立站”。首先我们应该确定五个问题:我要卖什么?卖给谁?怎么卖?用户为什么选择我?如何让用户复购?
我要卖什么?对应的是我们应该选择什么样的产品,因为产品是一切的根本。我知道很多朋友都是从平台或其他行业转的独立站,并不知道自己要如何确定品线,看见身边人或是其他公司在做自己也跟着做。但这种情况往往结局都不是特别好,要么只能跟着喝汤起不了大量,要么就惨淡收场。
我们在定位做什么品线时一定是根据自己手里有的资源而决定的。如果我有供应商的优势,拿货价低质量好,产品定价就相对便宜,利于销售;或是物流渠道有优势,那我就可以选择便于快捷运输的产品。在选品时我建议往垂直方向走,杂货铺或爆款模式已经不太适合我们普通玩家,而垂直品线则更利于站点的发展。
卖给谁对应的是选择哪个国家市场和用户来销售。在选择国家时需要做市场调研,不要盲目入局。首先要查当地市场该类型产品的销售情况、商业政策(看是否有限制)、用户规模、物流发货的价格和时效等,以及确定我的用户群体。
判断清楚我面向的是价格敏感用户还是注重产品质量的用户。举个例子,有朋友的公司之前一直在做东南亚市场,那时候也是红海,几乎很多公司都有相关业务。在他们发现成本攀升后就进行了其他市场的尝试,很快就发现相同产品在其他市场成本比东南亚更低,这样的模式跑出来后到现在利润空间都很大。
怎么卖对应是我选择哪个营销渠道进行销售。前期我建议大家还是用一些付费渠道,比如Facebook、Google、Twitter或TikTok等等,当然具体用哪个社交渠道也应该根据产品特性和市场来定。
比如一些市场Twitter、Pinterest等用户量很小,那肯定就不能用这个渠道了。像服饰类产品如果只是简单的图片素材就不太适合TikTok等短视频渠道。到后期站点有了一定数据积累就可以尝试做SEO、网红、社群等营销方式。
我不太建议前期一次性跑过多的渠道,先稳定住某一个再往外拓展。比如先从Facebook入手,一个月或持续达到$3000以上可以再接入Google或其他渠道进行测试。FB、Google这俩渠道一定是需要下大精力运营的。最后具体选择哪些渠道根据品线、受众和人员能力进行安排。
当我们站点、品线、营销渠道确定好,再考虑应该如何让用户复购、产品如何做到长期销售的目的。用户复购重点在产品质量和营销方式上,产品质量如果没问题,用户选择复购的概率很高。在这里我希望大家可以多利用邮件营销来让老用户复购,这是一个可以把ROI打很高的方式。
站点开始销售后,就得关注好后端的工作。比如跟进物流时效、收款方式和回款速度,以及售后工作。关注好这些后端工作,我们才能完成一个完整的闭环。
如何选择建站平台
接下来我分享第二点,如何选择建站平台。
搭建一个站点的方式有很多种,目前比较流行的有两种。一是使用建站平台搭站,比如Shopify、Shopline、店匠、Shopyy等。第二种是使用一些开源系统或自己开发建站,也叫自建站。
两种建站都可以,也各有利弊。使用建站平台建站成本低,稳定且建站速度快。但定制化程度低,很依赖平台提供的功能。自建站可提供个性化定制,有专门研发团队,但相对成本高,严重依赖开发人员,需要长期维护投入。
我做独立站经历了很多建站平台和自建站系统,最终选择了Ueeshop,下面是我的一些使用经验:
1、操作简便、模板多样。相对于Shopify来说,Ueeshop全中文后台界面便于国人操作,从购买域名到站点上线需要花费的时间很少。
2、站点相对稳定,客服服务高效。大家都知道Shopify误封站点现象很严重,而我们使用Ueeshop前后台都很少有挂掉现象,运营Ueeshop站点2年多没有被封FB广告账户和支付情况,站点偶尔“抽风”客服也能在第一时间处理。我记得有一次站点前台有点问题,那时候已经9点多了,我联系到客服很快就联系上技术去处理了,这里我觉得他们服务的响应速度比较快。
3、也是最重要的一点,可定制化开发站点。这对于我们精细化运营站点提供了很大的帮助,由于我们产品和市场的不同运营策略,我们提出需求后技术能够在保证质量的前提下高效完成,这点也是我们能够长期使用该平台的最主要原因。
站点精细化运营方案
今天分享的第三点是站点精细化运营的方案。首先我们先讲一下为什么要精细化运营站点?
我想现在大家应该都知道无论哪个营销渠道流量都慢慢涨价了,CPC上涨很严重。再加上各大建站平台的封站情况,以前可能只有Shopify封站最严重,并且由于是国外平台投诉也很难解除。很多卖家因此纷纷转国内,但现在国内平台也会封站。更不要提FB、谷歌封BM封个号了,稍有不慎收款渠道都会封。这些都在传递一个消息,就是各个平台都在进行收紧政策,不断要求卖家重视用户的购物体验。
很明确告诉卖家,以前的路子走不通了,所以我们也就需要换个思路和玩法。蛮荒模式不行了,改变的前提就是精细化去运作站点。
那我们应该如何去做呢?
1、增加用户对站点的信任度,用户触达的各个页面都需要做到信息真实准确、内容完整,文字、图片展示清晰和美观。
从首页来说,Banner和各个模板要设计合理,能够清晰地展示产品、活动等内容。一般来说(B2C)主要的流量都来自手机端,所以手机端的优化尤为重要,所有的优化都应该围绕手机端来进行。
我们应该把自己当作用户走一遍整体购物流程,判断页面的加载速度是否正常,是否存在没有注意到的一些问题。一个用户在社交媒体上会看到海量的产品和站点,用户从落地页到站点后如何进行转化呢?每一个小细节都得注意到。
很多卖家不太注重站点信息的真实性和完整度,大部分都是copy或者简单写几句。我们做过数据分析,用户进来会有大概3分钟都在查看网站信息,如果我们不重视只会增加用户跳出率。毕竟,用户也被骗怕了嘛。。。所以说,好好做内容做产品才是王道。
2、展开多渠道营销模式。在提高广告转化率的同时进行其他营销模式尝试,多条腿走路。我们大部分都是在Facebook这个渠道进行广告投放,也比较依赖这个渠道。如果我们想获得更多流量,势必需要增加其他流量渠道。但不是什么渠道都加,根据自己的产品特性和受众市场来选择。
举个例子,当我们在做日本市场的时候,大部分卖家会用FB、谷歌进行广告投放,其他渠道并未尝试。最后我们做调查发现日本本土受众很多都使用雅虎进行购物、看新闻,后来我们增加雅虎广告的投放,销量和ROI都超过了其他渠道来源。雅虎在中国或其他市场存在感很低,但在日本就很受欢迎。这就是根据市场来选营销渠道的重要性。
3、也是我们一直在做的一个事:就是要进行定制化服务。这个定制化有很多含义,可以是产品定制化,也可以是渠道定制化。当然这些都需要我们在做好调研以后进行。比如服装我们可以定制,提供给用户更多的选择。
这里还拿日本市场举例,我们为日本用户增加了多渠道的支付方式。信用卡线上支付是基础,我们调查发现日本的货到付款和便利店支付也很普及,因为在日本到处都是便利店,便利店已经是日本人每日必去的场所,在便利店他们可以完成很多购物行为,线上下单线下只需要用卡一刷即可。所以我们和Ueeshop联系增加了便利店支付和货到付款的渠道,让我们订单至少翻了一倍。
当然,精细化运营需要各个环节的配合,并非仅限于我今天讲的这三点。最简单的例子是以我们自己作为用户到站点进行购物,模拟用户所有操作行为。如果我们都不能忍受的问题,那就一定是影响转化的原因。问题无大小,事事需巨细。
前三点我分享了从如何建站到平台选择和精细化运营的一些简单经验,最后两点是选款逻辑和多渠道营销的重要性。
选款逻辑
先说我们在选款时需要注意的:
1、在定好品线和类目后,就开始了我们日常的选品工作。在这里我有个小建议,轻易不要改变产品的类型。所选产品和站内差异性不要过大,让新老用户能够很快了解站点的主售类目和产品。比如我们在做日韩风的服装,后来选着选着就成了欧美风或者其他风格,这样很容易给用户带来迷惑的感受,他们对站点会产生怀疑态度,也没办法积累站点数据。
如果要调整品线或大换风格,我建议重新起一个新站来尝试。小的改变可以先新增一个类目,新增类目产品有销量出效果了,再加到其他类目中搭配。
2、制定好各类目价格区间段后,同类目产品价格不要超过30%。这个标准是以快时尚品为依据,其他产品需根据实际制定。大部分流量来自于社交媒体,这部分用户群的价格接受度也比较相似,用户到站点发现同类目产品价格相差很大,让他们感觉混乱,跳走可能性就很大。
3、根据季节、节日、热点等特殊时期做好产品更新和优化工作。特别是季节性很明晰的产品,一定要提前选款和上新,为换季做准备。其他产品在节日和热点也需要跟进,要让用户很清楚知道我们站点在实时更新运营,可以长期关注。
4、不要过于依赖选款工具,要走差异化竞争。目前市面上大部分选款工具出的产品同质化很严重,就导致投放出去转化率很低。这时候我们需要走一些差异化的竞争路线。你想如果用户每天看到的产品都是一样的,在哪里买不是买呢?我们也不需要特别的差异化,只要让用户认为这个品和我之前看到的不一样,勾起用户的兴趣就成功了一半。
在这里我有一个稍微比较实用的方法,我们的运营、营销和客服每个月,甚至每周都需要出一版部门数据,来分析用户的购物行径和爱好需求,这样就会让我们事半功倍。
多渠道营销策略
第二个小点是多渠道营销策略。
我们以Facebook、Google渠道为主,Youtube、Twitter、TikTok、SEO和邮件营销等多渠道并行。
FB、Google就不多说,这是大部分公司都会使用的渠道,由于我们转化率的提升速度很难赶上平台政策收紧和流量成本上涨的速度,只能维持在一个相对合理的区间。所以我们会选择其他渠道的营销方式。
以我们数据来看,FB、谷歌占了70%的量,其他渠道特别是邮件营销和TikTok销量也在增长。所以我们是以FB、谷歌为主,其他渠道为辅,多条腿走路,具体需要上什么渠道就得根据所做的产品和投放市场来决定。
以上就是我分享的全部内容,感谢大家的时间。独立站品牌精细化是大势所趋,希望我们都可以在这条路上有所收获,创出我们的一片天。我一直以来坚信的一点就是“发现问题、解决问题;不断学习、推陈出新”,很遗憾没有到现场和同行朋友一起学习,再次谢谢大家!
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