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[抖音案例] 2020抖音创业自救指南(完结篇)

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发表于 2020-8-3 22:02:01 | 显示全部楼层 |阅读模式
 
[抖音案例] 2020抖音创业自救指南(完结篇)

上篇文章聊到短视频的几个常见的坑和流量即变现思维。这篇文章我们来聊一下直播带货、小程序和其他变现。豪不夸张的这或许是你玩抖音以后对你启发最大一篇文章。

1.抖音直播带货到底赚不赚钱

其实抖音直播带货已经呈现来U字形态发展,最头部和最为尾部赚钱,中间部分无一例外都是血亏。

这里所说的最头部是罗永浩、陈赫、衣哥、朱瓜瓜这波人,最头部的盈利模式很简单,靠着过往带货数据和自身影响力,做直播招商收取一定的坑位费,每场直播投入固定的费用做推广。

近期的Feed流直播间推广,单小时房间10W人气消耗人民币30-40W左右,控好产出比,最终还是拿着商家的钱来玩付费流量,即使一单的转化成本20块钱,我只要有大于20块的净利润,这种玩法就有放大的空间。

其实这一切都是先有鸡还是先有蛋的问题。

没有资本助力就烧不出漂亮数据,没有漂亮的数据就无法获取优质的供应链,没有优质的供应链就没有价低货好的产品,没有价低货好产品就吸引不了粉丝,吸引不了粉丝就无法做出漂亮的数据,没有漂亮的数据就无法获取优质的供应链……

明星带货的起始就是因为可以靠自身名气去做直播招商,拿招商的钱去最大限度的做好第一场带货数据造势罢了。

现如今的直播带货已经成了品牌的超级孵化器。

有些小品牌打一年的广告甚至不如在李嘉琦、薇娅、罗永浩直播间做一次带货,品牌找他们的目的不是出单量,而是完成性价比极高的品宣。

找罗永浩代言的费用与在罗永浩直播间加个坑的40W费用相比简直九牛一毛,然后就可以在旗舰店光明正大的使用罗永浩的肖像,名正言顺的打上“老罗推荐”,其本质就是走了一波短期廉价代言。

然后再截取带货片段去投放抖音信息流或者直接走鲁班在线推广,40W的坑位费就是帮产品出道帮品牌出圈,这才是大直播间对于中小品牌的最大意义。

而尾部不仅仅是指单打独头的小个体,尾部还包括商家及货品源头供应商。

无数个商家吐槽明星达人带货难,热火朝天的直播带货直接变成了直播诈骗,几十W的坑位费,既出不了货又做不了品宣,非常鸡肋。

这一现象也表明了直播带货腰部达人的多余与无助。

达人带货行不通,商家和品牌只能自谋出路,自己出圈自己带货,现如今的直播带货依旧还是在打价格战,虽然主播们全部声称厂家直面消费者,没有中间商赚差价,其实这就是个伪命题。

网红就扮演了其中的“中间商”,中间商赚了佣金差价,倘若没了中间商价格优势会更有诱惑力。

寻找网红或明星带货的最大价值是以最的高性价比获取流量,达成成交,如果直播带货的性价比都不如淘宝直通车,那么商家为什么还要选择直播带货而不是直接选择砸钱烧车?

与其给网红坑位费和佣金,商家不如用这笔费用去砸自己的主播,给自己的主播上抖加买流量投feed流,网红带货一旦没了流量性价比,则就毫无意义。

这也是我为什么不好抖音腰部达人带货的原因,直播带货可以当做达人变现的途径,但不应该是达人变现的主体。

2.直播带货谁赚到了钱?

7月份至少10位朋友来和我聊抖音直播带货该何去何从的问题,一部分是被割完韭菜爆单幻想破灭,回归现实后无法原谅自己的愚蠢;

另一部分是走着常规路线,传统的打法,想着先积累粉丝,粉丝有了就不愁变现,如果有了粉丝还不能变现,那么就自我安慰一下自己“证明粉丝还不够,直播能力还不完善”,但实际上这条畸形商业模式无数个失败者已经证明行不通。

还有一部分后来者,基本都是传统商家,正要磨拳擦掌想走上述路线。

既然常规的打法走不通,那么在抖音直播带货这股洪流中究竟谁赚到了钱?

(玩法拆解的目的不是让大家去模仿,而是防骗避坑)

①高利润高毛利

养生茶、减肥茶、五包茶、苦咖啡、瘦脸面膜、解酒糖这些功效类产品让早期撸量矩阵玩家一夜暴富,70%的佣金,暴利怼号怼作品,视频爆了就开播,话术引导高单量成交,暴利捞金。

②套路化玩法

一元秒表就是典型的套路玩法,一元拍下赚的不是邮费差价,而是拍A发B,收到的货与直播间看到的货完全是两码事,退货只能退一元,顶多就个差评,以废店为代价。

一元秒杀苹果手机同样的道理,秒杀是为了让直播间观众参与互动,吸引用户增加用户停留时长,人数到达顶峰是再售卖一些性价比高的高佣产品,或者是人数顶峰直接改价,仔细一看是“iphone11貔貅手链”,只不过主图是ipone11,实际拍的是貔貅手链罢了。

③嚣张跋扈,假货横飞

直播带货本来就是打的价格战,供应链优势成了直播间爆单的关键,没有价格优势能咋办?不卖正品卖高仿,这样价格优势不就有了嘛。

带一帮人来到XXX大厦总部门口,拍几条段子,气势汹汹的喊着“XXX我们来了,今晚8点,直接盘它!卖空这座大厦”,然后开播随便找个专卖店或者打印一张“XXX专场”海报,打印一张A4纸就高呼自己有授权,各种渠道增加信任背书,Feed流一上直接开撸!

④带货不成,就卖课程

每当我看到朋友圈搞线下培训的老师们,对着一群中年妇女,装模作样的教她们拍摄运镜和使用稳定器的时候,内心就忍不住发出猪一般的笑。

好像她们学会拍摄就能上热门一样,越是教她们不懂的越是让她们觉得有价值,只有等她们回去实操之后才能打破靠抖音一夜暴富的梦。

现如今抖音培训也在打下沉市场,直接对接微商团队,打着“全民直播带货风口,5G短视频抢先”的旗号。

大肆收割幻想暴富的农村妇女,幻想赚钱的欲望有多强烈,对价值付费的决心就有多大,低收入人群并不代表低消费,各路微商团队和各路保健品哪个不是靠着广阔的三四线城市妇女的中坚力量。

⑤物美价廉,薄利多销

找到一款直接可以硬上的好品,物美价廉薄利多销,比如拍一发八,从常规视觉上就给人占便宜的感觉,把直播低价策略玩到极致,然后配合feed流直推直播间,人好货好的大前提下,才能提高转化!

比如9.9包邮的高品质电动牙刷,9.9四支的云南白药牙膏,7.9一箱的蛋黄酥,15.8的电话手表。

你可能认为这些货源很难找,多多进宝直接给你击穿低价,淘客模式推广,即便如此还能做到20%-40%的佣金,何况你还没加价呢?下一步不就是把链接转到小店的问题了嘛

每一个向生活妥协的成年人都会把拼夕夕改口叫拼爹爹,低价有时还真不等于质量差。

[抖音案例] 2020抖音创业自救指南(完结篇)

处处有项目,处处是金矿,奈何你非得死钻牛角尖,换一种思维豁然开朗。

⑥挂榜电商,收割疯狂

挂榜电商都是快手玩剩下的东西了,我实在是不想提了,快手的笨拙套路在抖音依旧可行,去瞅瞅“忠哥”的直播间,天天挂榜天天电商。

翻车又如何?这家翻完换下家,粉丝割不尽,春风吹又生。

挂榜电商帮主播流量变现,私下再与主播分赃,万一翻车更多的罪名在于电商而不是主播,共谋此事,甩锅电商一人扛。

挂帮电商选品:蚕丝被、四件套、乳胶枕、阿胶、化妆品、真皮腰带、挂坠银饰……选品原则:利润不过半,绝对不会卖!

现如今直播带货能玩得起粉丝经济放弃低价策略,玩得了“低价高卖”好像还只有挂榜电商,便不便宜不重要,只要能让你感觉便宜就足够了。

[抖音案例] 2020抖音创业自救指南(完结篇)

(抖音挂榜电商信息,可以参考这我这篇亿邦动力的采访:翻车又伤粉,挂榜电商在抖音生根发芽吗?)

3抖音小程序能不能做?

7月份开始,几乎全网都遇到了“不适宜公开问题”,这标志着抖音的视频撸量时代已经过去!

不用想着去解决不适宜公开问题,全网都不会有人能解决,只有繁杂的一段猛如虎操作和不停的镰刀挥霍。

我是去年12月份第一次接触小程序,当看清其擦边球的诱导付费本质和拉人头的模式后果断放弃,CPS计费方式你一定赚不到钱,赚的只是人头费,牛逼的数据都是在造假忽悠刺激你的赚钱欲望。

改版CPM以后还有可操作的空间,CPM可以玩,CPS想都别想!

但是抖音的视频撸量的时代已经过去,这时候再选择上车?唯有自己衡量……

抖音的其他变现和之后的大动作及可能性,下回再细聊吧。

肺腑之言希望对你有用,赠人玫瑰手留余香,没必要把信息差框在自己的小圈子里,生意是做不完的。

总之转发鼓励,持续动力,不一篇干货又是遥遥无期.......
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