好的产品文案应该直奔痛点(2)

营销策划 运营法宝 2年前 (2017-07-11) 9158次浏览 已收录 552个评论

为什么有些文案,明明写得很华丽,却总让人感觉怪怪的?

比如这个文案:

好的产品文案应该直奔痛点(2)

文案主体部分通过诗一样的语言,表达了作者对青春的呼唤,刺激了用户的情绪,引起了大众的共鸣。

但是为什么就是让人感觉“怪怪的”?

其实,你只要跳出“文案人”的视角,站在用户的角度,自然很容易发现它们奇怪的原因。

我们假设有这样一个年轻人,他有 500 万(假设是爸妈给的),对于这 500 万怎么花,他面临两大类选择:

1,去环游世界、去辞职、去创业;

2,买套房子保值、居住。

好的产品文案应该直奔痛点(2)

他正在这两个选择中犹豫的时候,突然看到这样一句话:

好的产品文案应该直奔痛点(2)

那么你认为,他在看完这句话后,会变得更加倾向于选择“环游世界、辞职、创业”呢,还是会更加倾向于选择“买套房子”呢?

我想大部分人直觉上就知道是前者——因为房产在我们的文化中是一种“稳定性”选择,它代表的不是“青春放肆”,而是“安守本分”、“稳定生活”。

而如果通过“如果青春不曾放肆,老来何以话说当年”这样的文案来刺激“放肆青春”的情绪,那么人反而会变得更加不想买房。

试问:一个房地产公司,为什么要刺激人不想买房的情绪呢?

好的产品文案应该直奔痛点(2)

而这就是很多文案明明语言华丽而且走心,明明能够“激发需求”,却还是“让人感觉怪怪”的原因——对你唤起的需求来说,你的产品并不是用户直观感觉上的最优方案。

你发了青春文学般的豪壮誓言,鼓励人“无悔当年”,让人想要“放手一搏”,结果后面竟然让用户买房。

所以很多自嗨文案,经常并不是因为“没有唤起需求”、“没有打痛点”,而是后面的产品没有解决这个痛点。

那么文案到底如何解决痛点?

一般来说,绝大部分新产品文案都分成两部分:

解冻——前面唤起某种痛点或者需求;

重新冷冻——后面产品介绍的露出,解决此痛点或需求。

好的产品文案应该直奔痛点(2)

我在前一篇文章中讲过,唤起一个人的需求(也就是解冻),有且只有两种方式:提高一个人的理想状态,或者降低一个人的现实状态。

好的产品文案应该直奔痛点(2)

比如“你用着上千块的香水,却用 39 元超市洗发水”,就是降低一个人的现实状态,让人觉得现状不合理,急于想要改变——相当于在人的大脑认知里挖了一个坑。

而你的产品信息,就是要填上这个坑。很多失败的文案,就是因为挖了坑之后,没有填上。

比如前面的广告中,你用“放肆青春”来刺激人的“理想状态”,相当于挖了一个坑,而在人的直觉中,下面的产品信息(买房),却偏离了这个“坑”。

好的产品文案应该直奔痛点(2)

总之,前面的“放肆青春”本身是好文案,但是并不适合为这个产品挖坑,也并不是“买房”行为能够解决的用户需求。

不信,我给同样的文案,换一个产品,你就发现没有这么强的违和感,感觉合理多了:

好的产品文案应该直奔痛点(2)

所以,写文案:

好的产品文案应该直奔痛点(2)

那么在“重新冷冻”理论中,如何避免“填坑错误”,如何让文案不显得“怪怪的”?

你需要站在用户的角度,仔细检查这 4 类错误:

好的产品文案应该直奔痛点(2)
1.坑位错了

有的时候,你前面唤起某种需求,但在消费者的直觉上,你的产品并不是该需求的最佳解决方案。

有一期李叫兽研究会的学员作业是帮“三剑客 3D 定制衬衣”写解冻文案,有的学员是这样写的:

好的产品文案应该直奔痛点(2)

为什么这个文案让人感觉怪怪的?

其实你很容易就发现,对于前面文案唤起的痛点(“对销售员的厌恶”),其他产品可能会更好解决:

好的产品文案应该直奔痛点(2)

总之,当你觉得一个文案怪怪的,无法做决定的时候,最简单的方法就是:看看消费者如何做决定。

好的产品文案应该直奔痛点(2)

比如上面的文案,先唤起的痛点是“销售员虽然表面和气,但内心嘲笑你的形象”,这个时候用户可能有什么选择呢?

1,“讨厌的销售员,下次不去这种店了”。

2,“下次我得好好提升形象,不让销售员嘲笑。”

这两种选择,哪种是大多数人直觉上的第一选择呢?

我想大部分人是第一种——毕竟面对轻微的不爽体验,大部分人的第一反应是回避体验(下次不去了),而不是改变自己,证明给 TA 看(提升形象,证明给销售员看)。

而如果人的选择是第一种,那么对应的解决方案(产品信息)就应该是:上天猫,远离坑爹销售员。

好,假设仍然有人直觉上的选择是第二种——下次我得好好提升形象,买更好的衣服。

这个时候,你仍然需要问自己:当我的用户产生了“我得好好提升形象,买点好看衣服”的需求时,他有什么选择?直觉上的第一选择是什么?

我想绝大部分人的第一直觉选择是“买更贵的衬衣”,而不是“不买成衣,买定制衬衣”。

好的产品文案应该直奔痛点(2)

总之,对你的产品来说,你唤起了根本不合适的痛点——这个痛点可能会引导消费者“更想网购,而不是在实体店购买”,可能会引导消费者“多买点更贵的衬衣”,但就是很难引导消费者“买定制的”。

因为对他们来说,“定制衬衣”并不是解决该痛点的第一直觉方案。

也就是说:你挖错了坑,导致产品不能把坑填上。好的产品文案应该直奔痛点(2)

是的,这些文案就是这么简单的错误。

你甚至不需要看 1000 个优秀案例,不需要读个广告学,不需要有 10 年工作经验,只是多花一点点时间,站在用户的角度,研究用户的选择,就会发现错误如此显而易见。

再比如,对这件 3D 定制衬衣,另一个李叫兽学员的作业是这样的:好的产品文案应该直奔痛点(2)

这个作业文案,前面用生动感人的语言,想要唤起用户对“不一样”的追求。是啊,每个人都是不一样的,我为什么要跟别人穿一样的衬衫,我要量体裁衣独家制定的!

可是,为什么这个文案还是让人感觉怪怪的?

用李叫兽独家“重新冷冻”分析模板来分析一下,其实问题很明显:好的产品文案应该直奔痛点(2)

假设用户产生了“我就要穿不一样的”这种痛点,用户的第一直觉解决方案是什么呢?

我想可能是奇装异服——别人穿普通正装衬衫,我穿个性设计的衬衫。

而不太可能第一反应是“定制衬衣”,毕竟定制衬衣版型、外观参照的都是经典款普通衬衣,表面上看起来肯定是“一样的”。

不信的话,把下面两个广告放在一起,你看看哪个转化率会高一点:好的产品文案应该直奔痛点(2)

我想很可能是前者。

所以,这个文案仍然是填坑填错了。好的产品文案应该直奔痛点(2)

而如果看下面这个文案,就会发现没有那种“怪怪的”感觉:好的产品文案应该直奔痛点(2)

因为对于这个痛点——“人的体型有成千上万种,但衬衣型号只有十种”,最符合消费者直觉的解决方案就是“衬衣要定制,而不是买成衣”。

所以,你前面文案通过“降低现实状态”挖了一个坑,后面的“定制衬衣”正好填上了这个坑。好的产品文案应该直奔痛点(2)

因此,写文案的时候需要不断问自己:

“对你唤起的需求来说,你的产品,是不是直觉上的好方案?”

毕竟,我们文案人,不能跟用户的直觉和心理做斗争,只能借助他们的直觉和心理。
2.坑太大好的产品文案应该直奔痛点(2)

刚刚讲了“坑位错了”的例子,还有的挖坑失败,其实是因为“坑太大”——唤起了过高的需求,以至于产品无法填补该需求。

比如 360 儿童卫士智能手表,之前很多宣传中,塑造儿童走丢的场景,通过唤起恐惧感来让人购买。

好的产品文案应该直奔痛点(2)

这样有什么问题吗?为什么“防孩子走丢”的定位很难成功?

其实你不用学复杂的理论(比如李叫兽之前关于恐惧营销的文章),自己利用“重新冷冻分析模板”分析一遍就知道了:

假设你是一个妈妈,有人跟你说:“最近周围人贩子特别多,孩子走丢的很多,你可要小心啦!”(唤起痛点)

这个时候,你为了消除这个“恐惧”,第一直觉反应是什么?优先选择的解决方案是什么?

我想大部分人的第一选择是:“天啊,太恐怖了,还是不要让孩子外出了。”

而很少有人会觉得“买个儿童定位手表”可以消除这种恐惧感——

“孩子丢了?孩子被人贩子抓跑了?没关系!有了 360 儿童手表,你知道他走丢的前一刻在哪里!(假设人贩子抓孩子时候会摘掉他手表)”

这消除了恐惧感吗?当然没有。好的产品文案应该直奔痛点(2)

即使有了定位手表,刚刚描述的“走丢场景”,仍然很吓人。也就是说,你唤起了一个过大的痛点,而产品无法解决这么大的痛点。好的产品文案应该直奔痛点(2)

挖了一个很大的坑(降低用户的现实状态),但是产品在用户的直觉上,无法填满这个大坑。

这就会导致:用户看了这么恐惧的广告,更多会选择回避恐惧,而不是购买产品。

而如果换一个场景,唤起非常轻微的恐惧感——熊孩子逗家长,故意藏起来。

然后再说,360 儿童手表,随时知道孩子在哪儿,就会变成直觉上的第一方案,给人的感觉不会那么“怪怪的”。好的产品文案应该直奔痛点(2)

总之,并不是所有的产品都能改变世界,也不是吹嘘能满足的需求越高越好,而是:你的产品能填补多大的坑,就挖多大的坑。
3.坑太小好的产品文案应该直奔痛点(2)

刚刚讲了“坑太大”的情况——唤起了过高的需求,但产品很难在直觉上解决这么大需求和痛点。

其实还有“坑太小”——唤起的需求太小,很容易被一个很简单的行为来解决,用户没必要购买产品。

比如之前给一个电脑护目镜构思详情页文案的时候,首先被大家想到的思路是:

长时间看电脑,眼睛干涩。

UG 电脑护目镜,保护眼镜。好的产品文案应该直奔痛点(2)

实际上,这也是大部分淘宝店同类产品的通用诉求——减少电脑辐射,缓解眼睛干涩。

这样有什么问题吗?

既然自己不知道,我们还是站在用户角度看吧。

假设你是一个经常用电脑的白领,当你感觉到眼睛干涩,被唤起了这种痛点的时候,下面几个选择,哪个是你的第一直觉方案:

1,暂停用电脑,揉一揉眼睛;

2,立刻下单,买一个 500 元左右的护目镜。好的产品文案应该直奔痛点(2)

我想大部分人的第一直觉选择是揉一揉眼睛,而不是立刻选择下单一个 500 元左右的护目镜。

毕竟,“眼睛突然感觉干涩”是一种即时性需求,本来可以通过一个非常简单的行为(揉揉眼睛)来短期缓解,不太会有人会用一个复杂而长期的行为来缓解。

毕竟,等过了 3 天护目镜到货了,对现在当下的即时性痛点——“眼睛干涩”并没有什么用,而且还要花这么大一笔钱——消费者都是短视、非理智、懒惰、想要立刻解决需求的。

也就是说,这个文案唤起了一个可以被轻松解决的痛点(眼睛干涩),却要用户付出这么大一个行为(购买 500 元护目镜),就是:坑挖得太小了,最终填不上。好的产品文案应该直奔痛点(2)

总之,所有人都有这样的本能:”如果能用更加短期、懒惰、简单的方式来解决一个问题,我是不会用复杂、长期、辛苦的方法来解决的。

不光是人,动物也是这样。童话寓言里讲“乌鸦喝水”的故事,动物学家的实验也确实发现:乌鸦在喝不到水的情况下,的确会叼石子填充瓶子,最终喝到水。好的产品文案应该直奔痛点(2)

可是为什么自然环境中,没有乌鸦这么做?乌鸦为什么没有通过学习这种高级技能,在进化树上爬得更靠上一点?

很简单,因为自然环境中的乌鸦,有更简单的喝水方式,没有必要使用这种复杂手段——“我从河边叼来石子放进瓶子,还不如直接去河里喝水。”

这是任何动物的本能,如果用户有更简单的方式缓解眼睛干涩(揉揉眼睛),为什么还要用复杂手段(花 500 元,并且改变自己的习惯)?

所以“眼睛干涩”这个痛点是很难被产品解决的。

那么这个电脑护目镜真正的痛点是什么呢?应该唤起什么痛点,用户才能想通过“购买护目镜”来解决问题呢?

我认为用户真正的痛点并不是“眼睛干涩”本身,而是“因为由眼睛干涩带来的负罪感,导致不能长时间用电脑。”

比如我之前有段时间,周末整天看美剧,但每连续看 8 小时,就会产生负罪感——“不行,这对眼睛不好,不能再看了。”只能忍心暂停。

所以,我们创造的护目镜,并不是“缓解眼睛干涩”的护目镜,而是可以让人“连续看 12 小时美剧眼睛都不干”的护目镜,而是可以“让人连续玩 30 小时 LOL”,或者“盯着电脑做 20 小时 PPT”的护目镜。好的产品文案应该直奔痛点(2)

而如果换成这个痛点,就会发现:购买电脑护目镜,是最好的解决方案。
4.没有石头填坑好的产品文案应该直奔痛点(2)

前面讲了各种填坑失败——坑位错了,坑大了,坑小了,还有最后一种错误是:单纯唤起了痛点(挖坑),但没有石头填坑(用户根本不知道你要做什么)。

比如这张海报:好的产品文案应该直奔痛点(2)

“假设我真的被你打动了,我真的被唤起了痛点和需求,真的想像你说的“跟你走吧,一起去创造”,但是能不能麻烦告诉我:你到底是什么?具体要我做什么?”

你可能觉得这广告太低级了,但其实这种广告非常常见,尤其是新产品广告。

你在前面讲一大堆痛点(挖坑)——“你想飞黄腾达吗?你想结识高人吗?你想改变命运吗?你想 XXXX 吗?”

但却忘记了解释产品是什么,不能让用户建立理解——是的,文案作者有背景知识,但不代表用户有,他们根本不知道你是谁。

最终,用户摸不着头脑,感觉像一个陌生人对着他狂喊,却又不自我介绍,就会直接放弃理解。

这就相当于:挖了坑,然后走了,没有“石头”填坑。

结 语

“李叫兽解冻三部曲”的上一篇讲了如何唤起痛点,这期就讲如何解决痛点。

这一期几乎没有使用任何的营销理论、心理学理论,因为于这个话题,可能 10 本书的理论都概括不了。“解决痛点”——这个太复杂了。

而李叫兽又一直致力于弱化营销理论的复杂性,想为营销人提供简单有效的工具,怎么办呢?

索性这期不讲任何理论知识,只是通过提出“正确的问题”,让营销文案人更好利用自己已有的知识。

毕竟,很多人的文案如此“自嗨”,并不是因为缺乏知识和理论本身,而是缺乏看待文案的正确视角。当他们真正站在用户的视角,不断问自己“用户看到这句话,最可能的选择是什么?”的时候,文案就会有明显的提升。

就像我多次提到过:文案是对用户感受的设计,而不是创造这些感受的文字的设计。

主动去设计用户的感受,而不是盲目发挥自己的创意,你会发现,“解决痛点”的能力,其实你早就拥有了。


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