“品牌包装”不是把用户感动哭,而是为了转化

营销策划 运营法宝 2年前 (2017-08-02) 2724次浏览 已收录 286个评论

策划一个品牌策略,目的是什么?

最经常的回答是:

• 要感动我们的用户;

• 要让我们的品牌更有温度;

• 要让用户和品牌建立更深层次的情感联系。

但这其实是“形象包装”而不是“品牌策略”。

因为品牌策略的本质,并不是“提升形象,感动用户”,而是“在用户心智中,针对竞争对手确定有利位置。”

今天李叫兽这篇文章,就讲讲形象包装和品牌策略之间的区别。

为什么要使用“品牌策略”,而不是单纯做品牌包装?

先用李叫兽遇到的真实项目举例。

“品牌包装”不是把用户感动哭,而是为了转化

有个做熟食新鲜海鲜夜宵外卖的创业公司,叫海鲜到炕(kàng),如果要规划品牌策略,你会怎么做?

如果是形象包装术,大致思路是这样的:

1、确定人群

“谁最可能吃这种海鲜?哦,单价 30-50 元,主打新鲜、便捷、健康、好吃。

所以主打人群定为“崇尚健康并且繁忙的一线城市新中产白领。”

“品牌包装”不是把用户感动哭,而是为了转化

2、如何感动这群人?

好了,既然人群定了,我们就要寻找“consumer insight”(消费者洞察)了,看看能否利用他们生活中的某些小细节,来打动他们。

“这些新中产白领生活虽然很精彩,但是工作压力大、节奏快,与家人、朋友的联系也比较少,所以我们希望他们更多地关心自己的生活,更多地关心自己爱的人。”

所以就把 slogan 定成:多点关心,多点海鲜。

如果对这句话心里没底,就再按照广告提案的通行惯例,想 2 个 60 分的当做备选吧:“鲜,让生活更有味道” 或者 “爱生活,爱海鲜”。

“品牌包装”不是把用户感动哭,而是为了转化

3、如何根据策略来打造品牌体系?

既然有了“多点关心,多点海鲜”这句 slogan,那么接下来就可以制定所谓的品牌体系了——

品牌理念:最新鲜的食材,给最关心生活的你。”

品牌调性:爱心的,活力的,温暖的,健康的。”

公司使命:让人们更关心生活,吃到更新鲜的海鲜。”

公司价值观:用户至上,追求极致,与众不同,良心经营。”

……

而这些就是传统的“品牌形象包装术”。(不过被很多人当成了“品牌策略”)

上面的方案中,一切都那么容易让人信服,一切都切中了创业者的内心,一切都体现了对消费者的洞察,好像只要使用了这个策略,就会有无数消费者被感动,就会让他们觉得你说出了他们心里话,进而疯一样地来购买产品。

“品牌包装”不是把用户感动哭,而是为了转化

但这个策略最大的问题是什么?

这个策略最大的问题就是:假设市场上只有你自己,你说什么用户都会听。

实际上,市场上有很多竞争对手,用户每天看无数个广告,也有无数人想打动他们。

品牌策略的目的,并不是感动消费者,也不是让消费者觉得你很走心,而是针对竞争对手,确定有利位置,从而赢得消费者的选择。

按照品牌策略(而不是品牌包装术),该怎么做呢?

1,找到你的竞争对手。

我们需要给用户一个买你而不买别人的理由,所以需要首先找到你的竞争对手到底是谁(注:竞争对手不一定是同行,任何阻拦消费者购买你产品的,都是竞争对手)。

“品牌包装”不是把用户感动哭,而是为了转化

那么在夜宵的市场,你的竞争对手到底是谁?

可能是不吃夜宵的习惯——很多人不习惯吃夜宵,自然也不会买你;

可能是去外面店里吃夜宵或者自己做——很多人宁愿麻烦,也不想吃外卖;

可能是其他的外卖夜宵(比如各种小龙虾外卖、烤串外卖等)。

对比这几个选择,自然容易发现:第三个才是我们关键的竞争对手。

毕竟,让本来想去店里吃的人改变生活方式开始点外卖,是饿了么和美团外卖这种巨头要做的工作,并不是我们这个创业团队能做的。

所以,我们的目标其实很简单:首先在消费者夜宵的选择中切一个市场。

既然要切市场,自然要看这个市场的领导者是谁。稍微询问下就知道,现在北京夜宵市场,领导者大致是主打小龙虾外卖、烧烤外卖的一些店。

“品牌包装”不是把用户感动哭,而是为了转化

好了,找到了竞争对手,开始下一步。

2,确定有利位置

找到了竞争对手,自然要寻找它们的缺点,从而让消费者放弃它们选择我们。

直观一看就能发现,主要的竞争对手价格都很贵(小龙虾人均经常 100 多块)。

那么我们能打“更具性价比的夜宵”这个点吗?

当然不能。因为高价格是竞争对手的“直接缺点”,而不是“最大优势中的固有缺点”,而进攻直接缺点往往是无效的。

我们要做的,是在竞争对手赖以生存的最大优点中找缺点。

那么麻辣小龙虾、烤串等最大的优点是什么?人们为什么选择它?

自然是爽、刺激——没有什么比晚上和兄弟们一起撸串更爽的了。

“品牌包装”不是把用户感动哭,而是为了转化

但任何硬币都有正反面,“爽”、“刺激”这个优势中,有什么固有缺点?

很多人觉得是“很重口”(有些人晚上想吃点夜宵,但是不想吃太重口的以致于有负罪感)。

所以,我们的定位就出来了:“夜宵,吃点海鲜不重口”。

一直以来,我们认为品牌规划的重要目的就是“打动消费者”,就是为了想出更多感人的语句来让消费者潸然泪下,但实际上这并不是品牌规划最重要的目的。

如果这样做,实际上做的是“形象包装”而不是“品牌策略”。

真正的品牌战略,必须能够帮助一个公司针对竞争对手确定有利位置,并且最终赢得顾客的选择。

“品牌包装”不是把用户感动哭,而是为了转化

那么为什么这样呢?

为什么我们要放弃传统的“单纯形象包装”,而使用真正的“品牌战略”?

因为单纯的“形象包装”,经常存在这些问题:

  1. 重战术,轻战略
  2. 没有找到关键竞争对手
  3. 没有找到有利位置
  4. 按照自己的标准来划分市场
  5. 迷信单一手段

1、重战术,轻战略

“重战术,轻战略”是很多人在营销上经常犯的错误。

具体的表现在于:迷恋形象包装,认为营销就是包装形象、促进传播,花费大量精力纠结于小细节,但是却对大战略(比如定位)不够重视。

前段时间李叫兽跟朋友聊到手机行业的营销,有人问到“哪个手机公司营销做得最好”,大部分人认为锤子手机的营销是最好的。

每次公关都是有力回击,每次文案都被疯狂转发,每次发布会都引来社会关注,还有大量的宗教信徒般忠诚的粉丝——这在国内几乎没有什么公司可以比肩。

“品牌包装”不是把用户感动哭,而是为了转化

但显而易见的一个现实是:锤子手机并没有多少人买。

我们知道,衡量营销能力最重要的方式就是看它“创造并保留顾客的能力”,锤子手机创造并保留顾客的能力并不高,为什么大家认为他营销做得好?仅仅因为每次公关战、文案战的胜出吗?

“品牌包装”不是把用户感动哭,而是为了转化

这让我想起了我喜欢的美剧《权力的游戏》第二季中,斯塔克家族的 Rob 说的:“I won every battle, but I am losing the war.” (我赢得了所有的战斗,但是我即将在整个战争中失败。)

而这是“有小聪明没有大战略”的典型(虽然我个人非常喜欢 Rob 这个角色)。

相反,在手机行业,去年我认为营销做得最好的是华为,虽然华为的文案写作、公关反应、发布会等都差了锤子不是一点半点,但华为去年在整个营销战略上,打了一个漂亮的侧翼战。

“品牌包装”不是把用户感动哭,而是为了转化

本来国产手机第一是小米,在用户心智中的优势是“高性价比”,这个时候试图在性价比上超越小米是不可能的(即使你的产品性价比是小米 2 倍,但因为小米已经牢牢占据这个定位,你怎么喊也没用)。

而最应该做的,是寻找小米最大优势中固有的劣势。(就像前面说的)

那性价比这个优势暗含着什么劣势?自然是“给人感觉很屌丝和低端。”“品牌包装”不是把用户感动哭,而是为了转化“品牌包装”不是把用户感动哭,而是为了转化“品牌包装”不是把用户感动哭,而是为了转化

所以华为通过 Mate8 等机型的上市,主打高端定位,一举占领市场。

在军事中,真正能够赢得战争的军队,往往是占据了有利位置,然后让敌人不得不以劣势进行进攻,而不是单纯计较一城一兵的得失。

“品牌包装”不是把用户感动哭,而是为了转化

在营销中也是这样,真正赢得市场的公司,往往是在用户心智中占据了有利定位,而不是单纯去计较某句话有没有打动消费者。

任何的形象包装,只有在定位正确的前提下才有意义。否则,片面地追求形象包装和感动消费者,最终的结果必然是只感动自我,而这是典型的“有小聪明,没有大战略”的行为。

2、没有找到关键竞争对手

以“形象包装”来替代营销战略的问题在于:没有找到关键的竞争对手,凭借一腔热血去呼吁消费者,但是根本不知道自己到底要针对什么。

之前李叫兽看到一个小旅行社写的传播文案,希望李叫兽帮忙诊断一下,文案大体是这样:

“品牌包装”不是把用户感动哭,而是为了转化

先无视这个文案在写作上的问题(比如没有顺应认知),单纯在策略上,就是完全不及格的:根本没有找到竞争对手是谁,就想通过打动消费者来营销。

那我们假设一种最理想的情况,你的文案写得特别好,真的打动了消费者,接着会发生什么呢?

假设我是一个处在生活高压中的普通白领,刚被领导骂了一顿,看了这个文案,感觉简直写到我心里去了。

“是啊!我整天这么忙这么累,它说的对,我真的应该去旅行啊!”

“品牌包装”不是把用户感动哭,而是为了转化想着想着,他就下定了决心。掏出手机,打开去哪儿,选定了目的地,直接把票买了。

“恩,就要来一场说走就走的旅行!”

“品牌包装”不是把用户感动哭,而是为了转化

等等!这个时候你会发现一个问题:按理说这个文案很感动人,但整个过程中,写文案的那个“XX 旅行社”去哪了?怎么故事的后半部分没有我们伟大的广告主啊!

为什么感动了消费者,但最后没有买我的?

这当然很正常!

为什么呢?因为文案作者脑中装的都是“如何打动用户”,而忘记了先找到“竞争对手”。

在这个文案中,作者定位的竞争对手显然是“用户不去旅游的习惯”,并且希望通过文案让更多的消费者选择去旅行而不是待在办公室,从而击败“用户不去旅游的习惯”这个对手。

但这是你真正的对手吗?

必然不是。因为你并不是旅游行业的行业第一,也不是大多数人去旅行的第一选择,这个时候你真正的竞争对手是其他旅游公司,你需要提供的是一个“为什么要选你而不是选别人的理由”,而不是一个“为什么要去旅行而不是待在办公室的理由”。

而想刺激更多人去旅游的后果就是,这些用户会直接参照过去的行为习惯(比如用去哪儿直接订票),就没你什么事儿了。

所以,广告人不能拿起笔来就想着怎么打动用户感动用户,应该先找找:我们现在关键的竞争对手到底是什么?我想让用户放弃什么来选择我?

否则即使打动了也没有用。

3、没有找到有利位置

单纯的形象包装还有一个问题是:往往只是让你的品牌看起来更加有温度,但是并没有在用户心智中确定一个有利位置。

在几年前的杯装奶茶大战中,市场上两大巨头是优乐美和香飘飘,他们采取了完全不一样的策略。

优乐美主打“你是我的优乐美”,拍了非常感人的广告,打动无数人的少女心,如果当时也有微信朋友圈的话,也一定能刷爆朋友圈。

“品牌包装”不是把用户感动哭,而是为了转化

而香飘飘就主打“绕地球 XX 圈”,看起来很恶俗,也打动不了什么人。

但结果是香飘飘在大战中胜利,而优乐美却一蹶不振。

“你是我的优乐美啊”,表面上感动了很多人,但实际上没有有效传达任何“定位信息”(即使有的话,可能也只是轻微地暗示了“恋人专用”这种定位)。

而香飘飘的“销量绕地球 XX 圈”,传达了“我是行业第一”这个有效定位,让用户清晰地了解了它到底处在什么位置,然后大量的人就通过从众效应自然购买了。“品牌包装”不是把用户感动哭,而是为了转化

广告宣传的重要目的,是让潜在用户明确知道你想填补什么位置,而不是宣传该产品到底有什么好处。

成功与否的重要标准,也并不是看广告是否引人注目、让人兴奋或者感动所有人,而是看是否在潜在用户心中牢牢占据了你想占据的有利位置。

“哦,原来香飘飘是行业第一。”

“哦,原来神州专车主打安全。”

“哦,原来华为 Mate 系是国产高端机!”

很多人觉得某个定位很打动我自己,所以就选择它当做品牌 slogan,殊不知能打动你和消费者的话多了去了。

比如李叫兽之前遇到一个电商 APP 的公司,卖高端生活品,slogan 大致是“不跟随,做自己”,创始团队觉得特别打动自己,同时也有很多用户反应的确很喜欢这句话。

但是你和你的用户都喜欢,并不代表它可以成为 slogan——定位语的目的是有效传达定位信息,而不是让大家感动。

如果说双方都喜欢就行的话,那我建议直接把这句话换成高晓松的“生活不止眼前的苟且,还有诗和远方”,然后你再进行一轮问卷测试,可能会发现:

这次,你的团队和消费者,可能都更加容易被高晓松这句话打动!

“品牌包装”不是把用户感动哭,而是为了转化

如果这样打动就行,我们也不需要学习战略定位和品牌营销,只需要不断在歌词里找灵感就行了。

这当然是不行的,因为这些诗句并没有说明你为什么会比竞争对手更能打动消费者,也没有给消费者一个选择你而不选择竞争对手的理由。

所以,单纯品牌形象包装的问题就在这里:没有传达位置信息。

4、按照自己的标准来划分市场

单纯品牌形象包装还有问题在于:他们喜欢按照自己的标准来划分市场。

在大量的品牌策划书、品牌白皮书、品牌战略提案中,李叫兽见过的最多的一句话就是:“我们定位城市新中产阶级。”

类似的表达还有:

“我们定位 25-40 岁的城市新白领。”

“我们定位 70-80 后的城市中产。”

(话说“城市新中产”这个群体到底招谁惹谁了,被这么多公司定位?)

至于为什么一定是定位这个群体,为什么要采取群体划分的定位而不是情境划分的定位等,就回答不上来了。

而李叫兽之前写文章讲过,应该按照“你的产品如何满足用户需求”来定义市场,而不是单纯用自己的标准来假想一个市场。(比如奶昔定位成“帮早上开车上班的人,单手解决早餐”这个市场。)

“品牌包装”不是把用户感动哭,而是为了转化

李叫兽之前遇到一个做职场社交的公司,说要做河南省最大的职场社交软件。

这存在什么问题?

这个问题就是:这完全是按照自己的标准假设划分的市场,而不是按照消费者的标准划分的。

用户在用职场社交软件的时候,会区分这个软件是哪个省份的吗?

除非河南省社交习惯和其他省份出现巨大差异,或者河南省建了互联网防火墙,禁止外省软件,否则这个市场的划分毫无意义。

这就像一个学生说自己是“清华穿 44 码鞋的学生当中,成绩最好的”一样,几乎毫无意义。因为这是按照学生自己的标准,而不是企业用人单位的标准划分的。

所以,传统“品牌形象包装术”的问题就是:经常是先按照自己标准假定一个群体,然后在这个群体内寻找 consumer insight,而这样往往是无效的。

5、迷信单一手段

单纯的“形象包装术”经常认为只要感动了消费者,用户就会购买,过于迷信单一的手段。

所以我们看到大量的广告提案,都倡导“主打感情牌”、“产生共鸣感”,不论是回忆起恋人之间的点点滴滴,还是远在异乡的儿子表现对爸妈的思念,还是老婆支持丈夫的梦想……

“品牌包装”不是把用户感动哭,而是为了转化

体现在各种 slogan 上,就充斥着:让爱发生,让温馨永远相伴,为梦想而生,心无间爱无限,不跟随、做自己等各种感动表达。

但是实际上,“感动”、“打动”并不是产生购买的必要条件,更不是一个 slogan 一定要解决的问题。

为什么?

众多关于广告的研究发现:在享乐品、用户思考程度低以及产品代表某种关系时,情感类广告会产生较好的劝服效果。

比如蒂芙尼的钻戒,代表了关系,也是享乐品,打情感感动的诉求,非常适合。“品牌包装”不是把用户感动哭,而是为了转化

而在强调功能的使用产品、用户思考程度高而且与人际关系无关时,情感类广告产生的效果非常差,远远不如理智诉求的广告。

“品牌包装”不是把用户感动哭,而是为了转化

比如给房间配把锁,“更多人选择的家用锁品牌”这类信息,远远比“爱家人,就要守护她”有效得多。

实际上,到底是否应该打感动牌,是在确定了品牌定位后,根据相对复杂的筛选条件最终进行选择的结果(李叫兽之后会专门讲怎么选择),而不是拿到一个新产品,立马就要开始构思怎么感动消费者。

并不是所有的消费者都需要被感动。

结 语

我相信即使说到现在,大部分人仍然会更喜欢“不跟随,做自己”、“多点关心,多点海鲜”这种定位。实际上,我也是,因为这些话本身就像歌词那样讨人喜欢。

但这完全不妨碍这些定位导致一个品牌的灭亡,也完全不妨碍你喜欢那个旅行社的文案,最终却还是在去哪儿上选了另一家,因为市场规律就是这么现实,它不以你的个人喜好为转移。

品牌策略的目的,并不是想办法提升品牌形象从而感动更多消费者,而是针对竞争对手确定有利位置,并且把这个定位准确传达给潜在顾客。

很多所谓的品牌策略,实际上只不过是“品牌包装术”。单纯进行品牌包装,而忽视真正的品牌策略,会让一个品牌缺乏持续的竞争力。只有明确了有利位置,再在这个基础上进行谨慎的包装才有意义。

所以,我们要做“品牌策略”,而不是单纯的“品牌包装”。


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