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www.龙8国际.com:从10年前iPhone发布会中,我们能学到什么营销技巧?

  2017-11-29 13:46  来源:人人都是产品经理  我来投稿  我要评论

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www.龙8国际.com,其中,在标准化项目试点示范工程方面,将积极参与国家、省高端装备制造业、新型城镇化、服务业、社会管理与公共服务业、内贸流通改革、农业标准化示范区、美丽(生态文明)乡村等标准化试点示范项目建设,开展军民融合创新示范区标准化建设,开展《企业标准体系》系列标准实施和企业标准化良好行为创建。这些是你的故事,也是陕西的故事。但最能代表元代都城制度的大都,遗址压在今北京故宫和景山之下,考古发掘可能性不大。还有的城市在建楼盘脚手架上摆着的安全帽被大风吹得移动,高空作业的工人们都临时撤了下来。

  12.12年度营销活动开抢,入驻就送超级大礼,马上咨询

  乔布斯教你快速建立消费者认知的两种方法。

  

 

  前几天,我在咖啡馆偶然听到旁边的人聊天,从对话的内容来看,他们应该是创业者和投资人的关系。

  如果你也经常去咖啡馆,那你一定很熟悉他们对话的套路——喜欢搬出一些名人,然后各种赞颂他们,并以此向对方传递一个信息——以后,我也会跟他们一样成功。

  不过,这次他们聊的,并不是当季流行的埃隆·马斯克,也不是马云,更不是许家印,而是一个我很久都没在咖啡馆听到的名字——乔布斯。

  至于他们具体怎样称赞乔布斯的,我就不多说了,反正你应该能猜个八九不离十。

  只不过,在他们慷慨激昂的演说下,我也被潜移默化的影响了——当晚我一回家,就“无意识”在电脑上,搜索了第一款iPhone发布会的视频…

  那是10年前的视频,距离我上一次观看,也差不多有4、5年了。

  第一次看的时候,我还在学设计,跟很多人一样——被乔布斯追求“极致产品”的精神,打动得一塌糊涂。

  不过这一次,我关注的重点,就不再是“如何打造新产品”,而是“如何介绍新产品”。

  不得不说,除了打造产品本身的功夫一流,乔布斯在产品的营销(推广)方面,也绝对是个高手,值得我们再次去模仿和学习。

  1.类比熟悉的事物

  就算你没看过发布会视频,相信你也一定听说过,乔布斯是如何定义第一代iPhone的。

  他并没有直接说“全新的智能手机”,而是说“一个大屏幕iPod+一个手机+一个上网设备”。

  

 

  包括后来引出“iPhone”这个名字的时候,他也一直在强调:

  An iPod, a phone. Are you getting it?

  

 

  而这里的套路就是:将一个新事物,通过与人们熟悉的事物进行类比,从而快速在人们心智中建立认知——iPod,手机,上网设备,都是当时人们熟悉的事物,它们加在一起,就是新一代的“智能手机”,也就是iPhone。

  很多人都会落入“知识的陷阱”——认为只要是自己了解的,别人也一定了解。

  最典型的例子,就是专家在台上慷慨激昂的背诵各种抽象的专业词汇,而台下的普通群众,却始终一头雾水,只能坐在那里打哈欠。

  用专业词汇装逼是没问题的,但如果用于沟通和营销,那可能就是灾难…

  而与iPhone极其相似的,是另外一个例子:

  上世纪90年代,美国公共利益科学中心发现:一桶普通爆米花所含的饱和脂肪,几乎已经达到了正常人每日所需的2倍。

  他们希望能将这个发现宣传出去,让更多的人了解爆米花(里的椰子油)的危害。

  于是,他们对外宣称:“一桶爆米花所含有的饱和脂肪为37克,而正常人每天只需20克。”

  不过,群众始终没什么反应…

  是啊,想想也知道:大部分人都不是营养学家,他们对“37克饱和脂肪”,其实没有任何概念。

  当他们听到“37克饱和脂肪”的时候 ,就跟3岁儿童听到“5000元学费”一样——不知道这意味着什么。

  直到后来,科学家巧施妙计,把宣传信息改成下面这段话之后,瞬间就轰动了整个美国,所有主流媒体都争相报道。一时间,爆米花似乎变成了“全美公敌”。

  那改成什么话呢?

  就是这段:一份中号爆米花的饱和脂肪含量,比一份培根加鸡蛋的早餐、一份巨无霸加薯条的午餐和一份塞满填料的牛排晚餐加起来还要高!

  然后还专门在电视上,做了视觉化演示:(下图仅为示意)

  

 

  你看,这是不是跟“iPhone=iPod+手机+上网设备”的套路很像——都是利用熟悉的事物,对新事物进行形象化类比。

  当然,这里并不是说每介绍一个新事物或新概念,都一定要用这种“OO=XX+YY+ZZ”的模式。

  有时你也可以进行更直接的类比,比如直接把名字改了。

  之前我在一篇介绍文案技巧的文章中,看到这样一个例子。

  说的是一个做电商的,在卖一种水果,叫做“崂山杏”。

  崂山杏,一听名字就知道,这是一种当地的特产。

  而特产一般都有一个特点:如果不是非常知名,无论你多好吃,外地人也不会太感冒,因为他们对“崂山”没什么概念。

  这种情况下,无论你花多少精力主打“正宗”,也不会有什么效果。(除非崂山像珠穆朗玛峰一样出名)

  而那位做电商的朋友,就非常机智——他并没有花时间去解释什么是“崂山的杏”,而是直接把名字改了,从“崂山杏”变成了“水密杏”。

  “崂山”可能很多人都不知道,但“水蜜桃”大家总听说过,也都吃过的吧!

  而且一提到“水蜜桃”,人们立马就能想到它甜蜜喷汁的口感——这样把产品(崂山杏)的优势特点也带出来了。

  所以,如果你是一个“新产品”,无论是名字,slogan,文案甚至行为等,都可以尝试与人们熟悉的事物建立联系,从而快速建立认知。

  包括上文提到的“创业者和投资人”,为什么他们这么热衷于谈论那些世人皆知的名人?

  这在本质上,还是通过将自己与名人建立联系,从而让对方能快速了解自己——“哦,这个人(可能)具有与XX类似的品质或特征。”

  2.给竞争对手定位

  说回iPhone的发布会。

  在乔布斯开始介绍iPhone的时候,他并没有直接介绍iPhone本身,而是先介绍了几款其他公司的手机。(也就是雷布斯口中“友商的产品”)

  而令我印象最深的,就是他展示的这张图表:

  

 

  大家都在谈“定位”,那什么叫做“定位”?

  这就叫做定位!

  我想,再也找不出比这张图更能体现定位理论精髓(之一)的例子了——通过给竞争对手确立一个位置(不智能,不易用),从而显示出自己的优势(智能,易用)。

  如果用大白话来说,就是:“它们都是那样的,而我是这样的。”

  需要注意的是:这张图的关键,并不是要画出一个坐标轴,而是要选对一个“赛场”。

  乔布斯之所以选择“智能和易用”作为衡量手机的标准,是因为其他手机几乎从来没有考虑过这一点(或者这个标准并不是客观的)——这是“有”和“无”的差别。

  而如果他选择了比如“屏幕大小”作为衡量的标准,那作用就会小得多,即使iPhone的屏幕的确大得多——这是“好”和“更好”的差别。

  要想形成明确的心智定位,就必须与众不同,而不是做得更好,没人能记住第二个登上月球的人。

  (PS,如果你真想记住,那我告诉你,他的名字叫奥尔德林)

  历史上,通过“重新定位竞争对手”来获得成功的案例,也是数不胜数,其中令我印象最深的,就要数宝洁公司的Scope漱口液了。

  

 

  Scope是一种全新的漱口液,相比于其他的漱口液,它最大的特点就是“味道比较好”。

  而为了突出自己的优势,它只用了两个字,就彻底破坏了具有“去口臭之王”称号的李施德林(当时的领导品牌)在人们心目中的印象。

  “药味”。

  然后一举夺得了市场第二的位置,几乎与李施德林平分秋色。

  说到这,其实我一直在想:

  加多宝一直宣称自己具有“防上火”的功能,但这个定位真的非常牢固吗?如果出一款新的饮品,继续主打“防上火”的功效,是否一定没戏呢?

  大家都知道,不管是加多宝还是王老吉,它们的配方里都含有“白砂糖”,而且肯定放了不少,不然怎么会这么甜…

  而一款新的“防上火”饮料,是否可以利用“加多宝们”的这一特点,将它们定位成“糖水”,然后针对性的打出口号——你真的以为,喝一罐糖水,就不怕上火了?

  (当然,这个方案能成功的前提之一是:人们对“防上火”的需求是真实存在的,而且很大)

  3.其实道理都一样

  其实,不管是“类比熟悉的事物”,还是“给竞争对手定位”,这在本质上其实都是类似的——利用人们「已有」的认知。

  只不过,前者的意思是“我像XX一样好”,而后者是“我可不像YY一样差”。

  如果一张图概括,那就是:

  

 

  注:XX和YY都是「已有」的认知

  那么,为什么说这两种方式,都非常有效呢?

  这是因为,人类的大脑具有两个特征:1.储存空间小 2.压缩能力强

  1)储存空间小

  虽然大脑与电脑一样,都具有“储存信息”的功能,但与电脑相比,人类的大脑只能储存约1G的信息;而电脑则能轻松达到好几百个G。

  这就意味着:我们无法向自己的大脑中,塞入太多「陌生」的信息。

  比如上文提到的iPhone,37克饱和脂肪,崂山杏,Scope漱口水,对大部分人来说,这些都是陌生的信息。

  2)超强的压缩&解压能力

  IBM曾经用“红杉”超级计算机模拟过人类大脑的运算,想测试其速度。结果还是输给了正常人类的大脑,二者的速度相差了上千倍。

  那么,为什么我们的大脑储存空间这么小,却能产生如此之快的运算速度呢?

  这是因为:大脑具有超强的压缩能力——它可以把一张千万级像素的照片(比如肉眼看到的画面),压缩到只有几个字节的大小。

  而当我们需要调出这张照片的时候,就能根据这几个字节,“有损耗的”还原出当时的各种信息。(这个过程,就是我们常说的“脑补”)

  

 

  之前我们说的“新产品”,其实就相当于这里的“照片”;而“已有的认知”,就是指这里的“几个字节”,更确切的说,是“已经压缩好了的那几个字节”。

  

 

  值得注意的是:人类对“照片”压缩的过程,其实就是认知归类的过程,这是非常耗费脑力的。不然怎么会有这么多人讨厌学习?

  而脑补就不一样了,谁都能轻易的“想当然”…

  因此,如果你要让别人接受一个新信息,就别再要求别人进行“压缩”了,而只需要他根据已有的信息,自己脑补一下就行,这样轻松得多。

  崂山杏口感很不错,就像水蜜桃一样。你现在就自己脑补一下,这口感究竟有多柔软甜蜜吧;

  你们常用的Nokia手机,它的智能程度是负的,而iPhone是正的。你现在就自己脑补一下,iPhone到底有多智能吧;

  下次你在用李施德林漱口水的时候,你一定会想起(脑补):有一个叫Scope的品牌,把这种味道称作“药味”…

  当然,正如上文所言,脑补的过程的是有损耗的。

  因此,它会丧失一定的准确性。

  比如iPhone,它并不完全是iPod+手机+上网设备,它还有其他的功能;而崂山杏的口感,与水蜜桃比起来,肯定也有一定的区别…

  不过,这并不是大问题。

  因为在大部分情况下,新产品上市,最重要的是“快速建立认知”,而不是“准确建立认知”。

  作者:小云兄

  来源:www.龙8国际.com微信公众号:品牌圈圈(ID:Brand-Circle)

  本文由 @小云兄 授权发布,未经作者许可,禁止转载。

  题图来自unsplash,基于CC0协议

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