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    最新動態 News

    數字營銷領域最新動態與職場進階方法論
    首頁 > 新聞動態

    云銳集團攜手“高端牛奶”特侖蘇,打造乳業精準化營銷標桿案例!

    發表時間:2021.04.14

           特侖蘇作為蒙牛旗下高端牛奶品牌,在蒙語中有“金牌牛奶”之意。自2005年問世之初,特侖蘇便將不斷探索推動高端品質進步作為品牌行為準則,一直堅持“更好”品牌價值主張,引領著中國高端乳業市場發展。

           隨著消費者逐漸越過物質需求門檻,商品品質和精神追求成為更重要的產品購買動因。立足于消費者需求,特侖蘇不斷進行創新和嘗試,通過細分產品格局,推出特侖蘇有機“夢幻蓋”、特侖蘇嗨milk0脂肪純牛奶等產品,成功抓牢高端奶消費群心智。

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           現如今,移動互聯網營銷進入下半場,營銷場景更加多元化、用戶獲取路徑日益多樣化,品牌想要和市場達成精準有效溝通的難度日益增高,搭建精準化數字營銷體系,尋求新的增量空間,成為特侖蘇最為迫切的營銷訴求。

           圍繞品牌營銷訴求,云銳集團服務團隊深入探索微信社交營銷場景,整合微信朋友圈億級優質用戶流量優勢,為特侖蘇量身定制“朋友圈場景滲透,小程序精準觸達”精準化營銷問題解決方案,以實效為驅動,助力特侖蘇全面激發生意增長動能。

    01細顆粒度場景素材深溝通,多元觸動目標人群

           品牌林立時代,消費者的決策成本在不斷增加。產品滲透進消費者真實的需求場景,不僅能降低品牌傳播成本,更能不斷降低消費者購買決策的時間?;诖?,特侖蘇以用戶為中心,搭建細顆粒度場景素材溝通策略,多元觸動目標人群。

    1、高顏值明星素材,圈粉飯圈用戶

          明星是流量的永動機,同樣是銷量助推器。賬戶測試期,云銳集團基于粉絲用戶心理,深挖特侖蘇代言人形象價值,圍繞易烊千璽、靳東、張鈞甯等明星產出一系列高顏值明星素材,通過明星簽名照、入會即享66元新人禮券等福利向文案加持,雙倍吸引用戶目光,成功賦能本輪效果投放,圈粉明星粉絲群體。

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    2、國潮風+減脂場景素材,狙擊減脂興趣圈層

           近幾年,國潮的熱度在年輕用戶中居高不下,特侖蘇為了和年輕市場形成深度溝通,緊跟國潮大熱趨勢,將牛奶包裝與燕京八絕之一的京繡結合,推出嗨Milk0脂肪牛奶,廣告外層素材沿用中國文化氣韻濃厚的京繡元素,在朋友圈信息流中為用戶提供“WOW”視覺點。

    恰逢春天時令減脂塑形節點,云銳延伸興趣場景,將國潮風素材與減脂塑形場景結合,視覺和文案協同強化嗨Milk0脂肪牛奶“0脂無負擔”產品賣點,牢牢占據減脂塑形圈層用戶視覺焦點。

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    3、聚焦活動促銷場景,觸動用戶購買心智

          除了興趣場景,節日促銷類場景同樣是用戶集中下單的重要場景。因此,云銳服務團隊圍繞3.8女神節、品牌限時活動產出大批節點氛圍素材,搭配限時、限量、超級禮遇等利益點文案,成功觸動用戶購買心智。

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    02長短價值全覆蓋,找到效果營銷最優解

           精準營銷時代,內容能否贏得生意增長成為衡量創意成功與否的重要標準。微信朋友圈原生化的社交廣告形式,不僅能夠助力特侖蘇在前鏈路精準觸達目標TA,借助內容與用戶進行交互,圈粉用戶心智,更能在內容端口將用戶一鍵導流至電商小程序,降低用戶行動成本,幫助品牌快速完成拓新,沉淀用戶資產,兼具品效營銷價值。

           第一,短期帶貨,提振產品銷量

           廣告投放期間,云銳為特侖蘇鎖定行動廣告、標簽卡片、基礎式卡片等廣告形式,通過“朋友圈場景滲透,小程序精準觸達”營銷轉化路徑,成功打通內容到生意的轉化通路,借助多創意多素材組合,千人千面智能化展示邏輯,多點位覆蓋用戶觸點,幫助特侖蘇成功撬動后鏈銷售轉化。

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           廣告測試期間,云銳服務團隊根據實時的數據反饋,進行創意測試方向和素材優化對表現良好的素材和人群進行穩定投放及同類拓展,并秉承素材和計劃迭代更新原則,及時控制廣告轉化成本,最終成功甄選出后端反饋最優的原生化素材方向和創意。目前,特侖蘇廣告已經平穩度過冷啟動期,CTR穩定在1%以上,遠超大盤平均值,ROI也在穩步攀升。

          第二,長線收集高價值用戶線索,沉淀品牌用戶資產

          特侖蘇這波小程序精準化數字營銷,核心以帶貨為短期目標,同時可以幫助品牌長期收集高價值用戶線索,沉淀可觀的數字化用戶資產,為品牌客戶再營銷,提供了長線營銷價值。

          依托微信內容生態,特侖蘇搭建起品牌主頁、官方公眾號、小程序、視頻號等完善的私域媒體溝通矩陣,以用戶需求為中心,長線輸出新品福利、明星、節日等social化內容,通過有用、有趣、有利的內容吸引用戶持續關注內容,同時保障用戶以最短路徑跳轉直達小程序購買終端,隨時為用戶深度轉化提供最便捷通道。

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    03鎖定核心人群,實現廣告高效精準觸達

          營銷中,品牌只有精準鎖定目標客戶群體,才能夠精準地促成交易。信息碎片化時代,如何高效鎖定目標TA,實現廣告有效觸達,引爆數據流量,是特侖蘇面臨著的一大營銷痛點。云銳作為騰訊廣告鉑金服務商,依托微信生態數據庫和智能算法模型支持,幫助特侖蘇打通全場景用戶數據壁壘,成功找到目標受眾。

    1、測試期:養成興趣人群模型

          測試期,云銳將媒體與品牌主核心數據利用最大化,采用目標客群定向,分核心客群定向、次級客群定向及羅卡定向,鎖定“乳制品行業相關人群”、“高消費興趣人群”和“明星粉絲人群”,不斷利用數據庫和投放模型訓練,持續提高精準度,獲得更強的流量競爭力,并逐漸養成興趣人群模型。

    2、穩定期:確定興趣模型

          穩定期,云銳根據第一階段的投放效果來重新篩選人群、地域、興趣點等信息、提取歷史已轉化的人群包,進行穩定投放及同類拓展。這一階段,云銳選擇消耗量級較高的“乳制品行業人群包”和通投方式,鎖定目標客群。同時,利用標簽廣場功能,持續挖掘產品興趣人群包,進行人群定向測試。

    3、放量期:維持賬戶新鮮度

          用戶興趣模型穩定后,云銳將繼續維持賬戶新鮮度,不斷對新素材進行鋪排,根據第一階段的投放效果重新篩選人群、地域、興趣點等信息,深入挖掘歷史已轉化的人群包,對前面表現良好素材及人群進行增量投放,并挖掘更多興趣人群數據包,持續影響真正的產品興趣用戶。

    結語:

           可以預見,精準營銷即將成為品牌標配,進入常態化、規范化階段,內容向生意的轉化會愈發高效便捷,將流量轉化為生意也將成為所有品牌營銷變革的必經之路和終極目標。

           特侖蘇能夠成為中國高端乳業標桿品牌,不止是市場占有率高,更是憑借對用戶的敏銳洞察,占據了產品端、營銷端的先發優勢,通過搭建精準化數字營銷體系,和目標用戶形成了有效溝通。

           未來,云銳集團將繼續堅持“內容賦能,數據驅動”傳播理念,幫助品牌深度診斷營銷問題,立足于用戶需求,為品牌主提供更多精準化營銷解決方案,助力更多企業高效激發增長動能!

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