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【运营案例复盘】棋牌游戏APP获客成本4元,怎么做到的?

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近年棋牌势头火热,主要源于地方性的多样棋牌玩法以及运营方式的革新,加上智能手机的使用普及,微信支付宝的支付普及,使得棋牌游戏很容易成为一种全民娱乐方式。

棋牌类产品有着超高的用户黏性及付费能力。但由于政策因素及渠道独家联运模式,让很多棋牌产品无法在安卓应用商店获取流量,甚至一度无法上线。

所以棋牌游戏类的App的推广发力点会受限,除了在线上通过iOS推广、发帖推广、自媒体推广以外,多以线下推广和活动推广为主。

一般棋牌游戏的地推会通过当地的棋牌室、投注站等地进行广告分发,或者与地方的媒体、电信等企业进行合作推广。

但是蛋蛋他们家的地推方式有些不同,不但有点意思还很成功,他们主要走“农村包围城市的道路”,深入乡下,一个村一个村攻破。

具体是怎么做的呢?我们一起来看看。

分享人

蛋蛋 飞飞斗地主 游戏运营 深圳

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个人介绍


大家好,我叫蛋蛋,是个肥仔。现在负责咱家斗地主游戏的运营,以前的销售经验让我在积累用户的过程中有一些收获。在游戏前期的时候没有钱做线上推广,被逼线下地推,深入乡村,快速积累了第一批种子用户。最多的一天有2000个下载量,获客成本4元左右,而且都是高留存玩家。


接下来由我为大家分享一些地推心得。

1.jpg

一、为何要选择四川作为地推主战场?

Q:为什么选择做地推

A:首先,是因为现在很多棋牌游戏公司都已经下沉到县级市,作为一个刚起步的App,只有比他们更加下沉才能有点油水吃;

其次,考虑到农村里更多的是人情社会,可以动作的空间更大;

第三,农村现在更加分裂。一方面是中老年人多,子女都外出了,长期孤独需要情感依赖,随着智能手机的普及,手游也是他们的新的依赖物。但是有太大消费的手游不行,因为农村老乡收入还是偏低;太新颖的玩法也不行,学习成本太高。另一方面,现在大城市生存比较艰辛,很多中专、大专的年轻人愿意留在农村,也喜欢接受新事务,消费强,适合有社交因素的竞技类游戏的推广。


Q:为什么选择去四川做?

A:第一,自己是四川人,对那边风俗了解;第二,对当地人均收入了解,知道3元就可以撬动积极性。

要是其他有钱的乡村,这招就不管用了。对于收入比较高的地区就不合适这种普遍性的地推,得按VIP邀请推荐才行,关键在于有威信的人物去宣传这种神秘圈子。

我们选择的地区,属于内陆县下面的乡镇,人均收入不高,普遍一个月打工工资一千多 。所以用手机下载一个游戏,1分钟不要就可以领3元红包还是很有吸引力的。

棋牌游戏网付费点.jpg

二、地推中遇到的困难是什么?

Q:地推中的敲门砖是什么?

A:敲门砖其实就是村支书。因为一家一家去推太浪费人力物力,农村更多的权威其实在村支书,他会负责整个村的文化和治安。


Q:找村支书的时候碰到最大的困难是什么?

A:最大的困难是观念的冲突:

一方面是很多之前的游戏有赌博性质,如果村支书推动的游戏带有赌博性质的话对他来说是个很大的风险;另一方面因为对地推游戏方式的不理解,会天然的怀疑下游戏还发红包是不是又是坑人的;所以降低他们的怀疑是很重要的。

比如我们想到地推给村支书,那么解决村支书的疑虑就要找比他还权威的人。所以以前的一个镇政府的同学就来做了解释和担保。其次我们也做担保不涉及赌博并且监督,再给他讲这个对农村赌博的替代性,可以很大程度上降低赌博。

所以愿意试试,当然我们也尊重村支书的劳动成果,给了一定的劳动补助。其实这个和现在一线城市扫码送礼品一样的。都是降低信任门槛才能继续深入!当一个村子打开入口,其他的就没有那么多阻力。可以参考美团以前的地推做法和最早阿里巴巴的地推做法,本质上都是一种传承。


Q:用了什么样的利益驱动,完成整个地推?

A: 利益均沾:

1、对老乡来说增加娱乐方式并且还有奖励:下载App可以领3元;输赢只是金币不伤和气,牌技好还可以得到奖励有面子;

2、对村支书来说推广可以有一笔收入,因为一个村民下载就会拿到3元钱元;赌博减少了,因为现场景中打牌很容易被气氛影响容易下更大的注;

3、对于我们来说,线上的流量暂时还承担不了,地推可以真实的接触玩家还可以节约宣发费用。


Q:地推拉来的用户,如何促活提高留存?

A:首先,是积极快速的正向反馈。第一次下载我们游戏的用户,我们都会记录,最快发红包给乡亲;

其次,是提高当地的占有率。 周边的人都在用的时候,他自然会用;

再者,是产品运营的技巧。 比如为了提高用户体验,我们会有步骤的控制游戏破产的概率,尽量前期少出现一玩游戏就破产就要充值的不好印象。再比如利用竞争心理,我们会在游戏里设置打擂竞技赛,乡亲们的排名都会显示在上面,他们会互相挑战;

而且,当地还有扶持奖励,每月牌技好的分高的可以送油、送米、数码产品等奖品。

最后,除了游戏以外,我们还会半送半卖类似泰国青草防虫药膏这种实用性强品质独特的适合乡亲们用的东西,用于提高粘性。


Q:这批用户对你们平台的贡献是怎样的?

A第一批种子用户的分享价值大于金钱贡献价值。一开始我们的赠送金币和一些竞技场次都是免费的,获得的奖券还可以兑换生活用品比如大米、油等。

等他们的使用习惯建立后就开始自然而然的金钱贡献价值,我们的游戏节奏是比较快的,基本习惯我们的节奏再玩其他棋牌游戏都适应不了慢节奏,用专业术语来说,我们的正向反馈更快更能刺激玩家。

棋牌游戏网付费点.jpg

三、地推成功的重要因素有哪些?

Q:影响地推的重要因素有哪些?

A:首先,产品适不适合,产品是最大关键。高频次 低价格(换种说法是进入门槛要低)适合地推。

其次,对团队来说唯一的影响因素就是执行力。这个地推活动策划就一周,当时我和朋友直接回老家,开着车一个村一个村去推,加上几个朋友帮忙组织,也就10个人不到,就开始推起来了。所以,不要懒,一步步去硬啃下来。

而后,对当地有基本了解,比如当地的收入、当地的风俗,以此找到撬动用户的最佳筹码。找到当地的权威人物做加法,比如村支书等意见领袖。记得要让所有人收益,比如我们的地推,既节约了宣发费用,又肥了乡亲,富了村支书,还帮助农村减小了一部分赌博现象。 

最后,推广的时候,切忌默默无闻。对老乡来说,一定要具有轰动性。所以地点上建议在村里开集市、庙会的时候推广,到乡下茶馆、麻将馆和村里的公共场所推广最好;时间上建议傍晚大家吃完饭出来聚集的时候效果最好。


Q:后面你们打算怎么推广?

A:我们算第一家深入到乡下的,也还在刚刚推进,现在已经啃完2个大镇了。后面用户量多了后,准备再招销售做分销和代理,反正就是利益共享,下一步准备再和镇上的百货合作继续深入下去。

其实不一定要区域很大,在一个区域里能保证统治力的占有率,整个效果就会很好。人口数量是基础,当这个区域的体系建立起来,其他的产品也好推进。


四、结语

小公司没钱没资源的时候其实去大公司不关注的农村,有时候会有意外的收获。凡是务必亲历亲为,执行力第一。

千万不要自己凭空开始,所有你要趟的坑都有无数前人趟过。就像电影《无问西东》里说的那样:负甲为兵,咋笔为吏,身死名灭者如牛毛,角立杰出者如芝草。前辈的经验很重要,要学会站在巨人的肩膀。做好自己的工作最重要,永言配命!

方向对了再加上一点努力和幸运,我觉得成功的概率会大很多!


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