轉換率優化已死？燒完了2000萬然後呢？
23 6 月, 2020
『同樣的花費，雙倍的收益』，聽起來是不是挺吸引人的？
在這流量越來越貴的時代，轉換率優化可以用更少的錢帶來更多的收益；
而『收益』一直來說都是品牌願意砸錢做行銷的主要原因。
但真正開始做轉換率優化前，尤其是新產品上市，
是否有想清楚目前所面對的情況，是轉換率還是更基本的問題？
『你的產品真的有人想買嗎？』
這也是很多品牌，最不願意想（或是不敢想）的痛；
因為產品開發往往投入很多時間與大把金錢，好不容易才研發出心目中的理想產品，
怎麼可能會沒人要。（是嗎？）
也因為如此，所以更容易掉入『Ikea效應』而不自知。
Ikea效應
不知道你是否有去Ikea買過傢俱？
當你買了Ikea傢俱回到家，拆開後看著散落一地的組件；
接著花了數小時一個步驟一個步驟組裝起來，
當你看著眼前的成品，是否讓你覺得又自豪又漂亮？
這就是所謂的Ikea效應。
當一個人親自投入資源與精力完成某件作品時，對這件作品的評價會比實際上客觀的評價來的要高。
新產品上市也是如此，例如傳統的產品從開發到上市程序如下：
傳統的瀑布式開發流程
這就是傳統的瀑布式開發流程。
在還沒有確定市場需求前，就投入了資源開發產品/包裝/網站/電商/金流； 等到一切就緒後，才來想要怎麼賣給消費者。
但是這樣子的開發方式會有很大的盲點，就是並沒有(或是靠臆測)先考慮市場的需求；
而花費了大把時間跟金錢，結果開發出了一個市場上根本沒有利基的產品。
這樣怎麼做轉換率優化效果都是很有限的！
講到這邊就來分享一個血淋淋的故事。
之前接觸過一間做智慧延長線插座的客戶，
他們臨時緊急找我們去，說產品開發完快要上市了，
希望幫他們做後續的行銷規劃。
回到公司後，我們便著手做產品與市場的分析。
發現他們主打的特色是除了基本的遠端開關電源功能外，另外就是保證不會因雷擊或電線走火造成火災；還特別把產品送去美國做測試，並取得了認證，每組產品訂價1200元。
經過調查後，發現有某間大陸公司的產品，已經出到第二代。
除了基本功能外，還有各種不同的USB擴充插件；不只可以遠端遙控電源開關，
透過插件擴充後，還可以遙控電燈跟門窗開關。
而每組售價只要600元。
這讓我們著實嚇了一跳；價差一半的競品，功能卻是他們的數倍。
我們帶著分析完的資料去找他們說明。
只看到總經理鐵青的臉色，以及產品部門主管驚慌的神情。
過了一個月以後，當我們再次拜訪時，
發現整個產品開發團隊已經解散了！
據說產品從開發到打樣一年半下來已經燒了2,000萬，
最終產品夭折在上市前的階段。
我想他們最終認清了一個事實——
其實消費者並不願意掏錢，來買他們開發出來自豪的防火功能。
如果大家真的都這麼怕失火的話，延長線壽命一般來說是2~3年，
那你們家的延長線已經用幾年了呢？
這就是一個把自已的技術當作市場需求最真實的失敗案例。
產品從開發到上市前，真正需要的是找到”Product/Market Fit”。
意思是成功找到自己的目標族群，並提供他們相對應解決問題的產品。
這需要經過幾個步驟：
-
找出顧客核心問題
透過量化與質化的市場調查，深入了解我們要服務的目標客群，他們所面臨到什麼樣的問題？
這個時候要避免倉促的下定論，而是以中立觀察的角度，了解你的消費者背景以及痛點。
這邊可以推薦一部影片，裡面說的Validation board就是一個很好了解消費者的工具：
雖然說這個工具一開始推出是給新創品牌使用，但我認為只要是新產品開發時應該都可以用的上。
-
找出解決的方式換取轉換
利用從消費者那搜集到的主要問題，轉變成可以解決問題的方法； 這裡指的不一定是完成的產品，有可能是教導你的消費者如何解決問題的手冊、步驟或知識教學、或是Ebook白皮書來換取E-mail或是會員數成長等等。
-
測試最小可行性產品並調整
千萬不要在產品開發完之後才拿給你的消費者看。
消費者買的是能夠幫他們解決問題的方法，而不是最終完成的精美產品。
只要有最基本能呈現出產品解決方式的原型產品，就應該要找目標消費者來試用，並且聽取他們的意見。
也因為你投入的資源並不多，所以在這個階段可以很快速地調整你的產品開發方向；切記！重點不是你會做什麼，而是消費者需要什麼！
最終，我們的目標就是成功達到一個 Product/Market Fit的產品；
對於到怎麼樣的程度算達成，不同的專家有不同的定義。
不過Qualaroo（知名市場與消費者研究公司）創辦人 Sean Ellis，在經過分析比較接近100間的新創企業後，得出了一個結論：
『就我的經驗來看，只要有40%的目標族群對如果市場上沒有你的產品將“非常失望”的話，那麼你的產品達到了Product market Fit』
雖然可能這個數據有點武斷，但也是很值得讓我們參考的一個指標。
最後，不是說轉換率優化不重要，該注重的基本優化還是要做，要避免各種會影響轉換的關鍵因素；但是在這之前，不妨也先冷靜下來思考，你的消費者對產品是否也跟你一樣感到熱情以及渴望。
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