來源丨橘先生的工作筆記（ID：louvecraft）
作者丨橘先生的工作筆記

    前記

“小紅書的商業(yè)化價值越來越高了?！?/span>

“真沒想到我這個小行業(yè)，在小紅書居然這么好變現(xiàn)。”

近期，一些小眾行業(yè)內(nèi)的好友們跟橘先生聊了不少小紅書的話題，無一不驚訝于小紅書的變現(xiàn)能力。

不同于淘寶、拼多多這類電商平臺，小紅書的優(yōu)質(zhì)流量仿佛不要錢一般。銷售和內(nèi)容團隊簡單分發(fā)的內(nèi)容，居然吸引了不少目標用戶私信。對于高客單行業(yè)的項目，雖然是一分錢沒投入的平臺，卻成為了他的第三大銷售成單渠道。

小紅書在商業(yè)化變現(xiàn)路上的成績，市場及品牌是有目共睹的。高質(zhì)量的海量用戶、優(yōu)秀的社區(qū)運營和高匹配的信息算法，成就了小紅書這一平臺。其實，橘先生也納悶，為什么一些超小眾的產(chǎn)品可以在小紅書上找到一席之地？

橘先生曾接觸過兩個To B的小眾行業(yè)，在小紅書上做得都不錯。一是SaaS軟件服務(wù)行業(yè)，二是石材行業(yè)（戰(zhàn)略方向?qū)儆诠I(yè)物聯(lián)網(wǎng)）。

如今的小紅書仿佛已不存在以往的限制，什么“寶媽的秘密花園”，什么“女性用戶為主”？流量逐漸向大眾流量所轉(zhuǎn)變，這個平臺具備了更高的商業(yè)價值。無論公司大小，仿佛都能在小紅書找到一席之地。

這篇文章中，橘先生想聊聊那些垂類小眾行業(yè)的公司，應(yīng)當如何布局小紅書運營。
 

    明確運營小紅書的目的

在展開主題前，我們得先沉浸入一個經(jīng)營場景：【銷售可能比運營更早地入駐了小紅書】。

一般來說，上述領(lǐng)域的企業(yè)在自身體量不大的時候，大多以銷售部門為主導(dǎo)，運營為輔助。

運營團隊不過是第二步要搭建的事情，第一步需要考慮的是產(chǎn)品和銷售部門能不能養(yǎng)活公司。銷售人員會涌入各類渠道，挖掘有用的銷售線索，甚至運營部門都沒建立時就先行一步入駐小紅書平臺。

不過，銷售人員并非是專業(yè)的運營人員，他們可能就是從一些對外材料截圖拔下來，隨意整理一些文字丟到小紅書上面，大部分的筆記是無用的。偶爾運氣好，有一些客戶就來私聊私信了。對于一些客單價高，需要銷售顧問跟進的行業(yè)是可行的。

渠道在銷售的驗證上，是可以變現(xiàn)的。但是，零零散散地來是無法成為規(guī)模的，更無法成為一家公司的核心渠道。要想讓小紅書成為穩(wěn)定的渠道，需要對小紅書整體運營板塊進行規(guī)劃、統(tǒng)籌，才能達成更好的品牌化宣傳及運營效果。

以這一場景為前提，橘先生大致梳理了兩類運營【小紅書】平臺的核心目的：

①宣傳目的：打造品牌、企業(yè)形象以及對產(chǎn)品能力的展示；

②通過流量運作，實現(xiàn)相應(yīng)的銷售轉(zhuǎn)化；

如何用限定的資源快速搭建、測試效果，則成為了運營布局的關(guān)鍵。

橘先生將之分為四個階段：調(diào)研階段、整合階段、整備階段、正式運營階段。咱們接著看下文，詳細聊聊。

    調(diào)研階段：心中有數(shù)氣自華

“觀察你的對手，找到他們的弱點，吸收他們的優(yōu)點，全面地擊潰他們。”

一些垂直領(lǐng)域的行業(yè)不像快消品這樣激烈的紅海行業(yè)，他們的競爭對手沒有那么多。而且就像上一章節(jié)所說，他們大多不會花費過多的資源在流量平臺身上，那么競品的運營能力也是參差不齊。

所以，這也就方便了市場人員快速收集競品運營信息。我們來看個表格的表頭：

運營規(guī)劃是有據(jù)可依的。

運營團隊應(yīng)當清晰了解競品品牌在小紅書的【賬號矩陣布局】和【各賬號運營節(jié)奏】，以及對應(yīng)的廣告投放（SEO搜索優(yōu)化→落地頁投放）。

這時，相信一些市場、運營的朋友們，腦海里應(yīng)該已經(jīng)浮現(xiàn)出策略了吧？

好，讓我們把策略落地，進入第二階段【整合階段】。

    整合階段：螢火成炬

階段重點：規(guī)劃平臺運營矩陣

回顧第①章節(jié)的內(nèi)容，銷售可能先行一步運營小紅書。不過，這種運營存在不少問題，甚至用的都是自己的個人賬號。如螢火般星星點點，【訂單】時亮?xí)r滅，但難以形成火炬。

①簡介頭像未統(tǒng)一；

②發(fā)布內(nèi)容雜亂；

③封面圖片視覺；

④發(fā)布運營時間不固定，想起來才發(fā)；

所以，在【整合階段】的任務(wù)要去解決企業(yè)當前在渠道上的問題。我將之分為兩類：

（1）對現(xiàn)有賬號進行調(diào)整整合，聚沙成塔，符合下一階段的運營要求；

（2）建立新的品牌賬號，輸出品牌文化和產(chǎn)品能力，并且以便支撐平臺的搜索優(yōu)化及落地頁投放；

落地到【小紅書運營項目】上，就是做好【小紅書】的矩陣規(guī)劃。結(jié)合現(xiàn)有資源，刪減或新增賬號，以便達成最佳效果。

橘先生習(xí)慣將小紅書賬號矩陣籠統(tǒng)分為兩種類型，一種是【核心賬號】，一種是【銷售賬號】。

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">

核心賬號：品牌展示

【核心賬號】即為品牌賬號，輸出的是品牌概念化內(nèi)容、客戶場景的知識分享以及客戶場景對應(yīng)的軟硬件產(chǎn)品能力曝光。削弱營銷屬性，更多向目標行業(yè)的客戶展示企業(yè)的品牌力和服務(wù)能力。

如果企業(yè)有能力的話，產(chǎn)品和服務(wù)板塊可以單獨拎出來做一個號，產(chǎn)品能力更新/客戶服務(wù)可以在這個號展示。這個賬號預(yù)估不會來很多流量，它主要是為了搜索優(yōu)化而準備的。

銷售賬號：銷售追蹤

【銷售賬號】分為兩種。

【場景賬號】與【銷售人員賬號】

這類型賬號如果運營團隊人手不夠的話，可以由銷售部門替代運營。運營部門提供規(guī)劃及素材，銷售組嚴格按照要求改編發(fā)布。

接下來，我們先說說【場景賬號】

小眾行業(yè)的客戶場景是有限的，比如一些SaaS系統(tǒng)提供企業(yè)“目標管理+績效管理”的解決方案，有些針對線下門店的24H無人化經(jīng)營提供軟硬件解決方案。亦或者像石材行業(yè)的工業(yè)物聯(lián)網(wǎng)，針對荒料供應(yīng)商、大板制造商提供對應(yīng)硬件產(chǎn)品及產(chǎn)品數(shù)據(jù)庫，實現(xiàn)智能切割機提供石料大板的數(shù)據(jù)掃描和數(shù)據(jù)庫上傳。

【場景賬號】應(yīng)當針對于目標客戶的需求場景而設(shè)置的。產(chǎn)品的目標客戶群體所處于哪些行業(yè)，你就分類建立多少個場景賬號（在自己能把握的范圍內(nèi)）。輸出的內(nèi)容分為兩類：

（1）產(chǎn)品類

①對應(yīng)客戶需求場景與產(chǎn)品力的展示介紹；

②硬件產(chǎn)品的功能介紹、組裝、操作類內(nèi)容；

（2）內(nèi)容運營類

①對應(yīng)行業(yè)的干貨內(nèi)容，可以關(guān)乎運營干貨、行業(yè)介紹、初創(chuàng)（業(yè)）輔導(dǎo)；

②現(xiàn)有用戶的交流與訪談等；

再聊聊【銷售人員賬號】

這類賬號由銷售人員負責，內(nèi)容可以與產(chǎn)品使用場景的干活分享、產(chǎn)品功能展示相關(guān)。盡量調(diào)整文案和圖片，不要涉及抄襲，【小紅書】平臺會判斷內(nèi)容在平臺的重復(fù)度。平臺會處罰那些抄襲賬號并且關(guān)進【小黑屋】里。

不過，銷售人員怎么才能做出有用的好內(nèi)容呢？

他們又不是干運營的。

完成【媒體內(nèi)容庫】的建設(shè)并且儲備一定量的素材后，銷售人員需要圖文內(nèi)容資料，可以立即從【圖文媒體庫】調(diào)取改編；視頻資料可以從【視頻媒體庫】調(diào)取改編。
這同時也便于運營部門對渠道賬號內(nèi)容的統(tǒng)籌管理。

如果沒有【媒體內(nèi)容庫】，賬號內(nèi)容都靠運營和支撐方“臨時手搓”，別提有多耗費時間了?！久襟w內(nèi)容庫】實現(xiàn)了組織人效和員工價值的復(fù)合提升。
 

    整備階段：“練兵”+有備無患

整備階段的重點任務(wù)：【籌備】與【培訓(xùn)】。

對于【籌備】環(huán)節(jié)自不必說，團隊應(yīng)當根據(jù)【整合階段】的規(guī)劃，對已有銷售賬號進行調(diào)整、新建【品牌號】。運營部門要提前做好小紅書開戶，為信息流廣告投放做準備。

有投放需求的公司，建議開戶后就開始測試小紅書廣告的投放效果，緊密銜接運營。

并且，【內(nèi)容儲備】也是該階段極其重要的環(huán)節(jié)，內(nèi)容分為兩塊：【廣告素材】【筆記內(nèi)容】

廣告素材的籌備主要是：①落地頁素材；② 信息流投流詞包；③創(chuàng)意標題組；

對于小紅書的內(nèi)容特征，不同于其他平臺，運營部門需要單獨為其建立【小紅書資源庫】。為其他運營者提供內(nèi)容參考，使其能快速改編，提升了跨部門協(xié)作的整體效率。

接下來，聊聊【培訓(xùn)】。

運營正式開戰(zhàn)前，必須參加培訓(xùn)的部門人員至少有兩個：運營部門、銷售部門；

培訓(xùn)細節(jié)分為以下幾個內(nèi)容板塊：

（1）多部門培訓(xùn)

1）小紅書運營細節(jié)培訓(xùn)；

2）運營部多個內(nèi)容庫的調(diào)用技巧培訓(xùn)；

3）小紅書內(nèi)容設(shè)計培訓(xùn)；

4）小紅書效果數(shù)據(jù)統(tǒng)計流程培訓(xùn)；

5）銷售溝通及銷售對接流程；

（2）運營部門培訓(xùn)

1）小紅書內(nèi)容運營培訓(xùn)→文案及封面效果校正培訓(xùn)（統(tǒng)一視覺/豐富內(nèi)容度）；

2）賬號運營培訓(xùn)；

    正式運營階段

【正式運營階段】我就不展開說了，之后有機會再具體聊聊。實話實說，【內(nèi)容創(chuàng)意】板塊也不是我的強項。

總結(jié)一句話：槍炮上膛，箭在弦上

把精力放在既定好的事務(wù)規(guī)劃上，認真并堅定地去執(zhí)行，必有回響。

    尾章

入駐小紅書，不能猶豫不決。

不是所有企業(yè)都有一大筆預(yù)算能燒，新渠道的拓展意味著一定資源的傾斜。如果企業(yè)主連這個都未計算好，予以克扣導(dǎo)致運營執(zhí)行/判斷失誤的話，我建議【守著自己的一畝三分地】也挺好的，耗人也耗己。

相信使用過小紅書APP的朋友都清楚，小紅書的筆記文案和封面不同于其他平臺，是優(yōu)質(zhì)用戶的社交文案。優(yōu)質(zhì)的標題、封面設(shè)計和文案內(nèi)容會吸引更多曝光，如果老板還是以“內(nèi)容分發(fā)分發(fā)就好啦”的想法來看待小紅書，而碰巧運營人員也是個得過且過的人，項目大概率是會涼的。

橘先生不止一次接觸這些傳統(tǒng)行業(yè)出身的高管們，他們對運營沒有特別的概念，覺得銷售部門能直接帶來收益就是好部門。所以，有時候要新開運營渠道時，多招一個人都磨磨蹭蹭、猶猶豫豫的，更別提資源了。

這篇文章也是為他們而寫，希望能有所解惑。

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