江南春：如何在顾客心智中占据最有利位置？
<p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">江南春分众传媒创始人、董事长</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">来源：</span><span style="font-size: 15px; font-family: 微软雅黑, sans-serif;"><a style="color: rgb(12, 76, 127); -webkit-tap-highlight-color: inherit;"><span style="color: rgb(87, 107, 149);">销售与市场</span></a></span><span style="font-size: 1px; font-family: 微软雅黑, sans-serif;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">2020</span><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">年，受新冠疫情影响，中国市场格局及消费者发生较大变化。短视频、直播、网红种草成为企业获取流量的手段。疫情过后，消费者发生了怎样的变化？在未来的发展趋势中，品牌如何在顾客心智中占据最有利的位置？</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">一下为</span><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">分众传媒创始人、董事长江南春先生为大家解惑。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: center;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"></span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: center;"><img data-fmt="png" data-size="554,368" data-src="//wework.qpic.cn/wwpic/152206_RdCg-OeWSoeUlaf_1607328654/0" class=" " src="https://wework.qpic.cn/wwpic/152206_RdCg-OeWSoeUlaf_1607328654/0?tp=webp" data-lazyload="1" style="border: none; vertical-align: top; max-width: 100%; height: auto; width: auto;"></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">2018</span><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">年之后，中国经济面临两个挑战：一是人口红利消失，二是流量红利消失。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">人口红利消失覆盖到所有行业，我们碰到的状况是市场进入存量博弈时代。这时，企业的第一选择就是降价促销，量价齐杀。 </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">在疫情当中，进一步降价，引起进一步恐慌。今天疫情已经被有效控制，疫情过后消费怎么变化？两极分化。 </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">第一，工薪阶层、小企业在这次疫情当中受到很大的挑战，普通大众可支配收入、消费信心受到很大影响。这时，消费者安全感不足时，会延缓很多非必要开支，他在必要开支当中会把钱放在确定性更强、信赖感更强的产品上面。所以每一个公司品牌必须要成为消费者心智中默认选项，你要成为标准，成为常识，成为不假思索的选择。 </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">第二，下半年消费反弹。今天中国有2.25亿中产，2025年预计有5亿中产。什么是消费升级的原点人群？ 这一类人20到45岁，追求高品质、追逐潮流、愿意分享，在全世界范围中是最大的消费规模体量，中国会因此诞生更多千亿级、万亿级市场。 </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">中产阶级爱什么？怕什么？缺什么？爱吃、爱美、爱健康；怕老、怕死、怕孤独；缺爱、缺心情、缺刺激。你的生意只要在“三爱三怕三缺”里肯定有巨大市场空间。 </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">主流人群消费升级的四大领域：精神消费、知识消费、健康消费、智能化消费。它们不仅没有进入存量博弈，还有广阔的发展前途，这四个领域消费引领着整个中国市场的消费升级。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: center;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"></span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: center;"><img data-fmt="png" data-size="554,311" data-src="//wework.qpic.cn/wwpic/167369_SaEFUc37SkiTawf_1607328674/0" class=" " src="https://wework.qpic.cn/wwpic/167369_SaEFUc37SkiTawf_1607328674/0?tp=webp" data-lazyload="1" style="border: none; vertical-align: top; max-width: 100%; height: auto; width: auto;"></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">什么是中产阶级的消费心理？</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">低价：品质、品牌、满足感。刚需：品位、逼格，标签化。实用主义被情绪、氛围、场景所取代。必要：不仅提供功能、是我想要的，还要潮流、能够抚慰心灵。 </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">大众是清单式消费，中产是触发式消费。大众消费形态是趋同化消费，中产是趋优化消费，给市场带来了发展潜力和机遇。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">中国市场也面临着巨大挑战，很多企业进入了价格的血战困局，它带来的一个很大的问题是：中国一方面价格在往下触，另一方面流量成本往上来，企业很容易进入双杀局面。一旦进入双杀局面，我们发现，整个企业的困境就是所有利润被挤压得越来越薄，如何防止这种双杀呢？中国整个商业竞争经历了三个非常重要的阶段：</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);">"</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">第一，改革开放初期，生产端竞争。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">第二，渠道端竞争，谁的点多面广，渠道渗透率高就会赢。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">第三，中国渠道端开始同质化，生产端过剩化。由于中国工业的巨大成就，所有物质生活被满足，消费者主权时代到来。我们碰到的问题就是每一个品牌都要打赢心智之战。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: right;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);">"</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">这就是说我们商业战争模式发生了改变。现在还有很多企业停留在渠道战、生产战中，当企业的生产优势、产品优势不能转化成消费者认知优势，那么，企业的整个优势就发挥不出来。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">我听到很多客户跟我讲，我的产品比头部品牌好，就是卖不掉。当你的产品优势不能变成认知优势，你就是卖不掉。因为很多企业说我被中间商、电商平台赚走了。为什么？因为你没有被指名购买。所以，你只能赚到工厂利润。如何享受品牌超额利润，就是中国市场面临的巨大挑战。 </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">想要打赢消费者选择权之战，大概打法有以下几个：</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);">"</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 21px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">第一，如果你是行业的老大，通常的方法是封杀品类。只上天猫就够了。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 21px;"><span style="font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 21px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">第二，如果你是行业老二，打进攻战。多快好省上京东。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 21px;"><span style="font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 21px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">第三，老三可以打游击战，垂直聚焦。上专门做特卖的网站唯品会。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 21px;"><span style="font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 21px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">第四，老四可以上拼多多，你们三个做电商，我就做社交拼团。</span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: right;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);">"</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">老大打防御战，老二进攻战，老三垂直聚焦，打游击战，守住自己的小山头，老四打侧翼战，无人地带降落，开创自己的新品类。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">我们觉得广告语首先要懂市场工程，因为这是你竞争战略的浓缩，广告语既要是产品优势点，又要是消费者痛点，竞争对手还要差一点。所以，广告语有三个评价标准：</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38); letter-spacing: 2px;">第一，顾客认不认。</span></strong></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-family: 微软雅黑, sans-serif; color: rgb(102, 102, 102); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38); letter-spacing: 2px;">第二，销售用不用。</span></strong></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><span style="font-family: 微软雅黑, sans-serif; color: rgb(102, 102, 102); letter-spacing: 2px;"> </span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif;"><strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38); letter-spacing: 2px;">第三，对手恨不恨。</span></strong></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">在今天市场中，最大的方法论就是顾客认、销售用、对手恨。怎么带动顾客认、销售用、对手恨？</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">我认为最好的方法是：第一，逼死老板，给老板一个选择你不选择别人的理由，你只能说一句，你说什么。第二，寻找销冠，销冠之所以成为销冠，一定在无意间按对密码，你看他是怎么跟顾客讲的。第三，访谈忠诚顾客，他买了你的产品之后，还向别人推荐你，通常会怎么说？这是我做广告片导演以及在传媒业的心得。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">许多人宣称流量是一切生意的本质，而我觉得品牌赢得人心才是生意的根本。流量只是品牌赢得人心的结果。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">表面上，GMV=流量*转化率*客单价*复购率。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">实际上，流量的洼地、流量的红利，是流量经营很重要的一部分，但是你在阿里巴巴上能不能赚钱，取决于品牌自带流量的比例。真正的转化率来源于什么？来源于品牌知名度、认知度。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">欧莱雅为什么赚钱？一是品牌自带流量，二是转化率更高，三是溢价能力更强。这实际上都是流量问题，它的背后是一个品牌问题。只有品牌深入人心，品牌才是流量池，只有品牌知名度高，才有高转化率，只有品牌势能高，才能带来品牌溢价能力。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">接下来，给大家分享几个案例。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);">案例：飞鹤奶粉</span></strong></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">在三聚氰胺之后，中国奶粉行业备受挑战。我们发现一个现象：国际奶粉霸占中国市场75%的市场份额，而中国奶粉只有25%。在这种情况下，飞鹤奶粉是如何用6年打赢这场战争的？</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">很重要的一个原因是飞鹤奶粉做了一个全新的定位——更适合中国宝宝体质。国际品牌的核心定位是国际专业安全，我们一定要往相反方向走。如果我们说更专业更安全，消费者不一定信，所以一定要符合消费者认知。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">在飞鹤奶粉定位在更适合中国宝宝体质后，我们看到整个市场有了非常大的改变。2015年飞鹤奶粉全新定位之后，2016年我们和飞鹤奶粉战略合作，2015年飞鹤奶粉营业额35亿元，2016年之后快速上升。可以发现，当一个品牌找到选择你而不选择别人理由的时候，就会从量变到质变，持续快速上升。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);">案例：小仙炖</span></strong></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">小仙炖开创一个新的品类——鲜炖燕窝。在去年“双11”一天的销售额1亿多元，到今年618，卖了2.45亿元，今年“双11”时，销售额达到4.65亿元，一路上打败很多中国品牌。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(38, 38, 38);">案例：元气森林</span></strong></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">饮料行业出现了一匹黑马——元气森林，去年大家可能没看到过元气森林的产品。我们发现，0糖0脂0卡、苏打气泡水元气森林，给大家唯一的创新是迎合中国市场无糖饮料的发展。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">在消费升级当中，我们可以开创全新的版图。从2016年开始，元气森林的团队在100多种饮料中，最终定下元气森林0卡0脂0糖苏打气泡水。今年5月份第一轮广告打出去，销量2.6亿元，是去年一年的总和，今年销量30亿元，我们预测明年80亿元。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">这是什么概念？这是中国可口可乐销量的80%。元气森林用一个准确的市场定位，打中了消费者没有被满足的点。这个需求很简单，你有没有一款好喝又不会长胖的饮料？元气森林为消费者提供了。这就是中国市场一个巨大的魅力。它可以在整个消费升级当中，改变很多市场的格局。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">企业如何改变市场格局？</span></strong></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">第一，找到正确的市场定位。</span></strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">我们从1994年开始进入市场行业当中，在《销售与市场》杂志看到很多专家的分析，也看到整个市场的理论迭代。我们发现，只要找到消费者心中巨大心智机遇点、巨大切入点，你找到的那颗钉子，就要用榔头牢牢打入消费者心智中。媒体的存在就是帮助产品信息打入消费者心智的重要榔头。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></strong></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">第二，拥抱变化，赌对不变。</span></strong><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">中国“榔头”在2015年后发生改变，整个广告市场已经开始下降，背后是整个消费市场的变化。从2015-2020年，企业在传统媒体的广告投放比例下降，电梯、影院、互联网的比例在上涨。这是为什么？因为资讯模式发生变化。2015年最为明显，互联网收视时间全面超过所有传统媒体收视总和。</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px; text-align: center;"><span style="font-size: 17px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51);"></span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: center;"><img data-fmt="png" data-size="554,311" data-src="//wework.qpic.cn/wwpic/451837_6LpXWJxmT66vJRW_1607328709/0" class=" " src="https://wework.qpic.cn/wwpic/451837_6LpXWJxmT66vJRW_1607328709/0?tp=webp" data-lazyload="1" style="border: none; vertical-align: top; max-width: 100%; height: auto; width: auto;"></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">微博、微信、新闻客户端占据用户60%的时间，用户在这上面主要看内容，很少看广告，即使看见广告，能记住的也非常有限。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">除了资讯模式的变化，娱乐方法也在改变。用户从电视转到互联网视频，你有没有注意到，过去几年互联网+视频最大的改变是什么？付费可以免除广告。在中国7亿看视频月活用户中，主要是付费的用户。一旦付费之后，可以去广告。一旦去广告之后，广告该怎么触达主流人群？ </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">依我的经验，在上一次SARS期间，我们开创分众时有一个很大的体会，那时中国改革开放最大的改变是什么？造楼。楼造完都要有电梯，当时有一个观点：电梯媒体会成为影响城市主流人群的基础设施。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">每天人们总是要经过电梯的，电梯可以高频触达，反反复复将一个信息打进消费者心智中。实际上，在消费者心智中，电梯成了一个封闭空间，在这个空间当中，消费者无事可做。所以，我认为世界上看广告最好的空间就是在电梯里面。 </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><span style="font-size: 15px; font-family: 微软雅黑, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;">我认为，在未来媒体发展趋势中，既要拥抱变化，也要赌对不变。资讯模式巨变，我们要融入进去，在其中生成我们的内容营销，在消费者不变空间当中要植入消费者生活中，跟其频繁沟通。大家都说拥抱变化，但是我们有时候无法判断十年之后会怎么变。我们也要赌对不变，因为这个世界上五年十年之后大家还是要坐电梯，还是要回家，还是要上班的。所以我认为赌对不变更加靠谱，谢谢大家！</span></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px; text-align: center;"><span style="font-size: 15px; font-family: Arial, sans-serif; color: rgb(51, 51, 51); letter-spacing: 2px;"> </span><span style="font-size: 17px; font-family: 宋体; color: rgb(51, 51, 51);"></span></p><p style="color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; text-align: center;"><img data-fmt="png" data-size="554,32" data-src="//wework.qpic.cn/wwpic/700906_V8Ss3scFSauCCSf_1607328735/0" class=" " src="https://wework.qpic.cn/wwpic/700906_V8Ss3scFSauCCSf_1607328735/0?tp=webp" data-lazyload="1" style="border: none; vertical-align: top; max-width: 100%; height: auto; width: auto;"></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px; text-align: center;"><span style="font-size: 17px; font-family: 宋体; color: rgb(51, 51, 51);"></span><br></p><p style="margin-right: 16px; color: rgb(85, 85, 85); font-family: "Helvetica Neue", Helvetica, "Hiragino Sans GB", "Microsoft YaHei", Arial, sans-serif; line-height: 24px;"><a style="color: rgb(12, 76, 127); -webkit-tap-highlight-color: inherit;"><strong><span style="font-family: 微软雅黑, sans-serif; color: red;">免责声明：中国人民大学商学院营销学盟企业号旨在非营利性公益传播，以成员之间的内部学习为主，未经原创授权不得盈利性使用。部分文章、图片引自或改编于网络，版权归原作者所有，因部分作者无法联系，如有侵权，请作者留言联系删除。</span></strong></a><span class="Apple-converted-space"> </span></p><p></p>
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