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PingWest不久前对一家网上眼镜公司Warby Parker进行了报道。很高兴看到Warby Parker这两年的发展和成长,比起成立初期,进步斐然。

初识Warby Parker是在2010年的10月,我去纽约曼哈顿面试,晚上去了一个在沃顿商学院念书的老友的派对。我在那个派对上遇见了作为Warby Parker 创始人之一的Jeffrey Raider。派对上陌生的男女初识多相互试探,谈点有的没的事情。陌生的男男初识则简单粗暴很多,聊天内容无非体育和事业,我和Jeff选择了后者。

觥筹交错间Jeff越来越兴奋,乘酒假气,开始聊起一些公司的不为人知的故事:

Warby Parker网站建设之初,几个创始人主要致力于如何改进网上购买眼镜的体验,以及如何让他们的眼镜更吸引消费者。比如,他们自编程序用摄像头去自动量消费者的脸,并想到让消费者手持信用卡拍着,这样就能估计脸的大小;比如,为了吸引更多的文艺青年,他们给眼镜都取上有寓意的名字;比如,为了满足不同用户的需求,他们提出让用户选择虚拟试戴或者试戴真品。

这些主意听上去都很酷,而且他们总是讲他们就是靠这个成功的吧?可是,网站上线的前两个月,卖出的眼镜还不足100副。

那时Warby Parker面临最大的挑战不是如何让人么喜欢他们的眼镜,而是如何改变人们购买眼镜的习惯。眼镜不是衣服,大家没事的时候会逛逛看看,都是需要的时候再去买,真到了需要的时候,谁会想到上网去买呢?就算找到了Warby Parker,谁又会相信这家当时还不知名的网站的眼镜质量过关呢?说到底,Warby Parker需要提高的是他们的知名度和公信力。

创始人及时调整策略,不再致力于改进眼镜的设计,而是如何将眼镜推广出去。经过各种尝试后他们又发现,简单的通过网络媒体进行营销既昂贵,又无法提高公信力。然后,他们想到,若时尚媒体能对他们报道,也许能吸引到很多消费者。

于是,他们找到一个在时尚媒体界工作多年的人,全职为其进行宣传。很快,著名男士时尚杂志GQ决定对Warby Parker进行报道,随后,又有多家杂志跟风GQ,采访Warby Parker。一时间,销售额疯涨。我参加的那个派对距离那篇GQ的报道只过去了一个月,Warby Parker已经将所有的库存卖到断货。

写下此文,是为了让大家看到创业成功者背后那些艰辛的故事,以及那些永远不可能告诉你的真正的成功原因。乍一看,Warby Parker的成功似乎理所应当:优雅的设计,低廉的价格,方便的购买方式,没有道理卖不好。可是谁又会知道,若不是及时调整策略主攻营销,若不是GQ和其他时尚杂志(反正不是TechCrunch)的大肆报道,Warby Parker到今天可能都没卖出几副眼镜。


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