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iDoNews 小牛注:现将段,O2O是线上将客户引流到线下,引导用户消费,但这是“轻量级”的模式。作者回首之泪认为,随着O2O不断地发展,我认为对线下享受阶段的重视也是必然趋势。

对于看电影、吃饭等消费而言,一般可以分为两个阶段:准备阶段和享受阶段。比如查上映电影、查票价、查电影院、排队买票等,都属于准备阶段,吃饭也是如此,找饭馆、预定位置、点餐等也是准备阶段,在准备阶段中我们会为了有更好的享受阶段而做出各种努力。在经过冗长的准备阶段后,吃饭的过程和看电影的过程才真正是我们的目标——享受阶段。在我看来,现在的O2O实际上是把准备阶段搬到了线上,尽力去优化准备阶段,从而提升整体的体验。由于概念较新、资源有限,在O2O发展初期专注于准备阶段时是必须的,不过随着O2O不断地发展,我认为对线下享受阶段的重视也是必然趋势。

当前,线上准备阶段对用户的好处主要是便捷和便宜。首先,线上信息聚合能力很强,用户可选择的范围较广,而面对眼花缭乱的各种选择,评分或用户评论体系则降低用户选择的难度,方便用户找到适合自己的选项,当用户选定后,在线支付体系则帮助用户完成准备阶段的最后一环,而且一般在方便的同时用户也得到了价格上的优惠。更丰富的资源、更便宜的价格、更简便的流程、更精美的设计、更贴心的服务,这是各个O2O公司都在努力追求的,同时鼓励用户在线上交流反馈以形成闭环,也是O2O的重点。公司在不同方面的强势往往也成为了该公司的核心竞争力,比如大众点评的用户点评数量、比如美团网的服务等。这些方面确实极大方便了用户,优化了繁琐的准备阶段,提高了消费的整体体验,不过这些还都只是针对第一个“O”即线上的准备阶段,线下的享受阶段的体验更多还是留给了传统的商户,但这也是一个不可忽略的阶段。

对于线下领域,现在更多是拉商户将信息放到线上,但对于享受阶段这个过程却没有太多注重。用户之前做了那么多准备工作,目的就是能好好体验享受阶段的那段时间。准备阶段再优化,如果享受阶段的感觉很差,那么这次消费过程就不是一次好的体验。比如你从网站发现几张精美的图片,图片中的食物看着就让人有食欲,评论和价钱也都还可以,经过简单的几个点击就确定了这家餐厅,满怀欣喜来到这里才发现菜的口味、环境、服务都没有达到你期望的那个水平,这时难免会感到失望。其实很多用户会把这种负面情绪转嫁到这个网站上,跟朋友说时可能会说“上次我从XXX网团购的XXX怎样怎样不好”,这说明对线下商户体验的不满有时也会影响到线上的企业,同时线下的体验才是用户消费的重点。所以作为O2O企业,不能仅仅只看线上的准备阶段,在合适的时机也应对线下商户予以指导或培训。

以用户为中心、注重用户体验这些观念近几年在互联网领域被说得最多,做互联网的这帮弟兄们基本早已将这种观点植入心中,否则在竞争如此激烈的行业中早就拜拜了。而传统行业中很多商户在服务方面相对还是比较滞后,不知道如何从用户的角度看问题,不知道怎样完善用户体验。做调研、做创新、做测试、收集数据并分析、依靠数据分析改善服务,很多传统企业距离这些还比较远。所以很多用户在网上被各个互联网公司惯坏了之后,在线下就发现这服务怎么这么差,知不知道尊重用户啊等等问题。而这就是offline的机会,因为它还相对落后,那么哪怕一点进步,边际收益都会很高,而谁先发力做这块,谁就会掌握主动。

在铺线下资源的同时,加深与商户的沟通,给予商户一些最基本、最简单的指导,比如餐桌上纸巾的摆放、比如菜单的设计、比如客户等菜时提供小吃等等。然后定期对商户进行回访,并针对改善后的情况提出新的建议。如果商户有需求可以针对其进行较为系统的培训,将设计、体验、服务的理念传递给他们,并且用行业中一些比较成功的例子做说明,最后根据商户自身的情况给予发展性的一些建议。如果商户能比较好的贯彻这些新的理念,那么O2O公司可以给这些商户授予一定的认证,并在O2O网站上进行推荐,因为这些商户经过培训,质量、服务等有保证同时是可以信赖的。这些前提当然是了解餐厅的背景、目标客户等信息,在交流中,不仅商户收益,O2O公司也同样受益。线下商户缺少的是新的思想与理念,这时需要互联网公司去帮助他们提升观念,而做互联网的人们往往不接地气,对于开实体店(尤其是小店)所需考虑的选址、租金、各个部门的关系、各方面的限制等等了解不多,很多时候会想当然做出一些决定。通过线上公司与线下商户的交流,提升了线下商户的服务能力,同时线上公司也对线下商户更加了解,有了同理心,有了成功案例,那么对于公司的发展是很大的帮助。

从目前来看,以后的趋势应该是线上指导线下提升服务,改善消费体验,线下反馈让线上更加实际,会慢慢转变为一种共生关系。受益的不仅仅是O2O公司与线下商户,用户在线上线下的体验也会统一起来,去除脱节的感觉,形成真正的闭环。用户有了统一的完善体验,O2O公司也有了比较忠实的商户,还形成了更完整的闭环,这会让O2O公司进入一个新的阶段,必然也会带来更大规模的收益。

上面说的做法会耗费较大的资源,线下商户是否有改进意愿、短期来看改进到底对O2O公司有多大的收益等也不是十分确定,但从长期来看这一定会形成壁垒,成为核心竞争力。在线上领域拼到一定程度的时候,边际收益降低到一定水平的时候,O2O发展遇到一定机遇的时候,尝试在线下发力也许会带来更大的收益,也会给O2O赋予新的概念。当然,说永远比做要简单得多。


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