11月11日,，中國(guó)再次迎來(lái)零售盛會(huì)“雙十一”,，去年的“雙十一”成績(jī)十分亮眼，銷(xiāo)售額達(dá)到“黑五”和“網(wǎng)絡(luò)星期一”之和的兩倍之多,。

伴隨“雙十一”活動(dòng),，中國(guó)本土品牌與國(guó)際品牌也日益將目光投向了一類(lèi)新生的消費(fèi)群體，這群人在市場(chǎng)上影響力巨大,，但很難被收買(mǎi),。

“需要與意見(jiàn)領(lǐng)袖建立關(guān)系，而且是切實(shí)的關(guān)系,?！彪娮由虅?wù)網(wǎng)站W(wǎng)OMANBOSS Inc.的創(chuàng)始人兼香港零售咨詢(xún)公司冰雪集團(tuán)（Icicle Group）的首席執(zhí)行官胡陳德姿表示。

“與其給意見(jiàn)領(lǐng)袖錢(qián),，不如直接給產(chǎn)品試用……也別要求發(fā)布內(nèi)容,。他們自己會(huì)生產(chǎn)真實(shí)且能夠讓消費(fèi)者接受的內(nèi)容?！?/p>

這些所謂的關(guān)鍵消費(fèi)者（KOCs）活躍于中國(guó)的社交媒體平臺(tái),，并在各種網(wǎng)絡(luò)社區(qū)中扮演領(lǐng)袖的角色。他們憑借在聯(lián)系緊密的社區(qū)中建立起的信譽(yù)和真實(shí)性,，影響力相當(dāng)大,。

在廣州舉行的《財(cái)富》全球科技論壇上，胡陳德姿向在場(chǎng)觀眾表示：“關(guān)鍵消費(fèi)者擁有很大的影響力……他們的目標(biāo)是以自身為中心打造社區(qū),?！?/p>

胡陳德姿解釋說(shuō)，在西方,，社交媒體平臺(tái)是為廣告商服務(wù)的,，而在中國(guó)社交媒體并不可靠，因?yàn)槲⑿旁谏缃幻襟w領(lǐng)域處于絕對(duì)主導(dǎo)地位,。外國(guó)品牌要想盡辦法與關(guān)鍵消費(fèi)者建立聯(lián)系,。

“ （廣告）體系（在中國(guó)）的發(fā)展與西方有所不同?！笔袌?chǎng)調(diào)研公司Coresight Research的總裁馬克斯·卡恩表示,。“中國(guó)更看重體驗(yàn),，需要通過(guò)直播帶貨,，還需要確保媒體流量覆蓋?！?/p>

卡恩說(shuō),，隨著該模式在中國(guó)獲得成功，越來(lái)越多的美國(guó)企業(yè)也加入了其中,。他還舉例說(shuō)最近Guess就在抖音的國(guó)際版TikTok上進(jìn)行了直播,。但是由于TikTok實(shí)際上也源自中國(guó),，所以該案例更像是中國(guó)營(yíng)銷(xiāo)理念的移植而不是模仿。

但是,，就像經(jīng)常有企業(yè)發(fā)現(xiàn)全球營(yíng)銷(xiāo)策略在中國(guó)市場(chǎng)行不通一樣,，在中國(guó)行之有效的策略之所以可行，往往也是由于中國(guó)市場(chǎng)的特定特征,。例如,，微信之類(lèi)的超級(jí)應(yīng)用幾乎能夠全方位地收集消費(fèi)者數(shù)據(jù)，有了這些數(shù)據(jù),，廣告商自然可以精準(zhǔn)地投放廣告,。

“這些社交平臺(tái)都是閉環(huán)生態(tài)系統(tǒng)，” 胡陳德姿說(shuō),?！八晕覀円恢痹诟鶾外國(guó)品牌]說(shuō)，中國(guó)是個(gè)不一樣的市場(chǎng),。”

譯者：馮豐

審校：夏林

In just a few days on November 11th, China will celebrate Singles Day, the massive retail holiday that last year proved twice as large as Black Friday and Cyber Monday combined.

As the day approaches, Chinese and international brands will have their eye on a new class of Chinese consumer that wields enormous power over the market but can’t be bought.

“You need to build relationships, real authentic relationships [with these influencers],” says Bonnie Chan Woo, founder of e-commerce site WOMANBOSS Inc. and CEO of Hong Kong-based retail advisory Icicle Group.

“Instead of sending them money, you send them care packages…and you don’t ask them to post. They will generate content that is authentic and that really connects with the consumers.”

These so-called Key Opinion Consumers (KOCs) are leaders of communities on Chinese social media platforms, and they are influential because of the trust and authenticity they inspire in close, tight-knit communities.

“These people are hugely influential…Their objective is to build communities around themselves,” Chan Woo told the audience at Fortune’s Global Tech Forum in Guangzhou, Friday.

In the West, Chan Woo explained, social media platforms have been built to service advertisers but those channels can't be relied upon in China, where WeChat is really the only dominant social-media operator. Foreign brands need to go to different lengths to develop connections with discerning Chinese consumers.

“The [advertising] system has grown up a little bit differently [in China,]” said Max Kahn, President of market research company Coresight Research. “It’s much more sort of about the experience, and about doing a livestream and being within the normal flow of the social medium.”

As this model has seen such success in China, more U.S. brands have been looking to adopt it, Kahn says, pointing to Guess’ recent livestream on TikTok as evidence. TikTok, however, is a Chinese-born app so this example perhaps points more to the migration, rather than imitation, of Chinese marketing concepts.

But, just as brands often find their global strategies don’t necessarily work when entering China, trends that work well in China are often due to specific characteristics of the market. In China, for example, do-it-all apps like WeChat can collect almost infinite data on their consumers, meaning that advertisers have a much stronger ability to target their ads.

“These are closed-loop ecosystems,” Chan Woo says. “We keep telling [foreign brands]: this is a different market.”