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And now, court analysis or using this as a way to show
用同期群分析这种方法可以
if you have sticky growth or not is now, say you're,
来检验是否为留存增长模式
say we're one year later and you've built a bunch of stuff right?
假设一年以后，公司规模大了
You graph out the same thing and hopefully what you'll see is that you have a curve like this.
再用曲线来表示的话，大概就是这样的
That is in the first period even more people than 50% came back to you
这时，会有超过50%的客户成为回头客
and more and more people are sticking with you.
越来越多的客户会成为你们的忠实客户
A really bad, retention curve looks like this, which is like,
不好的曲线走势是这样的
after the first use they just hate you so much, no, like no one even comes back.
客户使用了产品之后，没有再光顾过，没有人成为回头客
It's just like zero, right.
客户数量是0
And, I don't know what kind of business that is.
不知道哪个企业会这样
I mean it's obviously a shitty business,
但是很明显，这是一个很糟糕的企业
but like I can't explain a good business that has a retention curve like that.
一个好企业是不会出现这种情况的
So anyway, so over time as you are thinking of strategies
所以你会去考虑
to increase this curve, like keep making it go up and up and up,
用何种方法能让客户数量增加
you want to basically look at this analysis, over time to see if that strategy is working for you.
你可以通过这些分析来判断某种营销策略是否适合你
Okay, does that make sense? Okay, cool.
这样讲大家能明白吗？太棒了！
The second kind of growth is viral growth
第二种模式是病毒式的增长模式
and like sticky growth you need to also deliver a good experience.
和留存增长模式一样，病毒式增长模式也需要给客户好的体验
But on top of that you need to deliver a really, really good experience,
但是，病毒式增长模式要求的客户体验满意度非常的高
like, what's going to make these people shout out loud on Twitter,
到底怎么做才能让他们真正满意，主动地在Twitter
on Facebook or whatever and tell all their friends
Facebook这类社交网站上，告诉他们的朋友
and email all their friends and family members about you.
他们很爱你的产品，你的产品真的很好用
You have to really deliver a good experience.
这需要高满意度的用户体验
Combined with that is, you need to have really good mechanics for the referral program itself,
同时你需要建立一个很好的推荐机制
like, you have a hundred customers who really wanna talk about you now
例如，你有100个用户有意向推荐你的产品
how are they going to talk about you?
如何让他们推荐你的产品呢？
So, in that sense a viral growth,
因此，在病毒式的增长模式下
the viral growth strategy is all really about one building good experience,
高满意度的用户体验至关重要
but if you have that, it's how do you build a good referral program.
那么怎么建立推荐机制呢？
And so I've listed the three main parts of that.
我列举了三个方面
