a 谈到网站赚钱，是站长最关心的话题。前面一封email中，我们谈到了互联网营销的若干方法与技巧。但如何有效的转化呢，这也是达意觉得需要更深入探讨的问题。
说起“长尾理论”，相信做站的站长即使不能说出来究竟是什么意思，但肯定也多有耳闻，毕竟这是一个最早着眼于网络经济时代，经过作者的潜心研究用来描述诸如亚马逊和Netflix之类网站的商业和经济模式的一个理论。简单一点来描述的话，就可以把它理解为：瞄准当前市场中的某些群体，他们是一个小市场并且他们的需要没有被服务好，或者说这就是提供了“有获取利益的基础和机会”。从而通过对市场的细分，企业或个人集中力量于某个特定的目标市场，或针对一个细分市场，重点经营一个产品和服务，创造出产品和服务优势。这就是在当前的经济发展中起着重要指导作用的“长尾理论”的基本意思。
对于这个理论更加高深和深入的研究我无意扩展，我只是想充分利用对它的基本理解，把它活学活用到我的做站过程中，用来指导通过做站的赢利活动，从而获得不差的收益，这样就满足了。而事实证明，在我做站的这些年来，通过对它的学习和实践，确实让我找到了一条新的不为大家注意却又能实实在在让我赚钱的途径。回想当初做站时对于赚钱的迷茫，到现在的状态，我不得不说“长尾理论”的确有它的过人之处和指导意义。对于这个理论的学习、把握和实践需要活学活用，而对它的实践和落实具体说来可以分为几步，我就是从以下方面着手，用在我的做站经历上的：
第一步：利用“长尾理论”确定自己关注的小群体市场。
理论中所讲到的核心思想就是围绕着“小群体市场”，对于这部分看似不为人注意却又是实实在在存在需求的市场正是我们要集中注意力和心思来开拓和利用的，因此第一步必须就是根据个人的实际情况考虑寻找属于自己将要开拓的“小群体市场”。根据我的经验，在这方面站长可以考虑自己身边、当地的市场中存在的一些机遇，例如通过网站销售一些小范围的商品，像快速充值这类需要的人大有人在却在现实里不容易随时找到的产品，还可以具体到某个行业或领域的网站，发展一个具有专业特色而又竞争不激烈能够让你把这个领域基本占领的网站，例如大亚湾网做的只是一个县区，这样便可以避开有资金和人员优势的大企业，利用小而精的优势在市场中分得属于自己的一块蛋糕。
第二步：将确定的小群体市场做好开拓，做出独特优势。
在确定好自己要发展的小群体市场市场之后，下一步紧接着便是要考虑如何制定相应的发展措施，让网站在竞争之中发展出自己的优势，做出属于自身的特色，从而吸引更多的用户前来支持和消费等，进而获得相应的赢利，把市场成功转化出利润。比如在发展大亚湾站点时，可以利用汇集某个专业领域资料的资源优势，打造出比已经成熟的社区论坛更加丰富和独特的资料来，这样便可以让访客看到网站的专业性和独特性，从而选择把这里当做自己最常使用的站点，无形之中便开始积累属于自己的忠实用户，逐渐在这块小的领域超越其它的比较大的网站。这个办法可以举一反三，站长可以利用这里面的道理应用于其它类型的网站上，只要做出了独特优势，用户数量便可以借机顺势而上。
第三步：注重持续不断而有质量的推广，把市场客源成功转化。
在把站点打造出自己的独特优势出来以后，利润将被逐渐一步步地创造出来，而这种小群体市场产生效益的一个特点不是连贯性、微小性和积累性，站长切记不可心急，做这种站不可能做到一口吃个胖子，而应该多积累多耐心，所以在平时转化利润的同时不可忽略的是持续不断地网站推广。具体到推广而言，要侧重选择，不可眉毛胡子一把抓式地疯狂推广而不计质量，要突出质量优势，在推广前选择与自己网站用户相关度较高的网站和论坛等，在这些潜在用户存在数量多的地方进行重点推广，这样吸引来的用户质量也会比较高，对于下一步持续不断的利润产出具有更加重要的影响和作用。
所以说，如果有些站长在面临和我当初一样的迷茫时，当你不知如何面对强手如林的竞争市场开始自己的做站赚钱之路时，不妨读一读“长尾理论”，把其中的理念应用在自己的做站上，相信这样可以有助于让我走出迷茫，走出一条独特的赚钱之路。
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Talking about web site make money, is webmaster about the topic. An email in front, we talked about the Internet marketing several methods and skills. But how effective transformation, this also is dayi think? Need more thorough discussion questions.
In talking about “the long tail theory,” believe do stand webmaster even can’t say it exactly is what meaning, but must also have many ears. After all, this is one of the earliest focus on network economy era, after the author’s concentrated study used to describe such as the amazon and Netflix like website business and economic model of a theory. A little bit more simple to describe the words, you can take it understood as: aim at the market of some groups, they are a small market and they need not be good service, or it is to provide a “acquire interest is the basis and a chance.” Thus through market segmentation, enterprise or individual should concentrate on a specific target market, or for a segment market, mainly operates a product and service, create products and service advantage. This is in the present economic development plays an important guiding role long tail theory “the basic meaning.
For this theory more depth and in-depth research I have no intention of expansion, I just want to make full use of the basic understanding of it, live it learning to my do stand process, can be used to guide the profit activities through doing the station, thus obtains not poor earnings, thus fulfilled. But the truth is that, in I do standing over these years, through to its study and practice, indeed, I found a new not for everyone’s attention the but again can realistically let me make money approach. Back in about making money do stand when the state of confusion, until now, I have to say “the long tail theory” have its outstanding place and instructive. For the theory of learning, grasp and practice need to live, and learning to its practices and implement specifically mentions can be divided into a few steps, I was from the following aspects, in my experience of doing stand:
Step 1: use “the long tail theory” attention to define their own small groups of market.
In the theory about the core idea is the around “small groups market,” for this part a note it is seemingly truly, truly exist demand market is what we should focus and effort to exploit and use of, so the first step must be according to personal practicalities find their own will develop “small groups market”. Based on my experience, in this respect webmaster can consider your side, local market existing problems in the opportunity, for example through its web site selling goods, a small range of like fast top-up such people in need but in reality is not easy to find products at any time, still can be specific to a specific industry or in the field of website, develop a professional characteristic and imperfect competition fierce can let you take the field basic occupied sites such as daya bay nets do is a counties, so we can avoid have the funds and personnel advantages of big enterprise, using small and precise advantage in the market share belongs to own a piece of cake.
Step 2: will determine the small groups of market well develop, make unique advantages.
In determining the good oneself to the development of small groups of market, the next step followed after the market is must consider how to formulate the corresponding development measures, make a web site in the competition among develop oneself advantage, make belongs to its own characteristics, and hence attracting more users to support and consumption and so on, then get corresponding profit, the market successfully transformed the profits. For instance in daya bay site development, can use a professional field data collection resources advantages, creating the ratio has been mature community BBS more rich and unique material to so that they can let visitors see website professional and uniqueness, and select here as the most frequently used site, aeriform in began to accumulate belongs to own loyal subscribers, gradually in this small areas beyond other relatively large web sites. This method can extrapolate, webmaster can use this inner truth applied to other types of website, as long as had made unique advantages, the number of users, and can borrow surf.
Step 3: pay attention to continuously and have quality promotion, the red-tourism market successfully transformed.
In the site to create their own unique advantages come out later, profits will be gradually step by step created, and this small group market benefits a feature is not the continuity, the tiny sex and accumulating, ceramics, remember not impatient, do this standing impossible bite to eat fat guy, but should accumulate more than much patience, so in peacetime transformation profit at which cannot be neglected is continuously website promotion. Specific to promote character, to focus choice, cannot eyebrows beard pushed research-pattern crazy promotion regardless of the quality, want to highlight quality advantage, in your own website promotion before selection and user relatedness higher website and BBS etc, in these potential user existing number of places, such key popularized attracts user quality will also is higher, for the next step continuous profit output has more important influence and effect.
So, if some webmasters in face and I had the same confusion, when you don’t know how to face compny competition market began his money do road station, might as well read “the long tail theory”, one of the concept used in their own do website, believe so can help me out of confusion, goes out a unique profitable way.
