草間彌生展から考えるマーケティング
- 写真出典元:草間彌生展公式サイト
先日、東京出張に被せて国立新美術館で行われていた草間彌生展を見てきました。
草間彌生さんと言えば、2016年にタイム誌の「世界で最も影響力のある100人」に選ばれ、同年には文化勲章も授与される、日本が世界に誇る芸術家の1人。展覧会には世界各国からの来場者が目立ちました。事実、現時点で1日に6,000人近くが来館しているそうで展覧会の半分の時点で累計20万人を超えたようです。
芸術家やアーティストの方はマーケティング的にご自身を見られることも考えることも少ないかも知れませんが、マーケティング的観点で見ても面白いもの。
草間彌生と言えばかぼちゃ
写真出典元:草間彌生展公式サイト
草間彌生と言えば「かぼちゃ」を思い描く人も多いと思いますが、代表作と言われるだけあって実際にオブジェでも絵画でも圧倒的な存在感です。このかぼちゃは今や億単位の値段の価値が付いているとか。芸術品は1点ものですので、欲しい人が多ければそれだけ値段が釣り上がります。需要が多くオークション的に値段が上がり続けた結果ですね。
写真出典元:草間彌生展公式サイト
そういった代表作があると消費者行動で言われる公式:AISASのように「注意」「興味」「関心」を引くことが出来て「草間彌生」と言う認知度は飛躍的に上がります。我々も◯◯さん、△△社と言えばあれだよね!と言われる様な代表作を持つことが出来ればビジネスもやりやすくなるでしょう。簡単では無いんですけどね。。
草間彌生と言えば圧倒的な独自の世界観
写真出典元:草間彌生展公式サイト
強烈で独特な世界観を持つ草間彌生ワールドは惹き込まれる人と、「目が回る・・」「気持ち悪い・・」などの表現の様に苦手な人に分かれます。草間彌生と言えば「水玉」も有名。しかも永遠に続きそうな模様なので、人によっては捉え方が多様なようです。しかし熱狂的なファンを持ち、インパクトを残すには「個性の強さ」に比例するところがあります。無難で万人受けする絵もTPOによっては良いと思いますが、熱狂的なファンの獲得は難しいでしょう。
賛否両論が湧き上がるほどの個性を出すことこそ、独自のポジショニングになり、同業とは一線を画し、話題を集めます。独自のポジショニングもマーケティングで言われますね。
SNS時代を意識している?
一般的に美術館や博物館では写真NGのところも多いですが、草間彌生展は写真NGの箇所もところどころありましたが、写真OKの箇所も複数ありました。FacebookやInstagram、Twitterなどではハッシュタグを付けて「草間彌生展に行ってきた」などの投稿が相当数見られました。
外には大きなカボチャのオブジェがあり、これも沢山の人たちが写真を撮っていました。
写真をOKにすることにより、展覧会に訪れた人たちが無料で宣伝をしてくれているようなものです。しかも世界中からお客さんが集まっているのだから相当な効果。
最近ではミュージシャンの中にもコンサート中の写真撮影をOKにしてSNS投稿を促す人たちも増えてきました。これはマーケティング的にはとても有り難く、インフルエンサーマーケティング、アンバサダーマーケティングに類似する効果があるでしょう。
グッズ販売でクロスセル!
草間さんの圧倒的な世界観を堪能すると、言葉には出来ないほどの衝撃が脳内に駆け巡ります。その余韻が残っているうちに、出口では、ポストカードやパズル、付箋などの文房具、人形やお菓子など、個人で使えるものからお土産に適したものまで、商品がずらりと並んでいて、レジには長蛇の列です。
顧客単価を上げる手法として、アップセルやクロスセルは基本の一つですが、しっかりとクロスセルを行なっていました。僕は長蛇の列を見て萎えたので書いませんでしたが、確かに欲しいグッズも揃っていましたし、並んでいるからこそ欲しくなるのも消費者心理。勿論、ネット通販も行なっているようで抜かりのないマーケティングです。
好きなことをやっている
草間さんは幼い頃から絵を書き続け、幻聴や幻覚を見だした頃にも心を落ち着かせるために絵を書いていたそうです。単身、NYに渡った際もご飯を食べる時間を忘れて書いていたとか。とても大変な思いもあったかと思いますが、寝食を忘れても打ち込めるものというのは「好き」でないと中々出来ないもの。またご本人も「自分は世界最高の芸術家だ」と言えるほどご自身の仕事に自負心を持っていらっしゃるのも人を魅了する魅力の1つ。自身の無い人の作品よりも、圧倒的な自信のある作品のほうがやはり惹かれるものです。
強い自負心は時に周囲を遠ざけますが、周囲と迎合せずに、同時の創作活動に励む姿には頭が下がる思いです。実際に現在は入院する病院から、毎日アトリエに行き、数日で1作品を作り上げるペースで創作活動に励んでいるようです。
人は何を買うかも大事ですが「誰から買うか?」と言うことも意識しています。その為には販売している商品、創っている商品やサービスに愛着と強い自信を持っていなくてはいけません。
他にも感じたことは多々ありますがそれはまたの機会に。何より時間を取って見に行かれることをおススメ致します。ビジネスにも通じる部分も感じれるかと思います。
本当に色々と勉強になった展示会だったなぁ。
4年間経営した会社を倒産後、再度起業したインターネット広告代理店(エックスラボ)を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。
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