where are you ranking?
Buying Keywords Matters
The Importance of Buyers Intent Keywords
Early on in the career of every Internet marketer there will come a moment of despair. Looking at your visitor stats you’ll wonder why there’s such a disparity between the number of people visiting your site and the number of people who actually click through to a vendor and buy something.
Why, you’ll cry, did 500 people hit my site today without buying a single thing? What am I doing wrong? You’ll obsess over your sales copy, your site design and every other factor you can think of that might dissuade your visitors from clicking through and bringing you the affiliate income you dreamed of. You’ll worry that you’re just not cut out for this business; that you’re missing some essential skill the successful marketers have in spades.
Luring Buyers, Avoiding Browsers
More Traffic Means More Sales
Play the Odds and Win!
Eventually, though (and hopefully sooner rather than later), you’ll learn the truth about buyers intent keywords. Your visitors aren’t looking to buy today. They’re in research mode.
Let me explain. When people are in the market for a new TV, to take a random example, they tend to follow a very specific path between making that decision and actually laying down their cash. Just as they would in a bricks and mortar store they’ll browse around for a while, comparing one TV set to another until they’re satisfied they’ve found the right model for them.
Your Psychosomatic DOES Matter – Right?
On the Internet you can see this pattern play out in the keywords shoppers use when they search. When someone decides to invest in a new TV they’ll start using search keywords along the lines of ‘best TV’ or ‘best LCD TV’. They’ll browse through a dozen or more sites looking for recommendations, professional reviews, maybe a YouTube video or two. This process can go on for days or weeks, and from the point of view of an affiliate marketer these visitors are useless. They’re not quite cooked yet. They need a little more time in the oven.
It’s only when the shoppers have settled on a specific model that they leave research mode and enter buying mode and this is the moment you need to start appealing to them. You want to attract these people to your site at exactly the right moment, just as they’re reaching for their credit card.
GET THEM RIPE AND READY
People Ready to Buy are Easy
How to Target True Buyers
Never Lose Sight of your Goal
Sell Like There’s No Tomorrow
So how do you attract buyers to yourcustom design site? Well, it’s simple. When a person makes the final decision to make a purchase they start using different search words. We call these ‘buyers intent keywords’, and in the Internet marketing world there’s nothing more valuable.
Buyers intent keywords are the modifiers people use when they’re preparing to buy. For instance, when a shopper is in research mode they’ll use the pre-modifier ‘best’, as in ‘best LCD TV’, or the post-modifier ‘reviews’, as in ‘LCD TV reviews’. When they’re ready to buy, on the other hand, they’ll change those modifiers to ‘buy’, ‘cheapest’, ‘discount’ or any of a few dozen more buying keywords, followed by the brand or model number of the TV they intend to buy. Now they’re ready to buy they’re looking for the best price.
Quality, Not Quantity
Do It ONCE Right!
SuccessfulOnline Internet marketers know that they need to optimize their sites for buyer’s intent keywords if they want to make sales. They know that a thousand visitors a day won’t make them a penny if they’re all in research mode, but a dozen or two visitors in buying mode could make them a healthy income.
This is the lesson. When performing your keyword research for a new site you need to drill down to the buyers intent keywords. You may be tempted to optimize your site for a nice, juicy keyword that generates thousands of searches each day, but the real money is way down on the list, down in the long tail where the real buyers live. The true buying keywords may only generate a few searches each day, but these searches are performed by shoppers with an open wallet sitting beside the computer.
You following all this?
RELAX – Take a Chill Pill
When you start re-optimizing your sites to target buying keywords (or you build new sites targeting them from day one) you might worry about how little traffic you’re receiving, especially if you’re used to seeing thousands of visitors each day hit your sites.
Remember, though, that quality beats quantity every time. If you’re getting big visitor numbers right now but no sales to speak of you’re probably hitting the wrong keywords. Step back, reassess and reset your aim for a more effective target. The numbers will be smaller, but the commissions will be larger.
Subscribe newslettersubscribe for news and offers
Written by: Andrew Kelly