How do you determine whether a prospect is looking for free information, or has their credit card in their hand ready to buy?
That’s something I learned when I ran a number of Adwords campaigns. I don’t do that anymore, but the market research process involved has stuck with me. Even if you don’t work with Adwords, this lesson still has plenty of value for any online business.
So let me give you an example of what I’m talking about…
Let’s say Joe is interested in creating his own audio or video product. He’s been told he needs a good microphone to record audio, rather than using his laptop microphone, which is pretty crumby.
He didn’t catch any of my blog entries, so he has absolutely no idea what to look for.
He goes to Google and types in “Microphone”.
At this point, if we owned a website and he happened to land on our page, we have no idea whether he’s a potential buyer or just an information seeker. He could actually be looking for “microphone tips”, “microphone jacks”, “free microphone”, “microphone soup”, etc. We don’t know. Better provide him with some options.
He see’s a number of informational websites for all types of microphones. Some sites are also about studio microphones. Hmm, maybe the search term was a little too generic. He knows he’s looking for a microphone, but it’s for a computer. So he changes his search term to “computer microphone”.
Ah… the first site in the results shows “computer microphones, Headsets & Microphones”. He enters the site.
He see’s a microphone he likes… it’s the Plantronics Audio 500 USB headset. It happens to be in his price range. He’s getting a little excited.
At this point, we know what he’s looking for. We still can’t be 100% percent sure if he’s really going to buy it.
He goes back to Google because he wants to find some customer reviews of the product. So he searches for “Plantronics Audio 500 USB headset review”
At this point we know he’s serious about this product. If he finds a good review, there’s a good chance he’ll buy the product. If he finds no reviews, or poor reviews, he’ll probably go back a step and look for a different product. Some people tend to type in “compare”, “best”, “best rated”, before the keyphrase.
A number of the top ranked sites didn’t have any signs of customer reviews, but further down in the results he was able to find a review from bit-tech: http://www.bit-tech.net/hardware/2006/02/01/plantronics_dsp_500/2
Apparently, the speakers aren’t great, but the mic performed well in Skype and gave the reviewer “a clear and well-pitched recording” and “the mic is clearly capable of handling basic VoIP”. Joe doesn’t care much about the speakers, he just wants a good microphone. This review was helpful. He’s determined to buy it, he just needs to find a website that sells them.
Again, he goes over to Google, but now types in “buy Plantronics Audio 500 USB headset”.
At this point, if he finds a website that sells this product, there’s a very good chance he’ll order it. He has made the transition from seeking information about a product, to seeking a retailer.
He clicks on the first result, which takes him to Amazon. He’s reassured that his choice IS, in fact a great headset because he notices that Amazon has 118 customer reviews and has an average rating of 4 stars for the headphones.
Some people go even further and look for bargains. They’ll type in such keywords like “cheap” and “discount” in front of the rest of the search phrase. These people are still potential buyers, and not information seekers.
Now we’ve seen Joe go through all of the phases from potential buyer, to buyer. Here are the keyword phrases he searched through:
1. microphone
2. computer microphone
3. Plantronics Audio 500 USB headset review
4. buy Plantronics Audio 500 USB headset
Interesting how they get more specific, and longer…
- Aaron Brandon