how to choose the right keywords for the right type of audience
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MARCH 3rd, 2015
CHOSING THE RIGHT KEYWORDS FOR THE RIGHT TYPE OF AUDIENCE Gene Skazovski
Sr. Director of Demand Generation Tongal
@Gene_SEOMachine
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Audience Types
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eCommerce & Lead Generation Differences
Different Customer Focus with Different
Keyword Variations
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eCommerce & Lead Generation Similarities
Emotional State > Impulsive vs. Patient
A Need vs. Want > Is it a necessity?
Timeframe to make decision > Short vs. Later…
Who is it for? Is it for “me”? Is it for “someone else”?
Users have different behavioral group patterns when performing search online
Users have different latency to conversion
eCommerce would have two phases: a) buy now and b) buy later
Lead Gen is something like: “this is kind of urgent, but…”
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Similar Yet Different
eCommerce & Lead Generation
Users often rely on outlets perceived to be an authority in some verticals: (Ex. WebMd – Home Health Care, Wikipedia – Home Research,
Matt Cutts videos - SEO, Amazon - eCommerce, Yelp - Local Reviews, etc…)
Users have different compromise thresholds – Price vs. Quality vs. Service
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Keyword Options
What does a customer do?
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Lead Generation
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Sample #1 – Searching for a Limo Company
Prospects refine their search patterns as they assess the outcome of their own search efforts.
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Use Synonyms and Thesaurus
Develop Segmented Keyword Silos
Further research your category and understand if there are any customer niches
How To Target These Prospects?
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Many recommended
keywords are displayed
in the search bar as the
keyword is typed in.
Most keywords are
semantically related
and may be used in
developing engaging
and sharable content.
Other Options
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Other Search Options…
Keywords that frequently occur in searches, but as frequently overlooked:
DIY related
How To/Guide(s)
Popular tips
Top/Best of
Why is/are
Where is/at/are
What is/are
When is/are
Videos
Blogs/Case Studies/White Papers
Enterprise/Luxury
Cheap/Inexpensive/Affordable
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eCommerce
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Sample #2 – Purchasing a 70” TV
Started with “70” > two options > two paths…
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refined search “best 70
inch tv on the market“
Nothing, but Ads!
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This time using Google
Started with “70 inch tv”
Mostly Ads
Few “info” pages
Conversion oriented (last click driven)
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Refining the search to “best 70 inch tv”
More balanced SERP’s
More “info” pages optimized for
“best/top-rated” or “recommended”
keywords.
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Other Search Options…
Options/Specs
- LED
- HDTV
- 4D/3D
- 3K/4K
Branded Searches
- Sony®
- Samsung®
- LG®
- Toshiba®
- Sharp®
- VIZIO®
Savings
- Coupons/Promos/Discounts
Off To The Left Field
- 75”/65”/80”
- UPC# / Model# / Model Name
- Warranty/Reviews
Vendors/Outlets
- Newegg®
- TigerDirect®
- BestBuy®
- Costco®
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Conversion Process
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How We Buy
Need/Interest/Desire
Re+Search
Comparison/Selection
Assurance/Verification
Decision/Commitm
ent/Conversion
Satisfaction/
Appreciation/
Regret
Repeat
Wh
ere
is m
y c
usto
me
r sp
en
din
g tim
e?
Wh
at w
eb
site
s?
H
ow
ca
n I h
elp
my c
usto
mer m
ake
a
right d
ecis
ion?
BR
AN
D F
OC
US
BR
AN
D F
OC
US
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The Customer Journey to
Online Purchase
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https://www.thinkwithgoogle.com/tools/customer-journey-to-online-purchase.html#!/the-us/home-and-garden/medium/social
“These days, the customer journey has grown more
complex, touching many different marketing channels...”
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https://www.thinkwithgoogle.com/tools/customer-journey-to-online-purchase.html#!/the-us/home-and-garden/medium/social
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https://www.thinkwithgoogle.com/tools/customer-journey-to-online-purchase.html#!/the-us/home-and-garden/medium/social
It’s all about interaction
Beginning 39%, Middle 43%,
End 17%
Beginning 38%, Middle 42%,
End 20%
Beginning 41%, Middle 45%,
End 14%
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Semantic Search
A Key To SEO
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it helps knowing this…!
What is Semantic Search?
Expand your imagination to how granular this could get…:
“Semantic search seeks to improve search accuracy by understanding searcher intent
and the contextual meaning of terms as they appear in the searchable dataspace,
whether on the Web or within a closed system?, to generate more relevant results…
Semantic search systems consider various points including context of search, location,
intent, variation of words, synonyms, generalized and specialized queries, concept
matching and natural language queries to provide relevant search results. Major web
search engines like Google and Bing incorporate some elements of semantic search.”
Read more details here: http://en.wikipedia.org/wiki/Semantic_search
(More valuable information can be found at this link that will “wow” your mind if you are a “creative thinker”)
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What Does It All Mean?
Simplifying Semantic Search
“diamond jewelry” > “diamond rings” > “diamond earrings”, “engagement rings”, etc...,
“tennis bracelets” > “diamond tennis bracelets” > “gold bracelet” > “3 carat bracelet”, etc…
“new car” > “new car loans” > “lease vs. buy” > “new car incentives” > “dealer outlets”, etc…
“plumber in {city/zip}” > “plumber DIY tips” > “fix clogged toilet” > “plumber network”, etc…
“saas software” > “cloud based software” > “saas software reviews” > “SAP”, etc…
“Italian food” > “Italian recipes” > “Italian restaurant {city/zip}” > “top rated Italian
restaurants”, etc…
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SEO Was Easy
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Wonder wheel – It Was That GOOD! Yes!
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Hmmm….??!?!?
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Final Takeaways
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Audience Segmentation
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Different Channels = Different Terms
Prospects use different phrases when they navigate through different channels:
PPC queries
Social Media queries
Organic/Natural Search queries
Review Type queries
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Customer Thought Process
I need…(Item name or Service name)
I need it/this… > Now / Today / Soon / When???
I need it/this for… > myself / boss / spouse / friend / family member / Who???
My company needs it/this or My house needs it/this / or Who needs it/this???
eCommerce and/or Lead Gen
How to…? > Learn… vs. Teach…
Travel (to / at / from / on / in) > Flying / Driving / Sailing / Biking / Running / Walking
Where… / Why… / What… / When… / Who… > Need vs. Offer
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eCommerce Keyword Focus – Building Silos (Quarterly)
I want you to buy it now persona
I want to buy it soon (3-10 days) persona
I want to buy it later (2-6 months) persona
How would you change your keyword focus if instant gratification wasn’t available?
Imagine: All purchases can occur only 1 month after original discovery?
Brands should focus on:
If you want to buy it later buy it from me
When you buy it you should know this
Search Term Version 1 Version 2 Version 3 Version 4 Version 5
Original
Reviews
Discounts
Competitors
Blogs
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Lead Generation Keyword Focus – Building Silos (Quarterly)
It’s an emergency - I need it now/tomorrow persona
I need it soon (3-10 days) persona
I need it later (2-6 months) persona
It’s for someone else persona
Brands should focus on:
Trust
Options
Customer Satisfaction
Search Term Version 1 Version 2 Version 3 Version 4 Version 5
Original
Reviews
Discounts
Competitors
Blogs
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Other Ideas and Recommendations
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Few Generalizations
Cheaper items have a shorter buying cycle than expensive items do…
Example: $3.99 vs. $399 vs. $150,000
eCommerce vertical – more product oriented and very price driven. Who the item is
purchased from is often not as important as its cost. Except when dealing with
Luxury goods or Brand Loyalist.
Lead Generation – more vendor/brand/trust oriented and moderately less price
oriented, meaning a customer will pay a little extra if they like who they purchase
this service from. However, Lead Gen is also strongly reliant on satisfaction and
reputation thus no matter what the price difference is an excellent customer
experience is universally expected.
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Silo keywords based on customer funnel and intent not single broad root variations.
Ask a question: How would this be searched for on Social Media Network?
Cover Negatives – We all ache for some drama and it makes content stand out
Search for Negative Keywords (including PPC Campaigns) and Negative
Sentiment. Turn negative into positive.
Have fun – write about fun facts about Industry, Brand(s) or Client(s) or Product(s).
Quality over Quantity – Make content sharable and searchable not spamable.
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