Keywords Determine a Customer’s Stage in the Buying Process

The key to a successful PPC campaign is determining the keywords/phrases that your target audience will search for to find you.

The first step is creating a “keyword universe”

  1. Think about what words your customers use when referring to your product/service.
  2. Use a keyword tool to get a list using those initial keyword ideas. Google’s keyword tool and the SEObook keyword tool work great.
  3. You can also have Google go through your site and come up with more ideas.
  4. With that list expand it with common misspellings, plurals and abbreviations.

Now, all of these different keywords can be used by customers at different stages of their buying cycle. With some analysis you can understand to a degree what the customer’s motivation may be.

Learning Stage: the customer is gathering information. They use broad keywords like TV.

Shopping Stage: the customer is comparing products, brands and features.They use a little bit more refined keywords like Plasma TV or High Definition TV.

Buying Stage: the customer is ready to buy. They will use exact keywords of model numbers like Sony BRAVIA 46″ 1080p HDTV.

Is this strategy fool proof? No. But utilizing your web analytics to measure the success of certain keywords will allow you to see those keywords that are catching people too early in the buying process. If a lot of people are bouncing quickly, they may be too early in the buying process.

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