Turn Browsers Into Buyers Hungry For Your Product

You know that feeling when a sales assistant pounces on you when you enter their shop with "Can I help you?" or "Need any help?" It's off-putting to most of us and we often reply with "I'm just looking, thank you" and we frequently leave the shop empty-handed before they approach us again.

In fact, the assistant should probably be asking, "What can I help you to find? Do you know what you're looking for yet?"

In an actual shop, many times a customer doesn't know quite what they want because they have not yet seen the range of products available, or they didn't even know they might need it. Or they could be doing some research there, getting an idea first of what is around.

With the wide use of the internet today, there are so many ways that a buyer can find information on a product, they likely know exactly what they want BEFORE they arrive at your website or shop. 

First, they research the thing they are thinking of buying and at that point will type different words into their browser to a later stage, when they know exactly what they are looking for. A person researching juicers for example, may type 'the benefits of juicers' into their search engine.They might visit a number of sites for 'juicer reviews' or 'best juicers' before getting an idea of what products are available, pros and cons, features, prices etc. 

Now they are narrowing the search and may be certain they want to have a specific feature on their juicer so may search for 'masticating juicers' for example. However they are not quite there as a buyer until they have shortlisted their options.Once they have decided to look for specific model(s) they are in 'buyer' mode. They are then likely to type 'best deals on XYZ masticating juicer' into their search engine.

In order to achieve sales with your website it is important to have an understanding of buyer keywords. For a website to show up on search engine pages in the first place, you must have the right words or phrases within the content of your website.

Here are some useful buyer keywords to target on your site:

buy
purchase
new
compare
reduced
low priced
inexpensive
low cost 
bargain 
budget

If you were an ecommerce site or an affiliate selling juicers (eg for Amazon) you should have a blog or page on your site reviewing juicers - benefits, pros and cons, features of particular models, brand names and model numbers - all to inform and help the potential customer finalise their decision. Your article would then point them to a link where they could make their purchase  Provided your site has been optimised with appropriate keywords for when their search first begins, they arrive at your site and you should end up with a satisfied customer.

For an in-depth look at this topic read the excellent post by the influential Sam Hurley here: 

How to intercept Adapt & Influence the Customer Journey