Your Potential Customer Is Just Going Through a Phase

To understand who your customer is you have to know what your potential customer is thinking, you don’t have to be a mind reader but you need to be able to identify what people do before they buy something online. People go through phases when they want to purchase online and you need to able to understand where in the buying cycle they are.

There are three phases of the buying cycle:

1. The browsing phase
2. The shop & compare phase
3. The buying phase

The Browse Phase

In the browse phase the person is unclear about what he really wants to buy, he is unsure about the product, brand, model , features, price etc. The browse phase is mostly used for gathering information. In this phase the person uses broad generic keywords and search terms, it is therefore very difficult to distinguish between real buyers and freebie seekers (Tire Kickers).

Experienced affiliates don’t target “browse keywords” first because it is dangerous, too risky and too costly . We just don’t know if he wants to buy or not.

Facts About The Browse Phase

• People are doing research
• Searcher’s intentions are unclear
• Real buyers are still not ready to buy
• Browse keywords are expensive
• Search volume is very high and untargeted

The Shop & Compare Phase

The person becomes more educated about the product he is interested in buying and is now comparing different products, brands, features, prices etc.

Shopping comparison keywords are important and very profitable because if a person uses these keywords on a shopping site like Ebay he is more likely to decide and buy.

Facts About The Shopping & Evaluation Phase

• Keywords are more specific than browse keywords
• Targets more specific brands and features he’s looking for
• Compares colors and models
• Almost ready to buy

The Buy Phase

A person narrows the search terms and uses specific long tail keywords, he knows exactly what he wants to buy and is looking for trustworthy site to buy from.

Super affiliates know what product the person is looking for so they can give him exactly what he wants. Keywords are specific and lower in cost than browse keywords. The search volume is lower but the keywords are extremely targeted with higher CTR and therefore more profitable.

In my next blog post I will show a strategy that will show you how to profit with PPC to CPA in three easy steps.

Related Posts

1. Profit With PPC To CPA In 3 Easy Steps
2. Do Your Potential Customers Forget About You?