How to Use Keyword Research to Search for Clients
How to Use Keyword Research to Search for Clients
It’s actually fairly easy to do your own basic market research to discover what people are hungry and willing to pay you for before you start. Just think of how much easier it would be to make multiple sales if you had a product lots of people wanted. Next, if you knew what price people were willing to pay for it, where the “sweet spot” was, you’d be raking in the sales. Here are some simple ways to gather this information.
Keyword Research
Using a keyword research tool like nichebotclassic.com, you can open a free account and search for any number of keyword phrases. When you find phrases that have a large number of daily searches you’re onto something. When people search for information it often means they are looking to buy and are targeted leads.
Say you want to create an e-book about “how to improve your diet in 30 days” because you coach people with health and weight issues or you sell health supplements. Find out what phrases people search for who are looking to improve their diet, since these are your target clients. Maybe they search for “help losing weight” or “healthy recipes”. You’ll need to get creative to get inside the head or your prospective customer to find out how they approach the search. Once you find these keyword phrases you can use them to name your report, book or product and use them on your related web pages. If few people are searching for a phrase, that’s a big red flag.
Top Competitor Research
When you do a search for the keyword phrases you’ve discovered as popular, what websites come up in the first page of results? Look at these websites. Are they direct competitors? If not, you may have a phrase that’s not quite hitting the target. If they are competitors, what products are they selling? How do they position those products? What sales language do they use?
By doing some investigation you can get an idea of what people are buying and what type of marketing message is getting a response.
Blogs and Forums
Do a Google search for blogs and forums using the keyword phrases you’ve discovered. Identify the top 5 blogs and forums on the topic and visit them. Take some time to read the posts and comments to see what people are talking about. These can also be places where you start to participate in conversations with potential customers and ask them what they wish they could find, buy or learn.
Social Networking Sites
Facebook and Twitter are great places to do informal surveys of your target market. Do a search on your keyword phrase at search.twitter.com to see who is discussing the topic.
Amazon
Find out what the most popular books are in your market, niche or on your topic. If people are buying these books, then they are hungry for the type of information that’s in them. Read the reviews as well to find out what people want and what they responded to.
Pricing
The final piece of the puzzle is pricing. Once you have an idea of what competitors charge for similar products or services, set up 2 web pages that are the same, but offer the product at 2 different prices. Direct some of your marketing to send people to one page and some to the other. See where you get the most sales. That’s a simplistic way to find the “sweet spot”. Too cheap is as bad as too expensive. If your price is too low, people will question the value they’re getting. If it’s too high, or higher than the perceived value, they won’t buy. Your price needs to be what the market will bear and you have to prove in your sales message that the value matches the price. If you can create the perception that the value matches the price (and you need to deliver on that perception), you can charge a bit more.
Follow these simple suggestions to improve your sales dramatically.
How to Use Keyword Research to Search for Clients - To learn more about this author, visit Janis Pettit's Website.
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So many small business owners, coaches and infopreneurs sometimes make the mistake of creating or promoting products and services they’re passionate about without really knowing if there is a market for them. This ends up being terribly discouraging because they’re not sure why they’re not making sales.
It’s actually fairly easy to do your own basic market research to discover what people are hungry and willing to pay you for before you start. Just think of how much easier it would be to make multiple sales if you had a product lots of people wanted. Next, if you knew what price people were willing to pay for it, where the “sweet spot” was, you’d be raking in the sales. Here are some simple ways to gather this information.
Keyword Research
Using a keyword research tool like nichebotclassic.com, you can open a free account and search for any number of keyword phrases. When you find phrases that have a large number of daily searches you’re onto something. When people search for information it often means they are looking to buy and are targeted leads.
Say you want to create an e-book about “how to improve your diet in 30 days” because you coach people with health and weight issues or you sell health supplements. Find out what phrases people search for who are looking to improve their diet, since these are your target clients. Maybe they search for “help losing weight” or “healthy recipes”. You’ll need to get creative to get inside the head or your prospective customer to find out how they approach the search. Once you find these keyword phrases you can use them to name your report, book or product and use them on your related web pages. If few people are searching for a phrase, that’s a big red flag.
Top Competitor Research
When you do a search for the keyword phrases you’ve discovered as popular, what websites come up in the first page of results? Look at these websites. Are they direct competitors? If not, you may have a phrase that’s not quite hitting the target. If they are competitors, what products are they selling? How do they position those products? What sales language do they use?
By doing some investigation you can get an idea of what people are buying and what type of marketing message is getting a response.
Blogs and Forums
Do a Google search for blogs and forums using the keyword phrases you’ve discovered. Identify the top 5 blogs and forums on the topic and visit them. Take some time to read the posts and comments to see what people are talking about. These can also be places where you start to participate in conversations with potential customers and ask them what they wish they could find, buy or learn.
Social Networking Sites
Facebook and Twitter are great places to do informal surveys of your target market. Do a search on your keyword phrase at search.twitter.com to see who is discussing the topic.
Amazon
Find out what the most popular books are in your market, niche or on your topic. If people are buying these books, then they are hungry for the type of information that’s in them. Read the reviews as well to find out what people want and what they responded to.
Pricing
The final piece of the puzzle is pricing. Once you have an idea of what competitors charge for similar products or services, set up 2 web pages that are the same, but offer the product at 2 different prices. Direct some of your marketing to send people to one page and some to the other. See where you get the most sales. That’s a simplistic way to find the “sweet spot”. Too cheap is as bad as too expensive. If your price is too low, people will question the value they’re getting. If it’s too high, or higher than the perceived value, they won’t buy. Your price needs to be what the market will bear and you have to prove in your sales message that the value matches the price. If you can create the perception that the value matches the price (and you need to deliver on that perception), you can charge a bit more.
Follow these simple suggestions to improve your sales dramatically.
How to Use Keyword Research to Search for Clients - To learn more about this author, visit Janis Pettit's Website.
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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