Discover Which Sales Triggers Are Most Effective When Mixed With SEO!

Jul 27 21:00 2004 John Alexander Print This Article

We all know the ... of gaining top ... to ... target audience on the major search engines. After all,you really need ... traffic or those who are ... for goods

We all know the importance of gaining top visibility to a
specific target audience on the major search engines. After all,
you really need qualified traffic or those who are actually
searching for goods and services that you are offering. While
most of the time,Guest Posting we teach folks about the importance of doing
good keyword research and/or behavioral research to ensure they
are attracting an "ideal" target audience, there is another more
natural aspect that I'd like to just touch on here.

Writing for search engine robots is not enough:

Many search engine optimizers are empowered through training,
with the ability to write for search engine robots and have
crafted their skills to score exceptionally well for top
relevancy. It surely is essential but there is another element
that we need to reflect on besides just writing for search engine
robots (as important as that is). I am referring to the
importance of compelling your visitor to respond right now once
they have landed on the Web page as a result of finding you in
the top results. Just what is the exact reason that your target
audience will make a buying decision? Why will they decide to buy
or not to buy? What do they need to read within your copy that
will get them to act right now?

There are only so many reasons why your visitors buy:

When I first started my business, I use to love to ask questions
like....Can you explain why I should buy from you? Invariably the
client can often point out a number of important reasons why you
might buy from him instead of the guy down the street. What you
want to do is try asking a series of questions to help profile
the client's target audience. After all, this is the most
important group to try and understand....the "target audience".
At our live SEO Mastery Workshop, we teach people powerful ways
that they can research their target audiences behavior. But let's
start by arming you with a few basic questions that should help
you think about your writing style and communications.

Online or offline, most human beings have certain mindsets which
can trigger buying. The challenge however, is we often behave a
certain way without ever giving an ounce of thought to the REAL
REASON why we buy. If we understand the real reason that that
visitors respond, we can suddenly write much more effectively for
the human brain as well as the search engine robots.

Let's start by listing a 5 simple reasons that will trigger
buying decisions:

--People will buy to save money

--People will also buy to make money

--People will buy something if it saves them time

--People will buy a product or service if it makes life easier

--People will buy something if it improves their safety

Okay, now in each of these 5 examples, ask yourself the following

--If people will buy to save money -

then ask yourself...

if your product or service saves them any money? (This is a

--If people buy to make money

then ask yourself...

does your product or service offer your audience any
opportunities to earn?

--If people buy to save time

then ask yourself... might this apply to what you offer?

--If people buyto make life easier

then ask yourself...

are you able to name some improved conveniences?

--If people buy to improve safety,

then ask yourself...

does your product improve security or make people feel safer?

You can see how having an understanding WHY people buy, can
actually change the way you present your content. These types of
questions will often help you with writing much more compelling
copy because you are writing with a focus that includes a reason
to respond now.

But wait!...

Are these the only reasons why people buy? Absolutely not! Start
by creating a list of your own "triggers" or things that caused
you to "make up your mind" to buy.

The more you explore your target audience's mindset, the more
fascinating this can become. Of course we have not even touched
on a fraction of the many "triggers" that are at work in people's
minds when they are reading Web pages.

If you want some more buying triggers to consider, I'll give you
a few more

--People will buy to for specific brands (usually it has to do
with prestige)

--People will buy to educate themselves

--People will buy to improve their health

--People will buy to settle their fears

--People will buy to have some fun

--People will buy to satisfy their curiosity

--People will buy to streamline their processes

--People will buy to prove they are right about some issue

--People will buy to improve their image or appearance

--People will buy to improve their quality of life

--People will buy to uniquely set themselves apart from the crowd

What other reasons can you think of that will compel your target
audience to buy now?

Best regards,
John Alexander

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About Article Author

John Alexander
John Alexander

John Alexander is the Co-Director of Training of Search Engine
Workshops with Robin Nobles. Together, they teach 2-day beginner,
3-day advanced, and 5-day all-inclusive "hands on" search engine
marketing workshops in locations across the globe. John also
teaches online search engine marketing courses through, and he’s a member of
Wordtracker’s official question support team.

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