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Today I will give you some tips to help you differentiate between browsing and action phrases. This is important because it does not matter how much traffic you drive to your sales page if those traffic do not convert. It is always better to make only a few visits by ready to buy people instead of thousands just looking for more information.

Let me give you an example – we will try to sell photo cameras. Since everyone loves to memorize the most important/interesting moments it looks like there is a height demand in this sector. My favorite strategy in to go into buyers shoes – I will go to on vacation so I want to buy a new camera to make some pictures.

What are you going to do if you want to buy a new camera?

May be you have to research a bit what cameras are available in stores, how much do they cost and what features they have. You are in the browsing phase… Right? Most probably you will search for digital camera, portable digital camera, digital camera review, digital camera compare, etc..

After a bit research you will find out there are several brands, manufacturing cameras for both professionals and amateurs, and there are lots of features you may are interested in like Image resolution, camera sensor, LCD Display Size, Movie capture, Image stabilizer, Wide-angle lens, Available memory and etc, and etc…

Read, research, read, research, and read, research… Will you buy? I am not sure…

OK. Now you know a bit more about digital cameras and may be you have made your choice – you will buy a not too expensive compact camera with about 7 Mega pixels resolution. You have to find one…. This time you will search for 7 Mega pixels compact digital camera, Canon 7 Mega pixels compact digital camera, Canon IXUS 750, – do you make sense?

As much information you know about the product as more concrete is your search phrase because you know what you are looking for. You have just moved to the Decision Phase.

What about Canon IXUS 750 price, Canon IXUS 750 in store, Canon IXUS 750 Amazon, Canon IXUS 750 eBay, buy Canon IXUS 750?

People that are searching these terms are SERIOUS buyers and are on the edge of the transition between a researcher and a customer.

Searchers using product-related keywords are typically very far along in the purchasing lifecycle because they are already knowledgeable in the subject area and they have already been exposed to some form of branding or advertisement.

People who are searching product-related keywords are usually on the verge of becoming a customer. If you can deliver the information that they are looking to find, then you will likely convert this visitor into a customer.

Now it is time to review your keyword list again.

OK, let’s suppose you already have a product and several ideas about key phrases internet browsers are willing to fill in Google. Did you Google these phrases? Did you get the expected results? If so you are on the right direction. If no – it is time for new brain dump.

Now you have to look at results on the first page. What are about them? Are they some informative websites or sales pages of other affiliates/merchants? Here comes the most important difference I am going to explain you today.

Understanding a Sales Process

The sales process usually consists of three different elements; the consumer, the product, and marketer (you). This applies to the whole trade – both online and offline. Without marketers customers will not know about new products and how they differ from others. Thus consumers can not find the product that they are looking for.

You job as an internet marketer is to align a consumer with products through relevant keywords, relevant ads, and relevant landing pages/websites.

To be able to do this job you have to understand the customer purchasing lifecycle.

Did you know that it typically takes a person 7 times before they make a purchase online? To be a successful marketer you have to understand the steps someone takes between the time they learn of a product or service, to the time that they actually make a purchase.

There are three phrases potential customers have gone through before make a purchase.

Research Phase -> Decision Phase -> Purchasing Phase

• Research Phase – People need as much as possible information about the product they are interesting in before they buy. We don’t care about spontaneous purchasing decisions so let’s stay to most common situation where people are hungry for information about the product/service that they may decide to purchase.
• Decision Phase – Most people need some more time/information before are going to pay. They have been selected the product but they are thinking “OK, I will buy it but may be tomorrow”. This is where a good Internet marketer can intercept an individual, showcase certain products that are similar, and deliver a convincing review to promote a decision.
• Purchasing/Action Phase – The final phase is the one that is profitable to Internet marketers. During the purchasing phase, it is very difficult to detour someone from their purchasing decision. They have done their research, made the decision, and now are fully prepared to buy. Many times you would be able to target all the people within this phase, but often times won’t.

Now it’s time review all key phrases you have prepare and think about them one more time.
Are they Purchasing/Action phases?