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so today we're going to be talking about one of many topics related to conversion rate optimization and with this one we're just going to start at the bare bones basics which is understanding the sales cycle and where people are in it now if i'm coming out of left field for anybody you should go watch the interview that i did on matt's channel a couple weeks ago it digs into who i am why i'm here and a little bit about the tactics that i use for the affiliate seo sites that i have now if you don't want to do that here's the basics i'm an seo out of orlando florida and i started doing this in 2013 and i literally knew nothing i didn't even know what the letters seo even stood for just to give you an idea and somehow with that wonderful knowledge i was able to land a job at an agency i started with content writing for them and eventually worked my way up to head seo at that agency now i sold my first affiliate website while i was working there for thirty five thousand dollars and i used that money to quit my job and now i do full-time affiliate seo and this is me doing essie on a hammock in my backyard in orlando so let's keep cruising so what are we going to cover in this video like i said it's just going to be the intro to conversion rate optimization and the basics of that is knowing where people are in the sales cycle so that you can ultimately give them what they're looking for when they get to your website now i'm going to also talk about what type of content works best for each stage and you're going to get a little behind the scenes look of how personally i find supporting content ideas that matter so these are supporting content ideas that actually work with your website to help push people further through the buying cycle so why should you care about this if you run an affiliate website that's getting traffic that's great but if you don't understand user intent and why people are there you're likely missing out on a lot of great sales opportunities now with this information you're going to be able to learn how to monetize your research visitors if not right away then be able to lead them down to buy from you further along the line and if you're a website flipper small improvements pay big if you make an adjustment to your site that even gets you ten dollars more day that's at least three hundred dollars more a month and at valuation when you go to sell your site it's at least nine thousand dollars more so this stuff really adds up so the first thing you have to know about the sales cycle is who's ready to buy so you need to match that user intent with the content that you're given now everybody has seen those funnels where it shows where people are in the sales cycle and i like to break it down into three core sections the first is people who are at the top level now these are people that are aware that they have a problem but they're not necessarily sold on the idea of needing a solution to that so these are people who are going to be using words like why when they're searching for something and these people are not likely to buy the best way to target these people is with just basic blog content you know answer their question so moving on you get people in the mid level so these are the people that are potentially interested in solving a problem and they may or may not be open to the idea of buying a product in order to solve that problem these are the type of people who are going to be using words like how so people who are googling how how-to type of terms these are going to be potential buyers and you're going to target them in a similar way with people in the top level with blog content but instead you can have some sort of upsell in there so using how to's is an example you have a how-to article and at the end maybe you say something about why diy isn't the best and go ahead and check out this list of products instead so the lowest level in the sales cycle is going to be the bottom level and these are your users that are ready to take action these people are going to be using words like review or buy or where to buy stuff like that so if you come across keywords like this and you're writing content for it make sure you hit them with the option to buy above the fold and make sure that you're targeting these people with buyer's guides and review type posts pretty straightforward stuff this is a visualization of everything i just talked about people who are high up in the sales cycle are going to be using words like why so using acne as a as an example niche why do i have acne this person is aware that they have a problem but they're not necessarily interested in even solving it they just want to know why they have acne moving a little bit further down you have somebody who could be googling how do i get rid of acne so this person is aware that they have a problem and they have an interest in solving it now these next two sections i'm going to lump together people who are either looking for a solution or know the solution that they want so people who are ready to make a decision but don't quite know what product they want to buy that's going to be your buyer's guide type of people who are looking for stuff like best acne treatments even further along is going to be people looking for reviews of a specific product or where to buy a specific product so depending on the type of user that you have across the board make sure that you're giving them what they want if they're ready to buy make sure that you give them the option to buy right away don't leave with a bunch of research-based content for somebody who is looking for where to buy xyz acne treatment and make sure that your affiliate link is easy to find as well they shouldn't have to search through your content in order to know where to buy something a good rule of thumb here is to avoid walls of text now that's basically across the board but specifically with people who are ready to buy they don't want to see or they don't want to read a thousand words about a product they just want to know where to buy it now on the other hand if they're not ready to buy don't force them to click your affiliate link so if they're searching for a how-to or a y don't hit them with a bunch of products right off the bat you're going to lose trust and they're going to bounce to somebody else who answers their question now piggybacking off of that make sure you're actually answering the question in your content if they're using a why keyword don't tell them how to do something and make sure no matter where they are you're leading them further down into the sales cycle so if they're googling why do i have acne the end of that article can talk about or link to the how to get rid of acne page which then links to you know more stuff further along the cycle so now that we know where everybody's at let's talk a little bit about finding those purposeful right topics that i was talking about personally i use two methods the first of which is a basic competitor scan and what's important about this is to make sure that you find the right competitor you're not you don't want to go after a huge authority site that talks about way more than you intend to talk about because then you're just going to have to sift through a lot more and the basics of this tactic is you're following the internal links of a website in a similar way to how google does and what this is going to do is help you find not only supporting content ideas but also good ideas for resources and tools so i'm going to go ahead and show you exactly how i would do that so this is a tool i use called screaming frog that has a great free version it's also paid if you want so using facing acne it's a site all about acne and it's big enough to have enough content to source from but it doesn't talk about anything other than acne so it is a good potential to use so while this is scanning look over here so this is basically it's following every link on the site whether that is to images javascript or anything else so if you isolate only html it's only going to show you physical pages which is what you're interested in so you can click any page here and it's going to show you information about it so using proactive solution as an example they're targeting the keyword proactive reviews clearly based on their title tag so what we're going to do here is is we're going to see all of the supporting topics that they have that are pointing to this page so after you clicked on this here go down here to in links and what this is going to show is all of the pages on the website that are linking to this proactive review page so as you're scanning through this you can just find topic ideas like home remedies for acne that's somebody in the mid uh mid part of the sales cycle types of acne what causes acne so you can get a lot of ideas just by kind of cruising through here and uh speaking about resources too you can tell by looking at this that they have a quiz so potentially you would want to add a quiz onto your site so what i would do is just literally scan through this find keywords write it down and make sure that you are able to compete for those keywords so method number two it's using ahrefs there's two ways that you can go about doing this one is using the questions section and the next is using content explorer so let's go ahead and show you how i would do that so using the keyword explorer you're just going to type in a base term here so you're looking for something really really broad you're not going to be able to compete for this but this is just something broad to give us ideas to work off of so if you go over here into the questions it's going to show you all the questions that have search volume based around the topic of acne i'm going to add a filter here that's looking for keyword difficulty between 5 and 30. and the reason why i use 5 is because ahrefs kd algorithm whatever you want to call it is based heavily on links that are pointing to a specific page now what tends to happen with kd 0 is you find keywords that a bunch of authority sites are ranking for and they're ranking not because they have a bunch of links pointing to that page but because they're authority sites so a lot of times kd0 is actually very difficult to rank for so we'll go ahead and throw that a filter and then go ahead and throw a volume filter on here as well now you can change the space underneath it's just a good place to get started and this is going to give you a quick filtered list of ideas so what is fungal acne what causes fungal acne stuff like that so this is a punch list of ideas that you can sift through just to see what people are actually searching for and these supporting content ideas actually have search volumes you can get traffic and therefore have the opportunity to lead people further down the sales cycle now the last method i'm going to show you is if you're having trouble finding topics the other way there's a lot of topics this way again we're just going to be typing in a very base keyword and we're going to be adding a filter so what this tool does is it shows you all of the recent content that's about any specific topic so in this case we're english so we're in an english filter and we want to find pages that are actually getting organic traffic so as you can see down here some of these pages they exist but they're not getting any traffic so we don't really care about that so this is going to show us english sites that are getting at least 500 visitors a month and i'm also going to throw a domain rating filter on here because i don't want to see sites that are super authoritative i want to see sites that are reasonable so if you scan through this you're going to see a lot of home pages but if you just kind of sift through this list you can find different ideas for supporting content so face mapping for acne i don't know what that is but it's getting 712 visitors a month more home pages why biotin is breaking you out that's a good high up in the sales cycle type of thing and you can kind of see where you're going with this so if you just go through this like teenage skincare poor clogging ingredients these are great topic ideas that actually have volume so that you're creating content for your website you have your buyer's guides on one hand but you also have all this great supporting content that's one getting traffic and two is actually valuable to people and you can use that in order to lead people further along to eventually buy something so i'm gonna be on matt diggity's channel every so often doing videos just like this but if you want to find me elsewhere my website is serpdecoder.com i do a little bit of consulting on there and then also on twitter so you can follow me there julie adams seo thanks you