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What Is the Buyer’s Journey? How to Create Content for Every Stage

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What Is the Buyer's Journey? How to Create Content for Every Stage

People rarely just search for whatever you sell, click on your website, and buy right away.

In fact, 71% of them start their research with a generic search. They’re reading blog posts, watching videos, consuming reviews, asking their friends, participating in communities—before they even begin to consider your product.

So unless you’re creating content that buyers are searching for early on, it’s likely that you’re not even going to be in the consideration set. But if you can appear in the early stages of the buyer’s journey, you get the opportunity to educate them and influence their decision-making.

In this post, you’ll learn the following:

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What is the buyer’s journey?

The buyer’s journey is the process a person goes through before making a purchase.

What are the stages of the buyer’s journey?

There are three stages:

  1. Awareness – The buyer realizes they have a problem. They want to understand more about it.
  2. Consideration – The buyer is looking for and comparing potential solutions to their problem.
  3. Decision – The buyer purchases a solution.
Infographic of 3 stages of buyer's journey: awareness, consideration, and decision

How to create content for the buyer’s journey

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The purpose of understanding the buyer’s journey is to create content for each stage.

Let’s look at how to do that.

Step 1. Create buyer persona(s)

A buyer persona is a “fictional person” you create who represents the common characteristics of your customer. Knowing what they’re looking for will help you create the right kind of content.

Creating a buyer persona is not a thought exercise. Unfortunately, many companies treat it as such. They identify personas based on imagination, fill up a document, and tuck it in the recesses of a Google Drive somewhere, never to be seen again.

Buyer personas need to be based on real-world evidence. So rather than sitting in a meeting room and conjuring them up, we need to get outside.

Here’s the three-step process content marketer Adrienne Barnes recommends:

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  1. Get to know your customers – Find your best customers and call them. These are the customers who knew immediately how your product worked or have been using your product without any complaints. Ask them questions about your product, what they like/dislike, the problems they have, their responsibilities, and so on. (Alternatively, you can survey them.)
  2. Organize the data – Look for patterns among the responses. You’re looking out for commonly repeated phrases, words, and remarks.
  3. Segment the audience – From the patterns you’ve gathered, you should start to see some specific audiences popping out of the data. These will be your buyer personas.

Recommended reading: How to Create the Best Buyer Persona 

Step 2. Find topics that match each stage of the buyer’s journey

Let’s illustrate this step via an example. We’ll use Billy Blogger as our buyer persona. Billy wants to build a revenue-generating blog so that he can quit his full-time job.

We’ll start by considering Billy’s potential journey, constructed from customer feedback and data:

Timeline showing potential buyer's journey of Billy. Based on the 3 aforementioned stages

Awareness

In this stage, Billy realizes he has a problem: His site is not getting enough traffic. So he searches for ways to get more traffic to his site. He learns about the various traffic acquisition methods and decides that SEO could be the solution to his problem. He begins researching and learning more about SEO.

So, if we’re creating content for this stage, we’re actually looking for topics related to:

  • Blog traffic
  • Website traffic
  • SEO

Here’s how to find more relevant topics:

  1. Go to Ahrefs’ Keywords Explorer
  2. Enter those terms
  3. Go to the Matching terms report

Since the “Awareness stage” keywords are mostly informational, we’ll switch the toggle to Questions.

Matching terms report results

To find more keywords, add informational modifiers (e.g., tips, learn, resource, guide, examples, ideas) in the Include box.

Dropdown text field to add informational modifiers in Matching terms report

There are over 30,000 keywords, and not all of them are going to align with our buyer persona. So we’ll look through the list and pick out those keywords that are relevant.

For example, the topic “how to drive traffic to your website” is likely a topic Billy is searching for at this stage. And we’ve targeted that topic with a blog post.

Consideration

In this stage, Billy realizes he needs a tool to do SEO. He begins looking for the type of tools that are available. As he encounters each product, he makes comparisons (e.g., reads reviews). If there are free versions, he’ll test the different tools out.

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If we’re creating content for this stage, we’re actually looking for topics related to:

  • SEO tools.
  • Tools for each aspect of SEO (e.g., keyword research tools, link building tools).
  • Free versions of tools (e.g., free backlink checker).
  • Our brand name.
  • Our competitors’ brand names.

Here’s how to find relevant topics:

  1. Go to Ahrefs’ Keywords Explorer
  2. Enter terms like “seo tools,” “ahrefs,” or “moz”
  3. Go to the Matching terms report
  4. In the Include box, add comparison modifiers (e.g., vs, versus, best, top, review, reviews)
Dropdown text field to add comparison modifiers in Matching terms report

We’ll look through the list and pick out the topics that are relevant. For example, we can see from the list that potential customers are comparing our toolset with our competitors’ (e.g., ahrefs vs semrush). Thus, we decided to create a comparison page that addresses all of these topics.

Decision

In this stage, Billy is close to buying. He’s eyeing our tool, looking at the list of features, hesitating on pricing, and taking our toolset for a spin.

If we’re creating content for this stage, we’re actually looking for topics related to our brand.

To do this, simply enter the brand name into Keywords Explorer and eyeball the list.

Matching terms report results

Now, if you’re a small brand, you may not find many keywords for your brand name. If so, take a look at your Google Search Console data for the things people are searching for that relate to your brand.

Finally, in this stage, people won’t always be using search engines to find the information they need. After all, they’ve likely decided on your brand and may simply be looking for that information on your website. Rather than focus too much on the keywords they’re searching for, look internally.

Scan your internal site search data, talk to your customer support and sales teams, and so on. Figure out what is holding the buyers back from clicking “buy” on your website. That is the content you need to create.

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”IMPORTANT”

While the process is pretty straightforward, using modifiers will usually leave many keywords on the table. Thus, it’s a good idea to look through keyword ideas that don’t contain any modifiers and consider whether they’re worth targeting.

You can do this by looking through the reports without using any modifiers.

For example, doing this shows us a few topics that we could potentially target, such as “seo course” and “seo checklist”—both of which do not contain any modifiers we’ve used thus far.

List of keywords

Recommended reading: Keyword Research: The Beginner’s Guide by Ahrefs

Step 3. Create content for each stage

Now that you have the topics for each stage of the buyer’s journey, it’s time to create content for them.

It is likely you’ll have to create different types of content for the different stages. For example, in the Awareness stage, buyers are looking for information, e.g., blog posts, videos, etc. Whereas for the Consideration stage, buyers are comparing, so they may be looking for category pages or comparison pages.

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The easiest way to figure out what kind of content you should create is to analyze the top-ranking pages for the three Cs of search intent.

1. Content type

Content types usually fall into one of five buckets: blog post, product, category, landing page, or video. For example, all the top-ranking pages for “how to increase blog traffic” are blog posts.

Google SERP of "how to increase blog traffic"

Whereas for “backlink checker,” they’re all landing pages.

Google SERP of "backlink checker"

2. Content format

This mostly applies to blog posts, which are usually how-tos, listicles, news articles, opinion pieces, or reviews. For example, the top-ranking results for “link building” are mostly guides:

Google SERP of "link building"

3. Content angle

This refers to the main selling point of the content. For example, people searching for “best SEO tools” want the results to be fresh:

Google SERP of "best seo tools"

Step 4. Add appropriate calls to action for each piece of content

If you’re creating “Awareness stage” content, it’s not useful to try and sell your product right away. After all, the buyer has only just discovered their problem and is at the stage of researching.

Instead, you should add calls to action (CTAs) that are appropriate for the next stage. (In this case, it’s Consideration.)

So, for example, rather than promote our pricing page or even the $7 trial to someone who’s just learning SEO, we can introduce our suite of free tools instead. That way, potential customers can get acquainted with what we do and how our tools work. Alternatively, we can encourage them to sign up for our newsletter to learn more about SEO.

If your content is for the Consideration stage, you may want to link to your trial or collect potential customers’ contact information so that your sales team can reach out.

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Final thoughts

While it may be presented as a linear stage model, the buyer’s journey never really works that way in real life.

Just think about your own behavior. Do you follow such a clean linear progression when buying something? Unless it’s an impulse buy, probably not. You probably bounce around each stage as you research, go about your day, hesitate, try stuff out, forget about it, research some more, etc.

While this model does ensure you’re creating content for each stage so that potential buyers can discover you, bear in mind that it is not perfect.

Any questions or comments? Let me know on Twitter.




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Google March 2024 Core Update Officially Completed A Week Ago

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Graphic depicting the Google logo with colorful segments on a blue circuit board background, accompanied by the text "Google March 2024 Core Update.

Google has officially completed its March 2024 Core Update, ending over a month of ranking volatility across the web.

However, Google didn’t confirm the rollout’s conclusion on its data anomaly page until April 26—a whole week after the update was completed on April 19.

Many in the SEO community had been speculating for days about whether the turbulent update had wrapped up.

The delayed transparency exemplifies Google’s communication issues with publishers and the need for clarity during core updates

Google March 2024 Core Update Timeline & Status

First announced on March 5, the core algorithm update is complete as of April 19. It took 45 days to complete.

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Unlike more routine core refreshes, Google warned this one was more complex.

Google’s documentation reads:

“As this is a complex update, the rollout may take up to a month. It’s likely there will be more fluctuations in rankings than with a regular core update, as different systems get fully updated and reinforce each other.”

The aftershocks were tangible, with some websites reporting losses of over 60% of their organic search traffic, according to data from industry observers.

The ripple effects also led to the deindexing of hundreds of sites that were allegedly violating Google’s guidelines.

Addressing Manipulation Attempts

In its official guidance, Google highlighted the criteria it looks for when targeting link spam and manipulation attempts:

  • Creating “low-value content” purely to garner manipulative links and inflate rankings.
  • Links intended to boost sites’ rankings artificially, including manipulative outgoing links.
  • The “repurposing” of expired domains with radically different content to game search visibility.

The updated guidelines warn:

“Any links that are intended to manipulate rankings in Google Search results may be considered link spam. This includes any behavior that manipulates links to your site or outgoing links from your site.”

John Mueller, a Search Advocate at Google, responded to the turbulence by advising publishers not to make rash changes while the core update was ongoing.

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However, he suggested sites could proactively fix issues like unnatural paid links.

Mueller stated on Reddit:

“If you have noticed things that are worth improving on your site, I’d go ahead and get things done. The idea is not to make changes just for search engines, right? Your users will be happy if you can make things better even if search engines haven’t updated their view of your site yet.”

Emphasizing Quality Over Links

The core update made notable changes to how Google ranks websites.

Most significantly, Google reduced the importance of links in determining a website’s ranking.

In contrast to the description of links as “an important factor in determining relevancy,” Google’s updated spam policies stripped away the “important” designation, simply calling links “a factor.”

This change aligns with Google’s Gary Illyes’ statements that links aren’t among the top three most influential ranking signals.

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Instead, Google is giving more weight to quality, credibility, and substantive content.

Consequently, long-running campaigns favoring low-quality link acquisition and keyword optimizations have been demoted.

With the update complete, SEOs and publishers are left to audit their strategies and websites to ensure alignment with Google’s new perspective on ranking.

Core Update Feedback

Google has opened a ranking feedback form related to this core update.

You can use this form until May 31 to provide feedback to Google’s Search team about any issues noticed after the core update.

While the feedback provided won’t be used to make changes for specific queries or websites, Google says it may help inform general improvements to its search ranking systems for future updates.

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Google also updated its help documentation on “Debugging drops in Google Search traffic” to help people understand ranking changes after a core update.


Featured Image: Rohit-Tripathi/Shutterstock

FAQ

After the update, what steps should websites take to align with Google’s new ranking criteria?

After Google’s March 2024 Core Update, websites should:

  • Improve the quality, trustworthiness, and depth of their website content.
  • Stop heavily focusing on getting as many links as possible and prioritize relevant, high-quality links instead.
  • Fix any shady or spam-like SEO tactics on their sites.
  • Carefully review their SEO strategies to ensure they follow Google’s new guidelines.

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Google Declares It The “Gemini Era” As Revenue Grows 15%

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A person holding a smartphone displaying the Google Gemini Era logo, with a blurred background of stock market charts.

Alphabet Inc., Google’s parent company, announced its first quarter 2024 financial results today.

While Google reported double-digit growth in key revenue areas, the focus was on its AI developments, dubbed the “Gemini era” by CEO Sundar Pichai.

The Numbers: 15% Revenue Growth, Operating Margins Expand

Alphabet reported Q1 revenues of $80.5 billion, a 15% increase year-over-year, exceeding Wall Street’s projections.

Net income was $23.7 billion, with diluted earnings per share of $1.89. Operating margins expanded to 32%, up from 25% in the prior year.

Ruth Porat, Alphabet’s President and CFO, stated:

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“Our strong financial results reflect revenue strength across the company and ongoing efforts to durably reengineer our cost base.”

Google’s core advertising units, such as Search and YouTube, drove growth. Google advertising revenues hit $61.7 billion for the quarter.

The Cloud division also maintained momentum, with revenues of $9.6 billion, up 28% year-over-year.

Pichai highlighted that YouTube and Cloud are expected to exit 2024 at a combined $100 billion annual revenue run rate.

Generative AI Integration in Search

Google experimented with AI-powered features in Search Labs before recently introducing AI overviews into the main search results page.

Regarding the gradual rollout, Pichai states:

“We are being measured in how we do this, focusing on areas where gen AI can improve the Search experience, while also prioritizing traffic to websites and merchants.”

Pichai reports that Google’s generative AI features have answered over a billion queries already:

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“We’ve already served billions of queries with our generative AI features. It’s enabling people to access new information, to ask questions in new ways, and to ask more complex questions.”

Google reports increased Search usage and user satisfaction among those interacting with the new AI overview results.

The company also highlighted its “Circle to Search” feature on Android, which allows users to circle objects on their screen or in videos to get instant AI-powered answers via Google Lens.

Reorganizing For The “Gemini Era”

As part of the AI roadmap, Alphabet is consolidating all teams building AI models under the Google DeepMind umbrella.

Pichai revealed that, through hardware and software improvements, the company has reduced machine costs associated with its generative AI search results by 80% over the past year.

He states:

“Our data centers are some of the most high-performing, secure, reliable and efficient in the world. We’ve developed new AI models and algorithms that are more than one hundred times more efficient than they were 18 months ago.

How Will Google Make Money With AI?

Alphabet sees opportunities to monetize AI through its advertising products, Cloud offerings, and subscription services.

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Google is integrating Gemini into ad products like Performance Max. The company’s Cloud division is bringing “the best of Google AI” to enterprise customers worldwide.

Google One, the company’s subscription service, surpassed 100 million paid subscribers in Q1 and introduced a new premium plan featuring advanced generative AI capabilities powered by Gemini models.

Future Outlook

Pichai outlined six key advantages positioning Alphabet to lead the “next wave of AI innovation”:

  1. Research leadership in AI breakthroughs like the multimodal Gemini model
  2. Robust AI infrastructure and custom TPU chips
  3. Integrating generative AI into Search to enhance the user experience
  4. A global product footprint reaching billions
  5. Streamlined teams and improved execution velocity
  6. Multiple revenue streams to monetize AI through advertising and cloud

With upcoming events like Google I/O and Google Marketing Live, the company is expected to share further updates on its AI initiatives and product roadmap.


Featured Image: Sergei Elagin/Shutterstock

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brightonSEO Live Blog

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brightonSEO Live Blog

Hello everyone. It’s April again, so I’m back in Brighton for another two days of sun, sea, and SEO!

Being the introvert I am, my idea of fun isn’t hanging around our booth all day explaining we’ve run out of t-shirts (seriously, you need to be fast if you want swag!). So I decided to do something useful and live-blog the event instead.

Follow below for talk takeaways and (very) mildly humorous commentary. 

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