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Buyer Intent Keywords Convert Better. Here’s How to Find Them

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Buyer Intent Keywords Convert Better. Here’s How to Find Them

Buyer intent keywords (or buyer keywords, high intent keywords) are search terms that suggest a user is ready to make a purchase in the near future. These users are not just browsing; they are looking for the final piece of information to make a buying decision.

Often, buyer intent keywords include words related to buying, deals, discounts, reviews, and comparisons. These keywords can suggest looking for directions to get a product or service, too.

Using buyer keywords for content optimization or advertising helps you reach people who are ready to make a purchase. They generally lead to higher conversion rates and a shorter buyer journey than other types of keywords (e.g. informational keywords).

High-intent keywords are often more competitive and expensive. Therefore, SEOs and marketers typically blend these with other types of keywords in their strategies, using a combination of SEO (search engine optimization) and Google Search Ads (often referred to as PPC).

For instance, some high-intent keywords have a high cost per click but a low keyword difficulty, making them more suitable for SEO than PPC.

In this article, you will learn how to find buyer intent keywords, how to choose the best ones from a long list of keyword ideas, and whether you should use SEO or PPC to pursue them.

Traditionally, SEOs sort buyer intent keywords into different groups. This grouping helps clarify differences between the keywords and makes organizing campaigns easier — if you’re new to the topic, this is something worth knowing.

Type Example Keywords
Transactional. Indicate that the user is ready to make a purchase or take a specific action, such as ordering or subscribing. order pizza, buy concert tickets, subscribe to fitness magazine
Commercial. Used by users who are researching products or services before making a purchase decision. best running shoes, high-performance laptops, top eco-friendly cars
Navigational. Used when a user is looking for a specific website or page. target weekly ad, wikipedia, prime login
Location-based. Used by users looking for businesses, services, or products in a specific geographical area.  dentist near me, vegan Brighton, co-working spaces in Warsaw
Long-tail. Get a small number of searches per month, tend to be longer and more specific.  best running shoes for cross country, budget-friendly home office chairs, tips for organic gardening in small spaces

The most reliable way to find buyer-intent keywords is to use an SEO tool that allows you to filter through SERP features like ads and product carousels.

These features suggest that Google recognizes the commercial intent behind a keyword and that advertisers also expect high conversion rates from these keywords. Also, you’ll be able to find keywords that don’t have the typical buyer intent modifiers.

To show you how the process works, I’ll be using Ahrefs’ Keywords Explorer. Additionally to SERP featues filter, it also has a SERP lookup function with an AI powered intent identification feature and CPC data which will come in handy when double checking on keywords.

  • Enter a few broad terms related to your business. You can ask AI for some suggestions.
Using AI for seed keywords in Ahrefs' Keywords Explorer Using AI for seed keywords in Ahrefs' Keywords Explorer
  • Go to Matching terms and set the SERP features fitler to: “On SERP”, “Top ads” or Shopping Ads (if you’re an e-commerce business). Hit Apply.
Matching terms report in Ahrefs Matching terms report in Ahrefs
  • Sort by ascending CPC to get keywords with a higher probability of high intent on top.
CPC data columnCPC data column
  • Look for the most relevant keywords to your business. Save them to a keyword list to make them accessible whenever you need them.
Adding keywords to a keyword list Adding keywords to a keyword list

To verify the intent behind a keyword, click on the SERP button and examine the purpose of the top-ranking pages. To make this easier, use the Identify Intents feature; ideally, most traffic should be coming to pages promoting products or services.

Identify intents feature Identify intents feature

If you’re in a new niche, chances are there won’t be too many advertisers for your keywords; the SERP features filter won’t be as effective. In this case, use typical modifier keywords and double-check search intent by analyzing the top-ranking pages.

Matching terms report Matching terms report

Here are some of the modifier words you can use: buy, order, sale, best price, best, top, review, alternatives, near me, open now, in [city name].

You can learn from your competitors’ strategies and attract some of their traffic by finding the high-intent keywords they rank for and bid on in Google Ads.

Here’s how to do it in Ahrefs.

  1. Open Ahrefs’ Site Explorer and enter your competitor’s domain.
  2. Open Organic keywords report.
  3. Set the SERP features fitler to: “On SERP”, “Top ads” or Shopping Ads (if you’re an e-commerce business). Hit Apply.
Organic keywords report in Ahrefs' Site Explorer Organic keywords report in Ahrefs' Site Explorer

From there, you’ll be looking for the same signs of relevance and commercial intent as we did in the previous section. Sorting by CPC will again reveal keywords more likely to have buying intent.

And if you want to spy on your competitors paid keywords, you can use Paid keywords report in the same tool.

Paid keywords report in Ahefs' Site Explorer Paid keywords report in Ahefs' Site Explorer

But this time, make sure you’re looking into the right country. Your competitors might be running ads in various markets with different keyword cost per click.

Country filter in Paid keywords report Country filter in Paid keywords report

Choosing the right buyer keywords for your website is a balancing act of four factors:

  • Traffic potential: how many clicks can a given keyword generate.
  • Conversion potential: how likely visitors generated from a keyword will become customers.
  • Keyword difficulty: how many backlinks from unique websites will it take to rank in the top 10.
  • Cost per click: how much each click will cost you.

Here are some strategies you can use to solve this.

Prioritize conversion potential

Focus on keywords that are most likely to convert into sales or leads, even if they have moderate traffic or high cost.

Suppose you run an online store selling kitchen appliances. A keyword like “buy stainless steel blender online” may not have the highest search volume compared to more generic terms like “blenders.” However, it has a high conversion potential because users searching for this term are likely ready to make a purchase.

Even if this keyword is moderately trafficked or more expensive to target, the focus on ready-to-buy customers can lead to a higher return on investment.

Assign scores and choose the keywords with the highest totals

To automate the scoring process you can use ChatGPT. It can take any keyword list with data in these categories and map the data to a scoring system.

ChatGPT used to score keywords ChatGPT used to score keywords

Here’s the prompt you can use:

I have a list of keywords for my website, along with data on search volume, keyword difficulty, and cost per click. I’d like to score these keywords based on four categories: Traffic Potential, Conversion Potential, Keyword Difficulty, and Cost per Click.

Take advantage of the long-tail keywords

Target keywords that have high conversion potential but lower competition and cost.

A travel agency could focus on long-tail keywords like “affordable family vacation packages in Europe.” This keyword is specific and less competitive than broader terms like “European vacations.” While it may attract fewer searches, the users who do search for it are likely looking for exactly what the agency offers, thus having a higher likelihood of conversion.

Fill the competitive gap

Identify keywords that your competitors rank for, but you don’t. You can do this easily with a tool like Ahrefs’ Competitive Analysis. All you have to do is to plug in your and your competitors’ domain.

Competitive Analysis tool in Ahrefs Competitive Analysis tool in Ahrefs

For example, a keyword we could consider is “conversion rate optimization” since it’s in the digital marketing domain and we don’t rank for it at all.

Example keyword from a competitive gap analysis. Example keyword from a competitive gap analysis.

Should you target buyer intent keywords with SEO or PPC?

Once you pick your keywords, you need to decide whether to target them using SEO, Google PPC, or even both.

So, on one hand, you have developing SEO content and building links to rank. On the other, writing some ad copy, developing a landing page (if you don’t have one), and setting aside some budget for Google’s auction process. This table will help you choose the best strategy.

Choose PPC Choose SEO
You’re promoting a limited-time offer, event, or launching a product. Keywords are too expensive.
You need immediate, short-term results. Your niche is restricted.
Hyper-competitive SERPs (search engine result pages) will make it hard to rank (i.e. lots of effort on content, lots of quality backlinks).  You have a limited budget and prefer to invest time and resources rather than continuous ad spend. You want to reduce dependency on paid ads in the long run.
You want to test different keywords, ad copies, or landing pages to gather data and insights. You’re building an affiliate site. SEO is essentially free traffic, which increases the ROI of your site. 
The traffic potential for the keyword doesn’t justify creating dedicated SEO content. So, you can use ads to drive traffic to similar content.  You aim to establish your website as an authority in your industry through high-quality content and backlinks. That said, you can still use PPC to amplify your best content. 
You want to add some long-tail keywords to your SEO content. Sometimes ranking for all relevant secondary keywords takes too much effort and gives only temporary results. 

Can you use both at the same time? Absolutely, and it’s actually a smart strategy. This approach allows you to appear in multiple positions on the SERPs, increasing your chances of getting clicks. Additionally, it reduces the likelihood that your competitors will receive clicks.

To illustrate, here are some of the keywords HubSpot ranks for organically but pays for, as well (the yellow line is paid traffic, blue is organic).

Example of keywords targeted by SEO and PPC.Example of keywords targeted by SEO and PPC.

Final thoughts

Buyer intent keywords typically convert better, but it would be a mistake to focus solely on them in your search engine marketing strategy. Targeting early-stage searchers will help you build brand awareness, increase website traffic, and guide your audience through their decision-making process.

Additionally, these keywords can sometimes lead directly to conversions, as some users may be more ready to buy than they initially appear. You can find out more about keyword research in our beginner’s guide.

Got questions or comments? Ping me on LinkedIn.

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Google Gives 5 SEO Insights On Google Trends

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Google provides 5 insights about their Trends Tool and SEO

Google published a video that disclosed five insights about Google Trends that could be helpful for SEO, topic research and debugging issues with search rankings. The video was hosted by Daniel Waisberg, a Search Advocate at Google.

1. What Does Google Trends Offer?

Google Trends is an official tool created by Google that shows a representation of how often people search with certain keyword phrases and how those searches have changed over time. It’s not only helpful for discovering time-based changes in search queries but it also segments queries by geographic popularity which is useful for learning who to focus content for (or even to learn what geographic areas may be best to get links from).

This kind of information is invaluable for debugging why a site may have issues with organic traffic as it can show seasonal and consumer trends.

2. Google Trends Only Uses A Sample Of Data

An important fact about Google Trends that Waisberg shared is that the data that Google Trends reports on is based on a statistically significant but random sample of actual search queries.

He said:

“Google Trends is a tool that provides a random sample of aggregated, anonymized and categorized Google searches.”

This does not mean that the data is less accurate. The phrase statistically significant means that the data is representative of the actual search queries.

The reason Google uses a sample is that they have an enormous amount of data and it’s simply faster to work with samples that are representative of actual trends.

3. Google Cleans Noise In The Trends Data

Daniel Waisberg also said that Google cleans the data to remove noise and data that relates to user privacy.

“The search query data is processed to remove noise in the data and also to remove anything that might compromise a user’s privacy.”

An example of private data that is removed is the full names of people. An example of “noise” in the data are search queries made by the same person over and over, using the example of a trivial search for how to boil eggs that a person makes every morning.

That last one, about people repeating a search query is interesting because back in the early days of SEO, before Google Trends existed, SEOs used a public keyword volume tool by Overture (owned by Yahoo). Some SEOs poisoned the data by making thousands of searches for keyword phrases that were rarely queried by users, inflating the query volume, so that competitors would focus on optimizing on the useless keywords.

4. Google Normalizes Google Trends Data?

Google doesn’t show actual search query volume like a million queries per day for one query and 200,000 queries per day for another. Instead Google will select the point where a keyword phrase is searched the most and use that as the 100% mark and then adjust the Google Trends graph to percentages that are relative to that high point. So if the most searches a query gets in a day is 1 million, then a day in which it gets searched 500,000 times will be represented on the graph as 50%. This is what it means that Google Trends data is normalized.

5. Explore Search Queries And Topics

SEOs have focused on optimizing for keywords for over 25 years. But Google has long moved beyond keywords and has been labeling documents by the topics and even by queries they are relevant to (which also relates more to topics than keywords).

That’s why in my opinion one of the most useful offerings is the ability to explore the topic that’s related to the entity of the search query. Exploring the topic shows the query volume of all the related keywords.

The “explore by topic” tool arguably offers a more accurate idea of how popular a topic is, which is important because Google’s algorithms, machine learning systems, and AI models create representations of content at the sentence, paragraph and document level, representations that correspond to topics. I believe that’s what is one of the things referred to when Googlers talk about Core Topicality Systems.

Waisberg explained:

“Now, back to the Explore page. You’ll notice that, sometimes, in addition to a search term, you get an option to choose a topic. For example, when you type “cappuccino,” you can choose either the search term exactly matching “cappuccino” or the “cappuccino coffee drink” topic, which is the group of search terms that relate to that entity. These will include the exact term as well as misspellings. The topic also includes acronyms, and it covers all languages, which can be very useful, especially when looking at global data.

Using topics, you also avoid including terms that are unrelated to your interests. For example, if you’re looking at the trends for the company Alphabet, you might want to choose the Alphabet Inc company topic. If you just type “alphabet,” the trends will also include a lot of other meanings, as you can see in this example.”

Related: 12 Ways to Use Google Trends

The Big Picture

One of the interesting facts revealed in this video is that Google isn’t showing normalized actual search trends, that it’s showing a normalized “statistically significant” sample of the actual search trends. A statistically significant sample is one in which random chance is not a factor and thus represents the actual search trends.

The other noteworthy takeaway is the reminder that Google Trends is useful for exploring topics, which in my opinion is far more useful than Google Suggest and People Also Ask (PAA) data.

I have seen evidence that slavish optimization with Google Suggest and PAA data can make a website appear to be optimizing for search engines and not for people, which is something that Google explicitly cautions against. Those who were hit by the recent Google Updates should think hard about the implications of what their SEO practices in relation to keywords.

Exploring and optimizing with topics won’t behind statistical footprints of optimizing for search engines because the authenticity of content based on topics will always shine through.

Watch the Google Trends video:

Intro to Google Trends data

Featured Image by Shutterstock/Luis Molinero

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Facebook Attracts Gen Z Users While TikTok’s Boomer Audience Grows

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Facebook Attracts Gen Z Users While TikTok's Boomer Audience Grows

According to a recent report by eMarketer, Facebook is experiencing a resurgence among Gen Z users, while TikTok is gaining traction with baby boomers.

Despite these shifts, both platforms maintain a stable core user base.

Facebook’s Gen Z Renaissance

Facebook’s seeing unexpected Gen Z growth despite overall decline. U.S. Gen Z users are projected to increase from 49.0% (33.9M) in 2024 to 56.9% (40.5M) by 2028.

Key drivers:

  1. Utility: Event planning, niche groups, and Marketplace appeal to younger users.
  2. Demo shift: ~36% of Gen Z are still under 18, many just entering the social media space.

E-commerce potential strong: 75.0% of Gen Z Facebook users (15-26) bought on Marketplace last year.

However, Gen Z still trails Gen X and millennials in user numbers and time spent on the platform. Interestingly, time on Facebook is decreasing for users under 55, suggesting a shift in how younger generations interact with the platform.

TikTok’s Boomer Boom

TikTok’s Gen Z market is saturated, but it’s seeing surprising growth among boomers.

Projections show a 10.5% increase in U.S. boomer users next year, from 8.7M to 9.7M.

This modest uptick underscores TikTok’s accessibility and its appeal to older adults who want to stay culturally relevant and connected with younger relatives.

While boomers are the fastest-growing demographic, TikTok adoption rates are rising steadily across all generations, indicating the platform’s broad appeal.

Shifting Social Media Landscape

Facebook use continues to decrease across all generations except Gen Z, highlighting the platform’s evolving role in the social media ecosystem.

This trend, coupled with TikTok’s growth among older users, suggests a blurring of generational lines in social media usage. Platforms that can adapt to changing user demographics while maintaining their core appeal will be best positioned for long-term success.

Implications For Marketers

Platforms and users are constantly changing. Brands must adapt or risk losing ground to competitors.

TikTok’s boomer growth opens up new avenues for brands targeting older demographics, but marketers should be mindful of the platform’s primarily young user base.

For Facebook marketers, the growing Gen Z user base presents new opportunities, especially in e-commerce via Marketplace. However, decreasing time spent on the platform means content needs to be more engaging and targeted.

Action items:

  1. Audit strategy: Check content appeal across age groups and platforms.
  2. Diversify: Create multi-faceted strategies for different demographics while maintaining brand identity.
  3. Leverage analytics: Track engagement by age group and adjust tactics.
  4. Test and optimize: Experiment with content formats and messaging for each platform.
  5. Stay current: Follow platform updates and demographic trends.

Stay flexible and update strategies as user demographics and preferences change.

Brands that can reach across generations while respecting platform-specific norms will likely see the most success in this changing landscape.


Screenshot from: Halfpoint/Shutterstock

 

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Google Confirms Robots.txt Can’t Prevent Unauthorized Access

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Google Confirms Robots.txt Can't Prevent Unauthorized Access

Google’s Gary Illyes confirmed a common observation that robots.txt has limited control over unauthorized access by crawlers. Gary then offered an overview of access controls that all SEOs and website owners should know.

Common Argument About Robots.txt

Seems like any time the topic of Robots.txt comes up there’s always that one person who has to point out that it can’t block all crawlers.

Gary agreed with that point:

“robots.txt can’t prevent unauthorized access to content”, a common argument popping up in discussions about robots.txt nowadays; yes, I paraphrased. This claim is true, however I don’t think anyone familiar with robots.txt has claimed otherwise.”

Next he took a deep dive on deconstructing what blocking crawlers really means. He framed the process of blocking crawlers as choosing a solution that inherently controls or cedes control to a website. He framed it as a request for access (browser or crawler) and the server responding in multiple ways.

He listed examples of control:

  • A robots.txt (leaves it up to the crawler to decide whether or not to crawl).
  • Firewalls (WAF aka web application firewall – firewall controls access)
  • Password protection

Here are his remarks:

“If you need access authorization, you need something that authenticates the requestor and then controls access. Firewalls may do the authentication based on IP, your web server based on credentials handed to HTTP Auth or a certificate to its SSL/TLS client, or your CMS based on a username and a password, and then a 1P cookie.

There’s always some piece of information that the requestor passes to a network component that will allow that component to identify the requestor and control its access to a resource. robots.txt, or any other file hosting directives for that matter, hands the decision of accessing a resource to the requestor which may not be what you want. These files are more like those annoying lane control stanchions at airports that everyone wants to just barge through, but they don’t.

There’s a place for stanchions, but there’s also a place for blast doors and irises over your Stargate.

TL;DR: don’t think of robots.txt (or other files hosting directives) as a form of access authorization, use the proper tools for that for there are plenty.”

Use The Proper Tools To Control Bots

There are many ways to block scrapers, hacker bots, search crawlers, visits from AI user agents and search crawlers. Aside from blocking search crawlers, a firewall of some type is a good solution because they can block by behavior (like crawl rate), IP address, user agent, and country, among many other ways. Typical solutions can be at the server level with something like Fail2Ban, cloud based like Cloudflare WAF, or as a WordPress security plugin like Wordfence.

Read Gary Illyes post on LinkedIn:

robots.txt can’t prevent unauthorized access to content

Featured Image by Shutterstock/Ollyy

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