How SEO Impacts the Ecommerce Sales Funnel

How SEO Impacts the Ecommerce Sales Funnel

December 17, 2017 2:28 pm

Ecommerce entrepreneurs spend lots of time fascinated by the gross sales funnel. Search engine marketing performs a serious position in filling that funnel on the numerous levels.

Search engine optimization greatly impacts the traditional AIDA sales funnel — awareness, interest, desire, action.

Search engine marketing tremendously impacts the normal AIDA gross sales funnel — consciousness, curiosity, want, motion.

In combination, we will take a look at sure kinds of key phrase searches that focus on content material at totally different levels of the funnel. Some key phrase varieties are higher at consciousness constructing for many searchers, whereas different key phrases sign an intent to buy.

Relying on the consumer, it’s potential that a single seek for a selected phrase might set off each stage of the funnel directly, from consciousness to motion. That is very true of searches for a selected product, the place the buyer has already finished her homework and is aware of precisely what she needs to buy, however not the place. In that case, the steps of the funnel apply to not the product however to the ecommerce website.

For search engine optimisation, the secret is the place in that gross sales course of you intercept a client as she’s looking.


Consciousness is the obvious stage of the funnel for web optimization to play a task in. Searchers need one thing. They ask Google or one other search engine to generate related websites. The search outcomes are typically consumers’ first publicity to your website. They could have by no means heard of your organization earlier than. That preliminary and very temporary introduction is your first shot at seeding consciousness.

It’s necessary to satisfy searchers the place they're within the journey. On the consciousness stage, they need info. The key phrases that buyers use to look are your entry into their consciousness.

At this part, we have to goal informational, instructional, or common product class key phrases to make that important first introduction to searchers.

For instance, a client might want “presents for males who've all the things,” “methods to construct a retaining wall,” or “males’s footwear.” That’s a wide selection of key phrases. However all of them are informational, instructional, or associated to the overall product class. For any of those key phrases, an ecommerce website might meet a prospect for the primary time, producing consciousness of its model or product.

Consciousness-constructing key phrases can spawn different consciousness key phrases because the searcher swirls across the mouth of the funnel earlier than dropping right down to the subsequent stage. For instance, “presents for males who've the whole lot” might simply set off a categorical product search, akin to “tech presents.”

With product class searches, your home page or main class pages will earn the majority of the visitors. For the informational and academic searches, particular content material pages shall be required. Don’t anticipate to draw these searches with the identical pages that promote merchandise. The varieties of content material required for every are totally different.

Some web optimization professionals would disagree with my categorization of longer phrases as consciousness turbines. It’s a standard apply to make use of the variety of phrases in a key term as a measure of its location within the funnel, with the shorter phrases on the prime of the funnel and the longer ones driving motion on the backside.

I disagree with this characterization, nevertheless, as a result of lengthy-tail informational and academic key phrase phrases suggest no transactional intent. Somebody who needs to seek out “presents for males who've every little thing” — and there are an astounding three.5 million of these searches in December within the U.S. based on the Google Key phrase Planner — might be on the lookout for a present information to purchase one thing as-but unknown, not a selected product to buy. The phrase implies intent to buy a present at a while, however not at this exact second.

Curiosity and Want

Nevertheless, consciousness isn't the one position of search engine optimisation. You may as well intercept searchers and draw them into your website in the midst of the funnel. Within the AIDA mannequin — consciousness, curiosity, want, motion — search entrepreneurs typically clump curiosity and want collectively as a result of it’s troublesome to differentiate between the 2 when it comes to the key phrases used.

These key phrases are typically barely longer and extra particular than consciousness-driving key phrases. However that’s not all the time the case. Searchers may add a modifier, similar to a measurement, colour, or model.

For instance, an consciousness degree seek for “males’s footwear” might set off curiosity-want searches for “Steve Madden males’s footwear.” That phrase signifies that the consumer is narrowing in on a purchase order, however isn’t fairly able to buy a selected pair of Steve Madden footwear. Searches that include the phrase “critiques” additionally suggest curiosity or want.


Key phrases with particular product names, numbers, or attributes sign want to buy. These searchers know what they need, simply not the place they’re going to purchase it. They could be narrowing in on one of the best website to purchase from, or they could have seen the product in a brick-and-mortar retailer.

For instance, motion-oriented key phrases might embrace product varieties with a number of parameters like “Steve Madden males’s boots zipper” or “Steve Madden males’s gown boots.”

Motion-oriented key phrases are engaging as a result of they're the more than likely to supply a sale. However they’re additionally troublesome to optimize manually as a result of there are such a lot of of them. Who would have thought to optimize for “Steve Madden males’s boots zipper”? Searches like these could be focused at scale in a few methods: by means of an extended-tail filtered search technique or by means of extremely optimized product pages that include many product particulars.

Figuring out which key phrases sit at which ranges of the funnel is subjective and relative. It’s subjective in that the identical one hundred key phrases might apply to totally different classes. And it’s relative in that an consciousness-driver on one website might be an motion-driver for an additional, relying on the enterprise mannequin.

However make a begin. Don’t fear about how another person would do it. Take your key phrase analysis and description the key phrase areas that make sense for your corporation. Align these key phrases with the three areas of the funnel that web optimization can drive visitors to. After which ensure you have content material that fills the wants of every of these areas.

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