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An important question to answer when creating or revising a Web site is "What are the goals of this site?" because the answer will drive your Web site design and marketing decisions.
In Part 1, Understand the Decision Making Process, I took a look at understanding your site visitors' decision making process and providing them with the right information, thus converting more visitors to purchasers.
Here in Part 2 I will present some tips for attracting targeted Web site traffic and ideas for profiting through information sites.
Attracting Targeted Traffic to a Sales Web Site
In Part 1, Karon Thackston explained the multi-step buying decision and why many of your visitors may not yet be ready to purchase. If you own a sales site, those early in the decision process are not likely to buy from you.
There are ways, however, you can attract better targeted visitors to your site (i.e. Web site traffic composed of more people approaching the purchase stage). One way is to have a presence on information sites that attract visitors in your targeted audience. This because on the information sites visitors are gathering information and evaluating options. In other words, they are preparing to make a purchase.
Michelle Horstman, owner of Choice Promotional Products, www.choicepromotionalproducts.com, says, "I do get hits from advertising on 'informative' sites such as www.barmitzvahfindit.com, where they have a vendor area."
For those on a limited budget, Michelle suggests purchasing advertising on sites that participate in pay-per-click programs like Overture or Google AdWords.
"When you list with Google and others on your own, you may have to pay more than your ROI would justify." She explains. "However, when you advertise with an informational site, that site can afford to pay more for the clicks, since they are supported by multiple vendors/advertisers. Ask the site if they'll offer a trial period so you can see how much traffic it is producing."
Targeted Web Site Traffic for Information Sites
If you run an information site, the majority of your Web site traffic will be interested in researching the subject, too early in the decision process to purchase. So how can you both attract targeted Web site traffic (i.e. visitors in the early decision stages) *and* earn revenue?
You can attract information seekers by structuring each page in your Web site so it gives information on a specific topic. This expands the list of key words through which searchers might find your site.
Other ways to earn revenue from traffic to an information Web site:
- Initiate the two step process James Maduk explains in Part 1.
- Participate in a few select affiliate programs, which you can promote on topic-specific pages in your Web site.
- Join a targeted advertising network such as Google's AdSense.
- Sell your own advertising space.
In any case, targeting Web site traffic in the "right" decision making stage creates a win-win situation. Your visitors find the information they need and you profit - through sales, advertising, or affiliate revenue - by meeting those needs.
About the Author
Bobette Kyle draws upon 10+ years of Marketing/Executive experience, Marketing MBA, and online marketing research in her writing. She is creator of Take-Payments-Online.com, an information site about ecommerce web site options - including online and Internet merchant accounts, how to accept credit cards online, fees to expect, and more. Bobette is also proprietor of the Web Site Marketing Plan Network, http://www.websitemarketingplan.com .
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