致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

关键词是搜索引擎优化(SEO)的指南针,能帮卖家了解市场动向、需求、竞争对手情况等,并带来更多的搜索流量。

那么营销人员到底要如何对付实用又让人头疼不已的关键词呢?

针对这个问题,本文从特殊的角度介绍如何通过发现顾客高度关注的话题,来挖掘关键词:

1、关键词研究从何开始

许多人的关键词研究是从Google Keyword Planner(谷歌关键词工具,简称GKP)这些关键词工具开始的,但其实这犯了一个错误!

为什么呢?GKP向你展示的是所有与你输入词汇相关的词,缺少可拓展的新思路。就好比当提起“basketball”(篮球)时,人们脑海里会自然冒出NBA、迈克尔•乔丹这些词。

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

但如果你在GKP中输入 “basketball”,只会出现以下这些词(如下图):

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

没有一个是人们通常会想到的。

GKP很少会展示那些与你销售的产品密切相关,但与你搜索的关键词没有直接关系的关键字,而通常这些关键词才是拉动流量的关键。

在你利用GKP之前,你需要学会缩小搜索范围,找到一些利基主题,通过这些主题找到的关键词更高效。

这时,你可能会问:“如何快速找到利基主题,那是什么?”

利基主题即你的目标客户感兴趣的话题,它不是一个特定的关键字。

假设你正在销售篮球框(basketball hoop),使用GKP搜索“basketball hoop”,它仅会向你呈现下图这些非常相关的词语:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

虽然其中一些关键词非常适合你的业务,但大多数都缺乏竞争力。

但如果你从利基主题入手,思考想买篮筐的消费者可能搜索的主题。例如提到篮球框可能想到的问题,它们包括:

(1)罚球有什么要领?

(2)如何扣篮?

(3)如何加入学院篮球队?

(4)怎么快速提高垂直跳?

这些问题都与你的业务密切相关,归属于某个单独的利基主题。例如“罚球有什么要领”这个问题就归属于“罚球命中率”这个利基主题。

这些利基主题可能涉及10个或更多的关键词,但其中一般只会有2到5个能给你带来搜索。

此外,因为单个的利基主题总结的关键词太过单薄,你需要创建一个利基主题列表,找出各类最热门关键词。

如何创建自己的利基主题列表?

为了找出目标客户可能在谷歌中搜索的所有相关利基主题,你需要至少想出5个利基主题。

以上述的篮球框业务为例,可以列出以下利基主题:

(1)如何打好三分球?

(2)运球训练

(3)运动员营养配比

(4)如何提高垂直跳

(5)篮球鞋。

如果你烦恼于找不到利基主题,那么你可以从以下几个维度入手:

1、买家角色

从购买者的角色入手,是识别潜在客户关心的利基话题的一个简单方法。

关于购买者的角色,你需要确定他们的性别、年龄、收入、爱好和兴趣、他们期望的东西等。

根据业务不同,你可能有很多不同角色的买家,以篮球框业务为例,买家可能是篮球运动员、孩子父母等。

你可以将每个角色的信息做成PPT(如下图),非常直观:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

2、论坛

论坛集合了关注各类焦点事件、产品的买家。

利用谷歌搜索,是寻找目标客户聚集论坛的最佳方式。举篮球框业务为例,你可以直接在谷歌中输入“basketball forums”(篮球论坛)进行搜索:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

一旦你找到了某个论坛,注意论坛是如何分组的,每个小组都可以成为一个利基话题:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

为了找到目标客户所在的利基主题,你可以查看论坛上的一些主题帖。

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

将你发现的有价值的利基主题添加到列表中。

3、维基百科目录

维基百科在利基主题挖掘方面的突出作用常常被忽略。

具体操作如下:

(1)进入维基百科,输入你的广泛匹配关键词,会看到与广泛匹配关键词相关的广泛话题:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

(2)点击页面中的“contents ”(目录)

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

(3)查看页面中的分点,其中可能就有你一直没有留意的利基话题。

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

(4)你还可以查看页面中的一些内链,里面还会有一些相关内容:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

(5)单击内链时,弹出页面中可能有更利基的主题,可以添加到你的列表中:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

通过这个方式,篮球框业务可以找到以下三个话题: Types of rebounds(篮板类型)、Boxing out(篮板球)、Notable NBA rebounders(NBA知名篮板球高手)。

4、Reddit(娱乐、社交及新闻网站)

你的目标观众可能会浏览Reddit,这意味你可能利用Reddit找到大量的利基话题。

具体操作如下:

假设你经营一个出售有机狗粮的网站,你可以到Reddit上搜索你的目标受众可能关注的、与你的产品相关的广泛话题(如下图):

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

然后,选择你的受众可能关注的子页面(subreddit):

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

留意拥有很多评论的主题帖:

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

通过这次操作,“dog food allergies ”(狗狗过敏的食物)这一主题就可以加入你的利基主题列表中了。

如此反复,你可以找到许多小话题。

在你已经列出了利基话题列表后,是时候进入下一点——关键词:

将这些话题放入关键词工具中,会产生许多关键词。

大多数人根据关键词的重要程度,将关键词分为三类:首要关键词、主题关键词和长尾关键词。

致卖家:还在用关键词搜索工具?这儿有一份关键词挖掘指南

1、首要关键词:通常是具有大量的搜索量和竞争对手的单个字词(如保险、维他命等词)。

2、主题关键词:通常由2到3个词组成,搜索量不错(每个月至少有2000的搜索),比首要关键词更具体(如“人寿保险”或“在线订购维生素”等)。这些词的竞争力不如首要关键词,但仍然具有很强的竞争力。

3、长尾关键词:这类词非常具体,通常有4个以上词组成(如 “老年人负担得起的人寿保险”和“网购维生素D胶囊”等)。这些词单独存在搜索量不大,每月100到1000的搜索量),但加在一起能够产生吸引大量在线搜索。

建议你把大部分精力放在主体关键词和长尾关键词上。毕竟首要关键词竞争力太大,而且转化率并不一定那么好。

*以上内容属作者个人观点,不代表赢商荟立场!如有侵权,请联系我们。

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