Monthly Archives: August 2023

Understanding customer intention translates to more sales

Posted on by
Reply

Intention is key to understanding your customer's journey

There’s a marketing strategy called Jobs to be Done that goes beyond personas. A quick understanding of Jobs to be Done is that the same person may have different needs depending on what job they are trying to get done. An example is a person who chooses a fancy pizza restaurant for a date night with a spouse but chooses a quick-serve pizza restaurant when they need to get a meal for their kid’s team. Though in both instances they chose pizza, they didn’t buy it from the same place. 

Personas are a general idea of the person most likely to buy your product. Usually, the more niche your product is, the better personas will work. Except… yeah, all those exceptions. Starting with personas is just good marketing, but understanding your customers’ intentions will get you much closer to creating an experience they will return for. 

Why did they come to your site?

It’s easy to fall into the mindset of “I sell shirts. They wanted a shirt. That’s why they came to my site.” While true, it doesn’t get to any nuance that will reinforce branding or encourage a return visit. Why customers come to your site is a profound question. Did they experience your brand previously and are looking forward to continuing the relationship? Are they new and just taking a peek? Are they killing time, but would make a purchase if something caught their eye? Do they have something special in mind? Did a friend send them? Did an ad send them? Are they looking for a gift? Are they shopping for themselves?

Animated gif showing a laptop that displays Stylaquin's Look Book Feature

Does Your Site Do This?

It can with Stylaquin! Stylaquin is the easy to add Shopify app that transforms your website. Stylaquin makes shopping faster, more engaging, and more fun. Stylaquin shoppers stay longer, view over 85% more products, come back more often, and buy more when they do. Find us in the Shopify App Store.

Learn More

How do you determine intention?

When I first came up with the idea for Stylaquin, I saw it as a way to improve the online shopping experience, which was perfect for customers who already knew what they wanted, but not for customers who were interested in browsing and discovery. That basic structure hasn’t changed in 20 years. As I reviewed the data from shoppers engaging with Stylaquin, I realized that browsing and exploring were super helpful in unlocking intention. The insights panel in Stylaquin shows the most purchased items and the most abandoned items for all purchases, but for shoppers who use Stylaquin, it also shows the most viewed items and the most saved items. That’s where you start to see a more nuanced look at intention. Are your customers browsing or buying? Are they looking at two items, or twenty? Did they add something to the cart and keep shopping, or did they leave?

Back when I worked for L.L. Bean, the catalog started the purchase journey. Now it could also be a Facebook ad, Instagram post, TikTok challenge, YouTube video, Pinterest board, or a slew of online mentions and touch points. Online shopping has transformed from an online order-taking experience to part of a much larger ecosystem of online experiences and offerings. The question we should be asking is: if a customer sees something that they like enough to explore, why do websites focus on navigation, but never on browsing and exploration? When we see the delight and discovery social media brings to online shopping, why aren’t we working to incorporate it into the structure of our websites?

Customer journeys of discovery

How many times have you gone to a website with the intention of buying a specific item, say a gift, and ended up finding something for yourself? Happens all the time. The more items customers look at, the more likely they are to make a purchase. One of the reasons Stylaquin gets such great results is shoppers view 180% more items than non-Stylaquin shoppers. Discovery leads to sales. Engagement leads to sales. Browsing leads to sales. Companies are spending staggering amounts of money on creating fun and engaging experiences outside their websites. It’s time to start looking at the actual shopping experience as a source of engagement. A customer’s intention might be to buy a specific item when they arrive, but they’ll come back if they have a good experience. Stylaquin shoppers come back 25% more often, and buy more when they do because they had a fun experience shopping.

AI is going to destroy keyword SEO

Posted on by
3

AI built websites are going to destroy keyword SEO

Here’s a bold prediction about how AI will change SEO: engagement is going to become the single most important metric in determining your website’s Google rank, and it’s going to happen a lot sooner than you think. I read an article by tech thought leader, Om Malik, titled AI & Internet’s existential crisis. The threat he pointed out is that AI can create almost infinite websites with SEO designed to rank well with Google and other search engines in less time than it takes a person to come up with a good keyword strategy. Remember content farms that were only limited by the number of humans they could find to create cheap content? Now there’s no longer a limiting human factor. The sites that use AI to manage SEO will outperform the sites that are created by humans. The proliferation of machine-made sites, linking and amplifying each other in an ever-expanding web of SEO keyword goop will inevitably muddy the waters of the internet to the point that keywords, and even content itself, can no longer be trusted as the best way to direct searchers. Wow. That’s going to make online marketing even harder. It will look like what happened to email marketing—only it will happen in months, not years.

So what’s the pushback?

What will the search engines do when faced with a tsunami of content? Well, Google recently limited the content crawled on websites and started favoring new content. That means the AI content bots will adjust and start refreshing content more often. AI can iterate on one top-ranking piece of content infinitely. Every time search engines defend against an AI strategy to beat the algorithm, AI sites are going to come up with new strategies. It’s going to be a never-ending whack-a-mole game at mind-boggling speeds. The Google and Bing bots are going to be using AI to detect AI content. AI-generated sites are going to be constantly adjusting to stay ahead of the algorithm. But, wait. STOP! If all the legitimate sites are using AI too, how will the search engines sift through all the churn and clutter to determine where to send searchers? 

Animated gif showing a laptop that displays Stylaquin's Look Book Feature

Does Your Site Do This?

It can with Stylaquin! Stylaquin is the easy to add Shopify app that transforms your website. Stylaquin makes shopping faster, more engaging, and more fun. Stylaquin shoppers stay longer, view over 85% more products, come back more often, and buy more when they do. Find us in the Shopify App Store.

Learn More

Searchers not bots

Remember, Google’s #1 success metric is how happy searchers are with the results provided. Google’s job is to make people happy by finding the best website, or information, to answer the searcher’s query. Without reliable keywords and unique content, how will the search engines determine which sites to send searchers to if there are umpteen million of them all looking remarkably the same? More importantly to you—how will you get the search engines to send searchers to your website?

What about ads?

You can, and probably will, spend a ton more money on advertising. But even ad spend is directly linked to your site’s SEO rank. So how do you outsmart AI and also make nice with the search engines?

Change is coming!

That’s where my bold prediction comes in. I think the most likely answer is going to be a huge shift in the importance of customer engagement as a key SEO metric. Customer engagement may well become the most important metric used by search engines to rank websites. Think about it for a minute. Customer engagement is the hardest metric to fake. Engagement tracks events, the things shoppers do on your site. Getting shoppers to engage with your website, look at more products, click on more things, play with more things, and return to your site more often is the only way to improve your engagement score. AI can’t help with that. You can’t fake real people having fun and participating in an experience of discovery. But you can make a website more fun to shop, more interesting, more memorable, and more likely to get return visitors. The easiest way to increase engagement is simply by adding Stylaquin to your website. If you’re a Shopify store and haven’t taken a few minutes to check out how Stylaquin get’s shoppers to view 180% more products, stay 70% longer, and come back 25% more often, now might be a good time watch the video below and visit the Shopify App Store. If you’re not on Shopify, give us a call, or join our waiting list.

Whatever strategy you use to create more customer engagement on your site, be creative, have fun, and don’t lose sight of the simple truth that you can’t out-iterate AI, but you can be way more fun to spend time with. As humans, we all seek out fun things, and happily go back to the things we enjoyed doing. The best engagement strategy is to be the website that’s the most fun to shop!

 P.S. If you’d like to learn more about increasing engagement here’s a blog post on How to Increase Engagement Without Spending a Fortune.