I recently received a question from Tracey.
And I quote:
You and Dixie are so cool. Hoping to learn a lot from you. Thank you for providing this for free. I have spent money with no real results – yet! However I know it’s coming.
How do you market your website to attract motivated sellers?
Funny thing is I was about to write an entry exactly about that so listen up!
First let me quickly answer Tracey.
How do I attract motivated sellers. Before I start, do a refresher read on a previous post:
Now that you are reminded how IMPORTANT it is to rank in the top 3, lets continue.
So I previously mentioned, ranking high means you are going to be filthy!! (rich). That is basically it.
The quick and dirty answer to how I attract motivated sellers:
- Keyword research
- Understand what they need solving.
- Convince them you can solve their problem
1. Keyword Research:
You attract motivated sellers by ranking high for keywords people are actually typing into Google Search. Often this info is guarded by investors and no one would ever share their priced keywords.
… But I don’t care.
A disclaimer, it does depend on your market.
Everyone knows “We Buy Houses In …” is a very competitive keyword. However, I never understood why anyone would type into google “We Buy Houses In Connecticut” when they want to “SELL MY HOUSE IN …”
If you urgently needed to sell your house, would you open a google page and type, “we buy houses in…”? No of course not.
Then what is the logic behind it? If anyone typed that, it simply means they know about “We Buy Houses” companies out there. If your streets are filled with “We Buy Houses” bandit signs, then yes.
From my experience, every time I talk to a seller and ask them how they found us, and specifically ask them what they typed in, every single time they say “sell my house fast…” or some sort of variation of that.
Either way, you don’t really attract sellers, you just need to be on the first 3 spots of Google when they are looking for the right terms.
Now the trick here is to find other keywords people type in that are not really common. Start to rank for those and you will bypass your competitors.
What I do is: I find such keywords, and I write a dedicated page on my website targeting that keyword. Do that for every keyword that has search volume.
Now you will say, oh come on .. that is a TON of work!!
The less people willing to do that work, the less competition for that keyword, the higher you will rank! My weapon always has been, to outdo and outwork every sane person out there. No normal person with a life would do the work I do, and that is why I am ranking!
2. Understand What They Need Solving
So being successful at this game comes in 2 parts. You need to rank, and people need to like your page enough to fill in that damn form! New you are dealing with the human side of things.
Here is a short list what you need to focus on to make it happen:
- come across as credible
- show them you can solve their problem
- show them you can solve their problem much better than your competitors
Once they find you, and click on your site in the SERPs (and this involves a whole new discussion on CTR (Click Through Rate)) you need to keep them on your site, have them engage with the content and have them scroll through the pages and ultimately have them fill in the form.
The paragraph above is important. 2 things.
Having people interact with your site will increase your rankings. Imagine you needed to sell your house and typed into the search: “I Need To Sell My House In CT Fast”.
As my site is optimized for that exact keyword (keyphrase), my site will be on the first page. Most likely in the first 5 results.
If my little preview snippet is appealing (ahum CTR again), you will click on my site.
Now if you interact, stay 5 minutes on my page, click through the pages.. google sees this as : “Oh wow, for the keyword :”I Need To Sell My House In CT Fast”, Jerryll’s site was very interesting to the user. OK so let’s bump him up the rankings so more people (that are typing the keyword: “I Need To Sell My House In CT Fast”can have a good experience.
If you would have bounced off my site within seconds, google will think the site was not relevant to those keywords, and to avoid future users having a bad experience, they will demote your site.
To make sure people stick to your site and engage, you need to have information on the site that desperate home sellers will find intriguing. How will you write info that they find intriguing? By understanding their problems and what they are looking for, so that you can write content that keeps them engaged.
Add to this that you need to be original, stand out from all the other sites (as they are not likely ONLY going to read your site), will make this a very very difficult task.
3. Convince Them You Can Solve Their Problem
After you have shown you completely understand what they are going through, you can easily write something that shows how you will solve their problem.
- We buy quick
- We give a fair offer
- No fees
- No closing costs
- We Buy As Is!
yada yada yada.
That is basically it in it’s simplest of forms.
Lucky for me, I am ranking so I can see what effect my changes to my website have. If I were not ranking and thus no traffic to my site, it would be impossible to change things and see how that behaves. So I am constantly testing tweeking monitoring….
Now to my actual post for tonight. I came here to actually tell you all I have spent the last month studying and researching everything there is to know about ranking. Last month my Domain Authority dropped a point.
Everyone says that is normal, but I know better. For the entire life of my sites I have been improving. My DA and PA have been climbing. Not once did I lose points.
I couldn’t figure out for the life of me why I lost a point. Not just on 1 site but seemingly for all my sites. So at first I took comfort in thinking that everyone must have experienced this. But this morning I found that not to be true.
All I did was research and I have found incredible data I am about to apply to my site.
To write it all down now would be insane, especially not knowing if it will actually work.
But we can do this experiment.
I have learned some amazing things how rankings work in detail. Knowing this now I have come up with some methods that should work with great results!
I am doing this more for me, myself than for anyone so I just decided to keep track of things here on my blog. Lucky you!
I will not disclose the details of what I am doing exactly (yet). If it works we will talk! For now you can follow along!
So here is where we are currently! My PA and DA now are:
DA: 16 (from 17 :/)
That is my homepage.
For my specific City Landing Pages, my score looks like this:
Of course I have more pages but these will suffice for the experiment.
My PA and DA have been stable for 3 months now other than the demotion of my DA from 17 to 16.
So if the numbers change we can assume it is because of the experiment.
So stay tuned…