Stop Trying to Rank for Keywords! Use the Dandelion Theory Instead

by 29 11/04/2013

Richard Jacobs is an attorney marketing specialist and author of 2 books… Secrets of Attorney Marketing Law School Dares Not Teach and But I Only Had 2 Beers! Truth Talk From Over 25 DUI Lawyers.

While his focus is primarily on attorney marketing, Rich has done SEO and PPC for clients in a number of different industries. And it’s from noticing some common trends with keywords in a diverse group of industries, he came up with his “Dandelion Keyword Theory.”rich picture  for web resolution

This Theory represents a shift in the way many think about keywords and conversions. And it’s a shift that many, whether they like it or not, will HAVE to make to compete in the ever shifting, and highly competitive, world of SEO and PPC.

In this interview, Rich shares his theory with us and how it affects SEO, PPC and conversions…

You’ve developed an interesting way of looking at keywords that impacts both PPC and SEO. Before we get into the specifics, can you give us a little background on your Dandelion Keyword Theory—what it is and how you came up with it?

Literally everyone has the same belief system about keywords—that the top of Google is the Promised Land where you’ll get tons of traffic and business, and that there are a few, limited keywords that everyone types into Google that are responsible for all the business in a market.

This couldn’t be more untrue. Before I explain why, let me first make this caveat: If you’re in a heavily branded market: (ex: PX90 workout system, iPhone 5) then this will not apply as much, but WILL STILL APPLY and be effective.

What I’m about to tell you is NOT theory. I’ve seen it with my own eyes on my own websites and in the backend (using Google Analytics) of well over 400 other websites in different industries.

Most people type in long tail sentences (aka keywords), NOT the short tail keywords everyone fantasizes about.

I’ve seen this in organic search, pay per click, Google Maps, Yahoo!, Bing, and everywhere in between.

Tell me: Which would you rather have—20% of the total pie or 80%? 20% of searches (and this number is inflated because everyone and their mother checks their rankings on only a few keywords) are short tail, “dream” phrases like:

buy iPhone 5s
los angeles DUI lawyer
auto insurance quotes

80% of the searches (and, don’t forget, this includes pay per click, maps, organic search and all methods) are things like:

battery life of the iphone 5s for movie downloads
got pulled over in downtown la, blew a .12 will i go to jail
car insurance for 2006 nissan altima cheap rate

How can you target these searches?

Normally, you CAN’T, except by accident.

Luckily, with G(od)oogle’s help, you can BEGIN to target these long tail phrases, using:

  • Broad- or phrase-match pay-per-click keyword bidding
  • Theme-related content creation on websites (and varied anchor text)
  • Understanding the structure of how your website, pay per click, organic search, and the web itself, works

We’ll get into this in far more detail, but you must banish from your mind the idea of a “keyword” or “keyphrase.”

A keyword is like a brick. Definite boundaries, dimensions—solid and unchangeable.

A REAL keyword is a dandelion—the core of which is the actual keyword; the white fluffy halo surrounding it the actual theme of hundreds, if not thousands of permutations that actually make up that keyword’s search volume.

Example: red shoes  (the brick or core)

What would people search on FOR REAL that contains this keyword core?

high heel red shoes with toe support
open toe red shoes petite women
leather shoes available in dark red or burgundy

..and on and on and on.

Google themselves assert (as of 3+ years ago) “approximately 50% of all searches have never been typed in before.”

Just think about what that means.

Let me give you a bigger picture example.

I ran the website myduiattorney.org for 3+ years. In 2012, the site attracted 400,000+ organic searches, of which 340,000+ were DIFFERENT SEARCH TERMS.

Amazing: searchers typed in 340,000 different search terms.

How can this be, and just in the DUI (drunk driving) niche?

Now think about how misguided it is to target 20 or 30 keywords and think that that’s going to get you any results?

It won’t. It can’t. It goes against how people search and how the internet works.

Let’s talk about the specific implications of this for SEO first. A lot of business owners and SEOs are in a bit of a panic lately as Google continues to change their algorithms and hides more and more of the keyword data available to website owners. How can thinking of keywords as dandelions help these people in their SEO efforts?

When you let go of trying to rank for a few keywords, and think instead of themes and dandelions, you no longer fear not being on Page 1 of Google for any particular keyword.

Even though the jerks at Goo-gull have taken away organic keyword data, you can still see which pages of your website traffic is going to, how long they stay, and where they go once they leave a certain page of your site.

What does this data tell you?

Let’s say you sell products for nursing moms (bottles, breast pumps, diapers, etc.) and you now feel blind as to how to SEO your website.

Let’s say you have found that Medela brand (a real brand) products do well on your website. In looking at your Medela-specific landing pages, you can see how much traffic is going there, how long it’s staying, and you can now begin to think about Medela products based on theme instead of specific keywords.

So instead of just going for specific keywords like “Medela Breast Pump,” you can now build content around this brand name and write articles on:

  • the different types of Medela breast pumps
  • how each one works
  • the pros and cons of each vs. other brands
  • make an “open the box” video or two
  • and give user experiences with these products

What if you’re a DUI attorney instead (like some of my clients)—how do you respond to Gew-gull’s latest keyword blindfold?

The same way. Let’s say you analyze your website over the past few months and see the following pages are the most searched/landed on:

/Attorney-Profile
/DUI-and-jail-time
/DUI-and-driver-license-suspension

What I’d suggest here is to build content around the theme of these pages (and ALSO seek backlinks that point to these pages, using anchor text (link text related to the theme of each page).

Example: On the DUI and jail page, talk about:

  • what the expected jail time is
  • how likely you’re going to get it if convicted
  • what the possible jail time is for 1st time DUI vs. 2nd or 3rd offenses
  • how much of a bail bond will you have to pay (if any) once arrested, etc.

Example: Solicit relevant backlinks that point to the DUI and jail page with anchor text such as:  “jail consequences of a dui conviction.”

In summary, not only should you look at keywords as a core keyword with a dandelion halo of thematically related keywords surrounding it, you should look at your entire WEBSITE ITSELF in a similar way, but using a different metaphor…

Look at your website as the roots of a gigantic tree—a system of hundreds of roots, terminating in root hairs (root hairs being individual pages of your website) and the soil surrounding the roots as the keyword theme that people search, using Google/Yahoo/Bing.

In order to attract the searches you’re looking for, you first must establish and grow an expansive root system (have varied content on many pages of your website and group the content using themes).

Then Google will be your website’s friend, NOT its enemy.

Why? Because once you understand how Google works, and you structure your website and your content this way, Google will do the job it does best:

Matching themed keyword searches to the particular pages of your website that have content that matches the theme of those searches.

Just as nutrients from the soil (or water) enters a tree through a particular root hair, Google searchers will enter your website through a particular PAGE that is most closely matched to what they typed into Google.

That’s a great way to look at keywords when it comes to SEO. Now what about PPC? How does your Dandelion Theory affect the way you set up and manage PPC campaigns?

The single biggest surprise that Dandelion KW theory has in store for you, PPC-wise is this:

If you’re bidding on a phrase, broad- or modified-broad-match keyword… you’re NOT bidding on that keyword at all—you’re bidding on the theme-related cloud of keywords around it.

Go ahead and look at the search terms report in your pay-per-click account—I dare you. Now tell me where 70%+ of all your clicks and CONVERSIONS are coming from—I daresay it’s a 3d halo of terms surrounding each keyword you’re bidding on.

That’s literally the meaning of broad-match and phrase-match, ala Gew-gull.

Picture phrase match as a dandelion barbell—you’ve got the stem/bar keyword you’re actually bidding on, with big, fluffy, white, diffuse ends of keyword clouds.

What does broad match look like? Exactly like a dandelion—you have a root keyword core, and a white, fluffy halo of related terms around it.

Now here’s a refinement of what broad- and phrase-match keywords look like:

The more words in a broad-match keyword, the tighter the halo of keyword cloud around the core terms.

The more words in a phrase-match keyword, the smaller the barbell ends. Take a phrase-match keyword and, as you add more words, it approximates an exact-match keyword. If you consider a 1-word phrase-match keyword, it’s almost like a broad-match keyword—a dandelion.

So what should you be doing in your AdWords account to take advantage of this phenomenon?

Look for what’s ACTUALLY getting impression share and clicks (or not clicks) and add more keywords, but add them in a compact, root form instead of long tail phrases.

Exemple: Let’s say you sell insurance. The keywords you ACTUALLY bid on were:

best auto insurance
term insurance
renter insurance
(all broad match)

And the following showed up in your search query report:

best auto insurance for teenage drivers
term life insurance over 10 years
does renters insurance cover me when i move

…should you add these specific keywords? No—go broader first. Try these thematically related keywords:

+auto +insurance +teenager
+auto insurance +under +21
+term +insurance +long +term
+renters +insurance +coverage
+renters +insurance +moving

This way, you’re still going broad, and your new keywords are more thematically close to what’s actually showing up in your AdWords account, but they’re not limiting you too much to a few keywords—you can now start moving outwards in 3D to capture more searches.

Eventually, you’ll run out of related themes, but at that point, you can start honing your keyword universe by using negative keywords (both negative phrase and possibly even negative broad)—aka “anti-dandelions” to refine your keyword universe.

Putting SEO and PPC together now, basically what you’re saying is that just focusing on core keywords is a mistake because most the conversions that a business can get are going to be located in the fluffy halo of the dandelion (ie. the long tail), yes?

Right. Focusing on a few keywords is a mistake for countless reasons:

  • Real people do NOT type in a few keywords into Google—they type in hundreds, thousands, and tens of thousands of variations. (You’re missing out big time if your focus is on the elephant’s trunk and not the whole elephant!)
  • Dandelion Fluff makes up at least 70% of any given market’s impressions, clicks and conversions. If your market is HEAVILY brand dependent, it will be less. (if I offered you an apple pie, would you like a tiny sliver or the whole pie?)
  • Long tail dominates in: organic search (Google, Yahoo and Bing), pay per click (Google, Yahoo, Bing), Maps listings, mobile, EVERYWHERE. (To think otherwise is wrong. You, as a “sophisticated” searcher, do not search anything like normal people do, who use long, crazy sentences and poorly formed ideas to search.)
  • You’ll never know the boundaries, hills and valleys of your market unless you know all the themes in it. Focusing on a few keywords ignores the semantic reality of your market—both jargon, street terms, laymen’s terms, expert’s terms, and more.

To dig deeper into the Dandelion Keyword Theory, download Rich’s free report “Why Keywords Are Dandelions, The Long Tail & a New Way of Seeing” here.

About 

Adam Kreitman coaches business owners on how to make their websites more compelling to their prospects.. and to Google. He owns Words That Click, a firm specializing in Conversion Optimization and managing Google AdWords campaigns for small businesses.Follow him on Google+

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29 COMMENTS

Satish

Wow! This theory of keywords is really intersting. And I believe we can use this strategy in blogs rather than a static website. Some clients will not spend money on creating multiple pages which has loads of content and information. How could one proceed with limited pages websites with this theory? And will the Google webmaster keywords help us in any way to build these long tail keywords? Please confirm :) Beautiful theory btw! Shared it! :)

November 4, 2013 Reply

Paul

I read so much on SEO and its not always that interesting Thank you for posting this really great article that really was very very interesting. GREAT JOB

November 4, 2013 Reply

sara woodward

This is such an excellent, informative article. I think one of the most important things is Richard’s recogniton that long tail word searching is the norm, much more so than keywords searches used by techie savvy people. Web searching round the kitchen table this week with two laptops and an ipad confirms this belief. ie ‘What are specific goals for a business plan’, ‘How to calculate costs and profits on ebooks’, ‘best way to make a crunchy crumble topping’… Love the Dandelion Keyword theory. Thanks Richard and Adam.

November 6, 2013 Reply

Ron VanPeursem

Adam, thanks for bringing the interview to us. Really helpful way of thinking about keywords, especially as the search algorithms improve their semantic understanding and their ability to “anticipate” what a searcher is really looking for.

Some good stuff here from Richard.

November 7, 2013 Reply

Reshu

Nice insight Adam! You made a great point there that it’s not a good idea to target few tightly focused keywords.
I believe:
1) Instead of targeting generic keywords, focus on less competitive long tail keywords to get quick results. Even if long tail keywords have low search volume most of the traffic comes from them.
2) Use keyword variations. Always list variations of your keywords as your prospects may be using different terms to find your product and services.
3) Remove negative keywords from your list if your sole aim is to get productive traffic.

Have shared my thoughts on importance of keyword research here.

November 9, 2013 Reply

Tim Gray

Wow Adam, thanks for this post. It’s really nice to see metaphors being used to explain it too! It’s funny how many seo’s still don’t use keyword themes, and how many clients remain uneducated too. I will be sure to use this metaphor from here on in. Love it!

November 9, 2013 Reply

Josephine Hagan

Thanks for this article. With so much available on the internet these days, I tend to type in long tail keywords to try and narrow down the results to be more relevant – I’ve found the shorter the search term, the more unlikely it is I will find what I am looking for!

November 14, 2013 Reply

Adsy

I must commend you guys on a great article. I have scoured the web to find likeminded people when it comes to keyword targeting, I completely agree with your theory 100%.

Historically SEO service providers have targeted sets of keywords and reported on their rankings, which used to work well. Now there are many ways to show value in reporting through GA and GWT.

From a sales perspective, when selling pitching the Dandelion Theory, how do you set expectations with the clients on what results or rankings they will get? As mentioned you used to be able to give them a set of 20 keywords to target, what conversation do you have with the client in the pre sales process and setting expectations?

I would love to hear your thoughts on how you handle this.

November 16, 2013 Reply

    Richard Jacobs

    I tell my clients that the goal is to get them on page 1 of google for 10,000+ keywords. Neither I nor they will know what those keywords are, but I DO KNOW thematically what they’ll look like.

    I also tell them that success is a steadily growing # of daily google / yahoo / bing searches, not keyword rankings. Growing searches are a much closer proxy to phone calls and opt ins (or shopping cart completions) vs. keyword rankings.

    November 17, 2013 Reply

Spook SEO

Hi Adam,

This is very informative. Before, I really cursed Google for making everything seems impossible. SEO became very challenging nowadays. Anyway, I realized that in order to survive, I should understand everything how Google really works. I think Dandelion theory is one of the best concept that all should consider. Thanks a lot for sharing.

November 23, 2013 Reply

Mert

I agree with this theory but people do type a lot of short tail keywords too and sites that capture those short tail keywords have generally have very high traffic. A good example is wikipedia. Maybe it’s better to start a page with short tail keyword page and then link long tail pages that you mentioned to that page.

March 16, 2014 Reply

Sports Backlinks

Great stuff. This goes right along with the longtail seo approach I’ve had in mind for quite some time. My only criticism is that the article was a little long. I had to split it into two sections to read the whole thing, but now that I have I appreciate the details.

March 27, 2014 Reply

mrjugnu

It’s really a great tip about seo. Thanks a lot for sharing such a great post.

May 2, 2014 Reply

    Kathryn Aragon

    Your welcome, Mrjugnu. I’m glad you found it useful.

    May 2, 2014 Reply

    neil

    Glad you liked it. Thanks for reading :)

    May 2, 2014 Reply

John Smith

Wow! really informative thanks for sharing.

May 18, 2014 Reply

    neil

    John glad you found it helpful. Thanks for the feedback :)

    May 18, 2014 Reply

Chris Schultz

Totally true! I got a click from google when someone search “a splash of sperm” and there’s is not one reference to sperm on my site. It took them to a mudflap post. LOL!

June 20, 2014 Reply

Pettis

Wow very good ideas tha sharing me about SEO tips, i really love this article. I’ll follow this ideas for my web. Thanks for this article!

August 6, 2014 Reply

Jill C

Great thoughts! Now if only I can get my clients to understand this thinking instead of wanting to rank for that elusive 2 word keyword. I have a client who increases in organic traffic every month about 20% on average…..but yet is still upset they are not on page 1 for a term that I know will never convert anyway! :-) I will be sharing this one!

September 3, 2014 Reply

    Neil Patel

    Jill, if you show them the value inherent in the process they will be more inclined to follow along :)

    September 4, 2014 Reply

Ezzedine

Great insight!

September 9, 2014 Reply


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