We’re constantly asking questions. For the most part, those questions take place in our subconscious. Questions determine the path of our online journey. As we research services we ask ourselves ‘do this represent the solution we were looking for?’. ‘Does this price represent value?’. ‘Do we really need to purchase this product now?’ Consumers are setting the questions.
Now, let’s hop the fence. As marketers, our role is to better understand the buyers journey. You know that. The question we pose to ourselves is ‘how could we guide our site visitors journey more effectively?’ Do we use landing pages? Do we offer our insight as blogs or as ebooks? What content do you share that will help persuade your customer to take the next step in the buying journey?
What if you took control, pre-empted questions by asking questions?
It’s not a new concept. You still see remnants of sales strategies of yesteryear scattered across the Internet. ‘Hey business owner, do you want to increase your profits?’ ‘Hey worker, do you want to increase your salary?’. Yeah yeah. Sales experts inform us that asking three questions that receive three positive responses can close the deal. Seriously?
Is it sunny outside? Do you like air? Do you like wheels that turn round? Well, today’s the day you’re going to buy a convertible car!
ASK ONE QUESTION AND ASK IT WELL
There’s a simple method to learning more about your audience. You listen to them. Listening inspires ideas. It’s a worthwhile exercise. I don’t mean listening to data. I mean listening to people. Real people
Your question has to get people thinking. It has to make them stop. Maybe they re-read your question. The most important element? It forces them to think. When we think we provide ourselves time to challenge convention. When we challenge convention we act differently.
Ask the right question and people will consider what you’re about to offer them. It prepares them. They’ll consider that offering from their own perspective. That’s a great position for a marketer to find themselves in.
What’s one question you can ask your website visitor that nobody else is asking?
LEARN MORE ABOUT THE POWER OF QUESTIONING.
Warren Berger’s A More Beautiful Question offers fascinating insight into the world of questioning. From our early days through to the power of questioning with business. It’s a brilliant read.
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