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5 Questions a 'Website' Should Answer

Whether you’re trying to sell your own or a client’s service or product, we’ve always felt that the five (5) questions below should be answered when a visitor comes to your website. However, if you think about it, one might do well to address these five question not only on a website but also on the following . . .

  • landing page
  • pamphlet
  • simple business card
  • in a meeting

While there have been many books written on ROI (Return on Investment) – with lots of graphs and illustrations . . . it is our opinion, that if you can answer these five questions, you’ll have accomplished the goal of presenting your business in a positive manner and answering your client’s questions before they ask them.

1. How can I trust you?

Before any monies are turned over, the client wants to know if the business he is about to deal with is honest and trustworthy. To accomplish this, let the client know how long you’ve been in business. Show positive feedback from other clients that have been happy with either services provided or products received. Show reprints of news articles that reflect positively on the company. Display any awards the company may have won. If selling a product, offer a money-back guarantee. Be consistent in your work ethics and follow-through on any promises you make. This includes responding to any correspondence.

2. Why should I believe you?

List your credentials and certifications that validate your knowledge and skills. Be able to answer questions about the service you provide or the product you are selling. List past clients or customers who’ve been happy with your service or product.

3. Where will you be after I buy?

The length of time you’ve been in business will have been covered in the first question, however, in addition, let the customer know that after the contract or purchase is complete, you’ll be there to answer questions, solve problems, provide maintenance or address any issues associated with a product.

4. Maybe this sounds too good to be true?

Everyone like to get the best deal for their money, but sometimes making things sound “too good to be true” is a turnoff. To dispel any concerns, provide recommendations from past clients, or reprints of news articles that can confirm the services or products you are offering are real. Have available a list of business contacts or past clients that can attest to the credibility of the product or service you are offering, and let the customer know that they can contact these people if desired.

5. Who else is buying from you?

Display past clients that have been pleased with your service or product. Have testimonials available to prove your service or product is ‘as advertised’.

Conclusion

In today’s business world, having a good reputation is very important, and answering the five questions above will help you achieve that goal.    How in depth each one of these questions is answered will be determined by which method is used to promote your business.


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