Answer Prospect's Questions, Before They Ask
By Larry Dotson
Tuesday, July 6, 2004; 3:30pm EST
How many times have
you read an ad and you had a question that would determine whether you
would buy or not? Did you take the extra time to e-mail the business
your question? If so, did you have the extra
patience to wait for the answer or did you go to the competition's web
site to buy?
Do you see why it's really crucial to answer all your prospects
questions before they ask? How do you accomplish this obstacle?
First of all, you want to place yourself inside your prospects shoes.
Think like your prospect. Read your ad, what questions would you have
if you were the prospect? Can I pay by check? Can I have the product
delivered within 3 days? Do you guarantee the product?
To get a even better point of view, have your friends or family
members go through your ad. Have them point out questions they might
Go through your past customer questions. You may have answered them
each individually, but did you answer those same questions for your
future prospects? If not, add those answers to your ad copy. If you do
not want to clutter up your ad you could set up a separate FAQ section
that's linked to it.
Now there will always be questions that arise you weren't prepared
for. You should provide quick and easy ways for them to get in contact
with you by phone, fax, e-mail, instant messaging, etc. Offer 24 hour
customer service. If that's not possible, tell them you will answer
all questions ASAP or within a reasonable or quick time frame.
In the future keep track of all questions that arise and update your
ad copy or FAQ regularly. It can be the difference between your sale
or your competitions sale.
About Source of Article
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