Metadata
- Author: Marcus Sheridan and Krista Kotrla
- ASIN: B01NAO775R
- Reference: https://www.amazon.com/dp/B01NAO775R
- Kindle link
Highlights
Today, on average, 70 percent of the buying decision is made before a prospect talks to the company. — location: 438 ^ref-55005
They Ask, You Answer starts with an obsession: What is my customer thinking? — location: 591 ^ref-6252
When an organization embraces They Ask, You Answer, they believe it’s their duty to be the teacher, the go-to source within their particular industry. One that’s not afraid to answer any and every question the prospect or customer may have. For them, it’s a moral obligation to do this, — location: 596 ^ref-32760
This is literally the entire book
regardless of whether the question is perceived as good, bad, or even ugly. — location: 598 ^ref-52057
Because they are so keenly in tune with what the marketplace is thinking, feeling, and asking, they see where their business model needs to go, evolve, and head toward. — location: 600 ^ref-21731
What happened next is where things became very interesting. I took these questions I listed and over the coming months, late at night when everyone in my house was asleep. I (along with my two business partners) would write articles or make videos answering each of them. — location: 628 ^ref-4822
You see, in business, just talking about something isn’t enough. — location: 762 ^ref-27508
If you don’t show it, it doesn’t exist. — location: 765 ^ref-12375
Just as we did with used cars, take a moment to brainstorm every single reason (fear, worry, question, concern) as to why someone would not buy from your company. What would hold them back? What would keep them from clicking “buy,” swiping their credit card, or writing that big check? — location: 824 ^ref-19451
Pricing and Costs Problems Versus and Comparisons Reviews Best in Class — location: 862 ^ref-39987
When you’re researching a company and their products and services, the moment you feel like anyone is hiding anything from you, all trust is lost. — location: 896 ^ref-39087
Chances are, if you want to give the potential customer a feel for how pricing works within your industry, as well as how pricing works within your company, you could very likely do it. — location: 934 ^ref-57675
“Have you bothered to explain these factors well on your company website?” — location: 1048 ^ref-37682
Remember, it doesn’t matter what you and I think—what matters is what consumers think, how they behave, and what they expect. — location: 1059 ^ref-56131
Novak realized the value a solid, evolving website and blog could add to the business if they were going to enter the commercial space with any success. — location: 1119 ^ref-42965
People trusted us because we were willing not only to address, but to embrace, the elephant in the room. — location: 1284 ^ref-30721
How many times over the years have prospective customers questioned you about any of the potential problems or issues they may experience with your products or services, or your company? — location: 1286 ^ref-54704
Stating first that our company sells only fiberglass pools. Admit immediately that fiberglass isn’t necessarily the best choice for everyone. State that concrete pools might, at times, be the better option. Explain how the article (or video) takes an honest look at the pros and cons of each, allowing the reader to therefore decide the best choice for them. — location: 1539 ^ref-48674
“Who Are the Best Pool Builders in Richmond, Virginia (Reviews/Ratings)” — location: 1684 ^ref-40432
Brainstorm the top competitors and companies in your space, and then take the time to write an article about the best companies in your field. Remember to stick to facts and stay away from opinions when discussing the competition on your own website. But the key here is your willingness to have the conversation and become the trusted source of your industry in the process. — location: 1724 ^ref-40038
he was writing about everything from the business’s point of view (and not the consumer’s) and was therefore experiencing no momentum from his efforts. — location: 1780 ^ref-17601