I know you've got questions...

When your buyers are looking to buy from you, they will have questions. But not as many as you might think.

There are 7 common questions that clients will be thinking or asking before they engage with you.

Being prepared for these questions is one thing, having the answers available for your potential clients when they need them is even better.

How can you ensure you answer the right questions in the right way to give your buyer the information and opportunity they need to buy?

There are 3 simple things you can do to ensure you answer those burning client questions and make their pre sales decision easier to make.

1. Think like a buyer

We get lost as the seller, removed from the situation and blinded by our viewpoint, sometimes unable to see wha our buyer sees.

Step back.

If you were the buyer, what would you want to know?

Be brutal.

As buyers we have only a few questions that are important to us, but they need to be answered for us to move forward.

If we don't know if something is the right choice, worth the money, actually works and so forth.. then we will hesitate to buy.

And rightly so.

That's why you need to think like a buyer. Think like someone who is not attached to your offering in any way, but is trying to work out if it's the right choice for them...

and be BRUTAL.

Start with this question: "Why should I care?". It's one of the most powerful questions you can answer for your client - and one that they will be trying to answer for themselves.

Why they should care might mean justifying the price, the time, the energy or other things that will happen when they decide to buy. Never forget that your buyer is looking for minimisation of risk, so do all you can to make safe the path ahead of them and reassure them of the things they need to know.

Social proof and reviews are a great way to show the path ahead is safe, that's why I have 150+ Linkedin recommendations- my work can be dismissed as intangible, so I need to show it's impact when you are doing your due diligence on my Linkedin profile.

In the same way you might check out my profile, articles, website or books, your buyers will do the same for you, so make sure you have your evidence ready. The Burden of Proof always falls to you as the seller.

Lack of evidence is costing you money.

2. Use First Person Questions

Speaking the language of your client shows empathy and engagement. It indicates that you understand your buyer and where they might be at that very moment.

We answer the common questions we get for Selling Confidence? on the homepage right next to the buy now button in the language our potential clients would be using.

Rather than "Features" we have "Is it worth the money" as this is likely to be the question on the mind of our potential buyer. We've also created videos for many of these questions to allow us to go into more detail but without boring the potential buyer with tons of text.

If you're thinking of buying and have a question, you will need to answer it before you proceed. We are aiming to answer the question you have at the moment you have it in your own language to ensure you have all you need to proceed.

3. Answer the right questions...

Taking inspiration from Selling Confidence? , these are some of the brutal questions you may need to address:

• Does it actually work?
• Is it worth the money?
• How does it work?
• What does it cost?
• What happens if it goes wrong?
• Is it right for me?
• How quickly will I see results?
• How long will it take?
• Who else has used this?
• What's the ROI?
• What do I get for my money?

Imagine the kind of hard hitting questions that investors on Dragons Den or similar would ask - this is the level of severity you need to cater for to maximise your chances of success.

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So there you have it.

Take a moment today to think about the questions your clients may be thinking or asking before they buy and ensure you are not only ready for them, but that they are answered in your website and materials so they are ready at the correct moment.

Always come back to this: Why should anyone care?

Want more?

Answering these questions requires an understanding of objection handling and The Buyer Equation- something we explore in great detail in both the Selling Confidence? course and our Scared to Sell FREE email based training.