Marketing Tips 1 Customer Asks You Answer¶

"They Ask, You Answer" by Marcus Sheridan is a business philosophy and marketing framework centered on the idea that companies can build trust and become the leading authority in their industry by openly and honestly answering all of their customers' questions.

The core principle is to create a library of content (blog posts, videos, articles, etc.) that addresses the questions, worries, fears, and issues that prospects have about a company's products, services, and industry as a whole. This includes answering "the big five" questions that most businesses are afraid to address:

• Cost and pricing: Providing transparency on pricing, even if it's a range, to build trust.

• Problems and drawbacks: Acknowledging the limitations or potential downsides of a product or service.

• Comparisons: Creating content that objectively compares your offering to competitors.

• "Best of" lists: Offering unbiased information on what the "best" options are in your industry, even if it's not you.

• Reviews: Showcasing honest feedback, both positive and negative.

Sheridan developed this philosophy to save his struggling pool company during the 2008 recession. He found that by answering every question his customers asked—especially those about price and problems—he was able to attract and educate a highly qualified audience. This strategy led to a dramatic increase in website traffic, leads, and sales.

Beyond just marketing, "They Ask, You Answer" is a company-wide cultural shift. It emphasizes that every member of the team, from sales to customer service, should be a "teacher" and a resource for the customer. The goal is to make the buying process easier and more transparent, ultimately leading to higher customer satisfaction and a stronger brand reputation.