In business, questions from potential customers are inevitable, but how we handle them can make or break the relationship.
In this episode, I unpack why answering questions isn’t just about having the right responses, but about how well we’ve understood and communicated what our business truly does.
We look at:
- Why questions matter and what they mean about your business and marketing
- How to build an experience that answers the most likely questions
- Tips for anticipating and answering your customer’s biggest questions
Why Questions Matter
When someone approaches your business with dozens, or even hundreds, of questions, it’s not just curiosity. It’s a signal that they have a goal, and they’re trying to determine whether your product or service can help them reach it.
With so many similar offerings in the market, people are rightly cautious. They want to be sure they’re making the best choice.
And if they’re asking you, it means they’re already considering you.
The Real Issue: Clarity and Preparation
Here’s the challenge…if your potential customer is still unclear about what you offer by the time they contact you, it might not be their fault.
It may mean your message isn’t clear or complete enough. If you’re not presenting key answers ahead of time, through your website, your content, your communication, then you’re inviting all those extra questions.
And here’s the kicker… even if you answer every one of them perfectly, they still might walk away.
That’s why understanding your business deeply and presenting that understanding clearly is crucial.
Build a Better Experience (and Fewer Questions)
When you’ve done the work to define what you offer, how you offer it, and for whom, it changes everything. When customers arrive already informed and aligned with your values, they’re not looking for validation through endless questions.
They’re simply looking for confirmation that they’ve made the right choice.
And your role? Don’t talk them out of it. Stay clear, stay consistent, and make it easy for them to say yes.
Key Actions for Business Owners
- Know your business: Truly understand what you do, who you help, and the outcomes you provide.
- Clarify your messaging: Communicate your offering in a way that addresses common questions before they’re even asked.
- Present with intention: Make it easy for the right customers to recognise that you’re the right fit.
- Avoid self-sabotage: Don’t undermine your own work with confusing language or unaligned conversations.
- Do the hard work early: Spend the time upfront to build clarity and systems. It reduces stress, builds stronger relationships, and creates a more sustainable business.
Handling Questions
Answering 400 questions every time someone walks through the door is exhausting. But there’s a better way. The businesses that succeed in the long run are the ones that do the hard thinking early, communicate clearly, and build trust long before a sale is made.
For more insights on growth strategies in business, check out my book Business Wisdom: Strategies for Success, where I delve deeper into these principles and provide actionable tips for entrepreneurs.
You can also check out my comprehensive library of tools, resources, and expert strategies in my Business Wisdom Vault.
If you’re considering expansion and want to ensure it’s the right move for your business, book a discovery call with me to explore your options and create a roadmap tailored to your goals
