With any business, you may find yourself answering the same questions on every sales call. Since everyone’s time is valuable and you don’t want to get caught on those dreaded “tire kicker” calls, being proactive with your most frequently asked questions can have huge returns for both you and your prospective lead.
Why would you want to be proactive about your frequently asked questions? Because the more questions you can answer with your content, the better your sales funnel and thus your time spent with those sales leads will be.
That’s what I did recently for my brand Digital Dispatch. For those not familiar with the B2B industry of trucking and logistics, new content marketing tactics can take a while to become widely adopted. While it has gotten better in the last handful of years, we still have a LONG way to go with things as simple as having a mobile-friendly website.
So I took both of my lines of products–marketing and websites–created a list of the most frequently asked questions I get on sales calls and put them each in a video format.
With more and more people using Google Search to answer their questions before buying, this could help alleviate those calls where the lead has no intent to purchase and thus is a “tire kicker”.
To be clear, I’m not against exploratory calls, but time is finite. And if I don’t spend it wisely, it could affect the growth of my business and ultimately the growth of the clients who already trust me enough to purchase from me. Therefore if I can answer as many questions as possible using these videos, then the time I do spend with the tire kickers could hopefully end up more sales at a quicker rate.
Check them both out below along with links back to their respective articles on the Digital Dispatch website:
Website Services Frequently Asked Questions
Marketing Services Most Frequently Asked Questions