Whether they are aware of it or not, your prospective customers all have the same questions in mind. And, in order to make sure they choose your products and services, you must successfully answer these simple questions.

What are they?

1. Why should I buy this?  
2. Why should I buy this from you?
3. Why should I buy this from you now?

As simple as these questions may be, many business owners fail to answer them. Take a look at your company website and brochures – are you answering all three of these questions?

Question #1 – Why should I buy this?

The best way to answer this question is to describe the problem that your product or service solves. Let your customer know that you understand the situation they find themselves in and that you have the best solution to the problem. Be clear in your description.

Question #2 – Why should I buy this from you?

Once the prospect is sold on the idea that you have the solution they need, you must convince them that you are the best supplier of that solution. Make sure your customers are aware of your past successes with similar situations, your satisfaction guarantee and satisfied customer stories and testimonials. Build trust.

Question #3 – Why should I buy this from you now?

Give your customers a reason to buy from you right now – a special bonus, a discount or even a new customer gift. Be creative and they’ll remember your business long after the sale.

Now that you know what your customers are thinking, go back and take a look at your website and marketing materials. Do they answer your customer’s questions?