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What Is They Ask You Answer?
They Ask You Answer Is A Simple, Yet Revolutionary Framework To Grow Your Business
In contrast to traditional marketing that focuses on promotional activities or Inbound Marketing that relies on converting and nurturing leads with content, the Endless Customer framework revolves around answering your customers' questions honestly and unbiasedly. This positions your company as the best teacher and the trusted voice in your industry, which means more educated, happier customers.
When you implement this framework, you will see a dramatic increase in organic traffic (say goodbye to expensive ads), more and better-qualified leads, shorter sales cycles, and a significant increase in revenue.
The framework is based on four core tenants:
- Trust: Today's buyers are buying from the company they trust the most. By implementing They Ask You Answer, you become the most trusted voice in your space and an authority in your industry.
- Education: Educating your buyers through helpful, transparent, and unbiased content will set you apart from your competition, shorten sales cycles, and increase close rates.
- Alignment. By aligning your sales and marketing team with common goals and objectives, you will create a better customer experience, resulting in more revenue and profit.
- Simplicity: They Ask You Answer is based on ten straightforward concepts that can be applied to any business in any industry or any size.
Want to learn more? Create an account on the Impact Plus Community to get instant access to a 2-hour deep dive training by Marcus Sheridan on how to get started with They Ask You Answer and unlock five more in-depth courses (including The Visual Sale and Getting Buy-in).
The Ten Core Principles Of They Ask, You Answer
The secret to the success of They Ask, You Answer lies in ten simple core principles that apply to organizations of every size in every industry and that can be implemented within your organization.
The Big 5
There are five content topics that every buyer will need answers to when making a considered purchase. Addressing those will result in qualified leads, faster sales, and more deals.
The Selling 7
Help your prospects to build a relationship with your company before they reach out to your salespeople by creating these seven types of engaging and helpful videos.
Assignment Selling
Effectively and strategically use content as part of your sales process to better educate your buyers. Highly educated buyers understand the value you offer and are more likely to close.
Visual Selling
Learn how to make your sales process highly effective by utilizing video, from 1:1 video prospecting to allowing a customer to experience your product visually.
Sales & Marketing Alignment
Your marketing and sales teams are aligned and collaborate towards a common goal and around a shared strategy, resulting in laser-focused content, which in turn results in high-quality leads.
Revenue Team
Regularly bring your sales and marketing together in a structured, highly effective manner to nurture collaboration and unite them behind their common goal: generating revenue.
In-House Content Management
An in-house content team that is adequately trained will work faster, will produce better quality content, is more scalable and affordable, and will better suit your organization's needs.
MarTech & CRM Adoption
Paying for a CRM or marketing automation isn't the same as end-to-end adoption. Set up and train your employees to be successful power users that utilize this technology to the fullest.
Learning Center
Rather than just having a blog sorted by publishing date, organize your content in a learning center so your visitors can easily find what they are looking for.
Self-Service Tools
Enable your buyers to self-serve as much as they want by providing zero/minimal-touch experiences using chat, assessment and scheduling tools, and more.
From Our Blog
The Key to Building Trust in a Zero-Click World: Highlights from IMPACT Live
Social Enablement: How To Stop Pitching & Start Selling (With Rob Durant)
7 Content Types Worth Investing In 2024 & Beyond
Frequently Asked Questions
I read the book. Should I implement the "Endless Customers" approach on my own or with a coach?
While it’s possible to implement "Endless Customers" on your own, many businesses see faster and more effective results with a coach. A coach provides accountability, tailored advice, and ensures your team stays aligned with the strategy. This minimizes trial and error and helps you avoid common pitfalls.
How does the "Endless Customers" approach differ from traditional marketing strategies?
The "Endless Customers" approach prioritizes customer trust through transparency and education. Unlike traditional marketing, which often focuses on promotional tactics, this framework centers around addressing customer concerns, creating value through content, and building long-term relationships.
Can the "Endless Customers" approach work for industries with complex products or services?
Absolutely! In fact, industries with complex offerings benefit greatly. By simplifying explanations and addressing common customer questions, you can demystify your product or service, making it easier for potential buyers to engage and feel confident in their decision.
How long does it take to see results from the "Endless Customers" strategy?
Results depend on consistent implementation. Most businesses start seeing improvements in traffic and lead quality within 6-12 months, but the key is to remain patient and committed to producing valuable, customer-focused content.
What are the different coaching options for "Endless Customers"?
There are typically two main coaching options: Guidance and Mastery. Guidance is suited for businesses looking for strategic advice and regular check-ins. Mastery involves deeper, hands-on support, where the coach plays an active role in training, reviewing content, and ensuring implementation across departments.
What costs should I expect when implementing "Endless Customers"?
- Content Manager Salary: Depending on location and experience, a content manager's salary typically ranges from $50,000 to $80,000 annually.
- Videographer Salary: A videographer’s salary ranges from $45,000 to $75,000, depending on expertise and market.
- Training Costs: Coaching fees for "Endless Customers" can range from $2,500 to $10,000+ per month, depending on the level of engagement (Guidance vs. Mastery).
- Equipment Costs: Expect to spend $1,000 to $5,000 on basic video production equipment, including a camera, microphone, lighting, and editing software.
Have More Questions?
Whether you have read the They Ask, You Answer book, heard Marcus Sheridan speak, or just discovered this sales and marketing initiative, you will probably have questions. Let's schedule a time to chat.