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The Power of a Question to Elicit a Response

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Questions are a very powerful mechanism to encourage a response and are highly underused in online marketing in my opinion. The thing is, we can’t refuse to answer a question… we are hard wired to answer in our head even before the answer comes out of our mouths.

So think about these now…

What is your first name?
What is your mother’s maiden name?
What is the capital of England?

Do you see what I mean… you only have to look at the question and BANG, the answer POPS uncontrollably in to your head.

The practical application

Many clients of mine are getting a great response from their websites with visitors asking for more information via email, these clients are then responding with emails similar to this:

“Dear XYZ,

Thank you for your enquiry, the answer to your question is ABC.

I look forward to hearing from you soon,

Kind regards,

Dr X”

A very polite response, but one that does not elicit a reply. Ideally we should write an email to a prospect with a question at the end, this will then get answered in the prospects head automatically (as demonstrated above) which will encourage the prospect to respond, therefore entering in to a relationship. If we can encourage this response the prospect moves one step closer to becoming a paying customer.

So, if a prospect sends you an enquiry via the website, your reply would get a better response with a question at the end:

“Dear XYZ,
Thank you for your enquiry, the answer to your question is ABC.
Does that answer your question?
or
What do you think?
or
What day would you like an appointment with us?
or
Does that help?
Dr X”

If you use a question at the end of the email the recipient is FAR more likely to respond and enter in to a relationship with you.

So the next time you get an email enquiry… remember to answer it with a question.

What difference will this now make to your emails?


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