Should I Use FAQs In My Website? And why hould I Use FAQ’S
I’ve got a conversion optimization strategy using FAQs on your website and we’re starting right.
Now if you want to transform your website into a customer or lead generation machine.
I’ll show you all my best tips tactics and secrets to get there fast let’s dive in.
So, here’s the deal if you’re not trying to turn your website into your number one sales person you’re missing out on a huge opportunity.
One way to increase conversions and ultimately sales is by overcoming objections in real time and on autopilot right on your website.
Since pretty much everybody who’s coming to your website today is in research mode they’re basically just sitting on the fence and they’re not sure if you’re the business they want to work with
Yet and since they’re researching you know they have questions they want answer you know even if they don’t know exactly what those questions are yet.
And that is a real well planned out FAQ section comes into play.
So today I’m bringing all my best tips to help you turn your FAQ section into a conversion booster and a bonus tip at the end that’s gonna take things to a higher level.
1. Every question should serve a purpose
You know don’t start adding questions in just to fill up space.
People probably aren’t really asking how long you’ve been in business.
You know you can say things like that but that should probably be relegated to your about page not your FAQ’s.
The goal of every FAQ should be to put their mind at ease about the sale.
So, write with the intention of giving that peace of mind.
So that in the end they know that you’re the business they want to work with.
2. Start with the universal question
So just start brainstorming about all the questions that you can ask all the time.
And if you have a sales team you’re definitely going to want to involve them in this process and ask them to provide some of the questions they always get.
If you’re a start-up you can probably take a pretty good guess at knowing what the common questions are going to be.
And I would definitely recommend looking at other websites in your space to see what kinds of they accuse they’re using.
But take it with a grain of salt you know some of them might be using some of those space-filling questions.
So be really discerning about which questions make your list and don’t be afraid to include questions that have seemingly obvious answers.
Remember the goal here is just to put people’s mind at ease about working with you and sometimes just confirming the basics is important to getting them to trust you.
3. Include some risk reversal questions
One of the biggest objections people are going to have when it comes time to deciding between you and a competitor is the risk that’s involved.
People want to know that they won’t be trapped if they want out and that they can possibly get their money back if it comes to that.
So, if you have favorable policies that would make them feel better like a 30-day warranty something like that this would be a great place to include it.
Right in your FAQ section just prompt that with a question like what happens if I’m not satisfied with the service and then you answer it.
4. Know your common objections.
One of my favorite ways to use an FAQ section is to overcome objections but you have to know what they are before you can actually write to them.
So, make a list of the top objections you get or if you’re new that you think you’re going to get.
So just put each objection in the words of your customer as a question and then in the answer section just write out a well-formed rebuttal for it.
If it’s a price objection you know you might want to explain the extra benefits or value that you bring to the table that your competitors don’t.
If it’s a time commitment objection talk about how they can reach their goal in only twenty minutes a day and keep in mind they’re going to be certain objections that can’t be overcome for everybody.
So, if somebody does have a valid objection that’s okay, they’re not your customer alright.
5. Use a conversational tone
So, when you’re writing your FAQ’s think of them less like words on a page and more like conversations.
That you’re having between you and your customer.
So, don’t make it overly professional record bridge you know it should not read like contracts language.
So, try to phrase the question in the the words of your customers would actually use and then when you’re thinking of the answers try to form those in the way that you would actually be speaking with your customer.
6. Think about some questions that customers maybe aren’t asking you
But they should be this is a great way to make you stand out by talking about things that you provide extra benefits that your customers may not know about and may not know to ask about.
“So, as an example think that I had a client who had a very high-end luxury car rental service and one of the benefits that they decided to go with was Airport pick-up and drop-off. “
“So why not in that case include will you pick me up at the airport as an FAQ.”
You know and it honestly may not have been a frequently asked question.
But that’s only because people didn’t think to ask it and by seeing it there and having it answered as a yes.
That’s a huge selling point that they would definitely want to talk up in multiple places around the website including in the FAQ alright.
7. Think of some clever placement for your FAQ’s around your website.
So obviously you want to have a dedicated page all to do with that Vic use but you also want to put a few carefully chosen frequently asked questions and key places around your website.
That we’re going to help people make a decision faster.
But before we talk about that I do want to mention for your FAQ page you might want to consider it actually naming it something different.
Like are we a good fit I find that phrasing it that way makes it a little more customer-centric and gives them a reason why they would even want to read the FAQ.
Is rather than just okay here’s a page with a bunch of random questions and answers.
So, where else on the website do you want to put these?
You know I would recommend picking your top three to six and putting them right on your home page.
You know down the page a little bit but still there the idea being that the whole home page is basically building a case top-to-bottom.
About why someone would want to work with you.
And then by the time they get to the FAQ S you’re basically going for the clothes and answering any of those last-minute objections.
I also recommend a few cost related questions to put on your pricing page and a few risk reversal questions.
You can put on your main call-to-action page like your contact form or your online scheduler you know things related to money-back guarantees.
If it’s a sales page or is this going to just be a sales pitch if you’re trying to get people to sign up for a consultation.
And of course, I promised a bonus tip that was going to take this all to the next level and that includes…
Using video to answer your questions
Okay so a video is the best way to build trust and rapport at scale.
By that I mean you know we’d take a lot of your time to have these face-to-face conversations or even phone conversations with all the people coming to your website.
So video is the next best thing it basically allows you to be everywhere at once answering these questions while people can see you and feel like they know you by the time they actually talk to you.
So just take out your smartphone and buy a little tripod for it record yourself answering the questions and then put them right on your website with the the question being the title of the video.
And I know you’re wondering so these can be very short and sweet you know 30 to 60 seconds per question the goal is just to answer it thoroughly and make them like you.
So, you’re definitely going to want to come across as warm and genuine.
Smile probably more than you think as necessary that video tends to take away about 20% of your personality.
So, you might want to overdo it a little bit and that way you’re going to come across very friendly and genuine on camera.
All right but now we want to hear from you and I want to know have you been using FAQ S on your website to any success or do you have any questions about anything we’ve covered here today.
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