MBA2009 5 FAQs Page Hacks To Make More Sales

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Visit Dell.com deals. Hey oh welcome to the $100 MBA show, the podcast you need to give your business the boost it needs every single day with our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of Webinar Ninja, an independent software company I started with my co founder back in 2014. And in today's episode you will learn how to utilize and maximize your FAQs page on your website to increase your sales. These are five FAQ page hacks that will improve your conversions. The best part about it? These are easy to implement. You could literally take one hour and make these changes on your website today. Many of these hacks are deeply rooted in the psychology of why people buy and how they buy. Too many people focus too much on the details on FAQs. In today's episode I want to show you how you can basically read your visitors mind and give them the reassurance that your product is for them. So let's get into it. Let's get down to business.

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FAQ page or FAQ section on your website is a lot more valuable than many people think. If you do a bit of research on this topic, you'll find that there are tons of research on the efficacy of FAQs. FAQs actually make or break a lot of deals. Now the issue is that most of us, when we slap together an FAQ section or page, we forget one big thing. Most people do not go to FAQs with an actual question in their mind. They're going to the FAQs to see what other people are asking, people that maybe know what they're doing more than they do. A lot of buyers are not confident when they're trying something new, whether it's a course or a training or a software or a book. They want to hear about what other people are asking what are some things they should be on the lookout for. And guess what? You get to curate that experience for them. They know only what you show them. Okay, this is the beauty of the FAQ section is that you can curate that experience for your visitor so that they get the information they need to make the decision. So if you just take this one insight and roll with it with your FAQ page, whether you're creating from scratch or auditing or editing the one you have, this can really change things because you start to realize, oh, I need to make sure my FAQs leads them to buying. And that's what we'll get into in the five hacks. So hack number one is many people focus on the details, on the features, on maybe even sometimes the benefits or what's included in your product or service. Now there's nothing wrong with having that in your FAQs, but the main focus of your FAQs should be result based. People are buying a product or service for a reason. They're trying to get a result. They're trying for something to get done, whether it's to lose weight or buy software to automate something or make their life easier. The point here is that they're looking for a result. So a good faq, for example, for my webinar software, can be something like, can webinar Ninja help grow my email list? This is really what people are curious about. Can it? And how can webinar Ninja allow me to attract more clients, things like that? Think about the results your ideal customer is looking for. Form it into a question and answer it for them. This automatically shows the value of your product. When they read that faq, they're like, okay, I get it. I see how I can utilize this product to improve my life, improve my business. All right, hack number two, in your FAQ section, in your FAQ page, you definitely have the top worries answered. So think about your ideal customer, your potential customer. What's on their worry list? What are they worried about? What's stopping them from buying? Sometimes the worries are not even that big of a deal in your head because you're the creator of this product. But for the audience, it is. They see kind of like as a blocker. They don't know what the solution to that problem is because the solution is not presented to them. It's not clear to them. So, for example, one of the worries some of my potential customers at Webinar Ninja might say is, what if I reach my attendee limit on my plan? This is a worry. And for some customers, they might think, oh, I'm stuck. There's nothing I can do. I'll be saying no to people that have registered. So it's my job to make sure I address the worries and say, hey, don't worry. We will notify you when you're approaching your limit based on your registrants, and you can upgrade your account at any time. You can also downgrade your account at any time, and we'll prorate the amount. This simply answers a big worry. So identify what are the biggest worries that your customers might have that's stopping them from buying. And address those worries head on. All right, that's hack number two. Let's get into hack number three. Skeptical questions. Okay, you will have skeptics visit your site. And these are not haters. They're not trolls. They're people that are just skeptical by nature. And they are comparing their comparison shopping, and they might ask questions like, how do I know this is gonna work for me? How do I know that this product is a good fit for my business or my life? What if it doesn't work out for me? And this is where you answer the question with your risk reversal, like your free trial or free plan or your money back guarantee. The point here is that you are answering those skeptical questions. And what's great about this question is that it actually builds a lot of credibility with your audience because those who are not skeptical will see a question like this, say, wow, they're actually putting a pretty skeptical, controversial sort of question on their website and answering it, they're getting in front of it. I kind of like this company. And here's the truth. You have people asking these questions in their head. You can't ignore this. You can't just pretend it doesn't exist and not address these questions. Addressing them head on or trying to address them in your FAQ section will force you to have an answer to these skeptical questions, to create an answer, to create a solution. And even if you don't have a solution, it forces you to answer the question. Let me give you an example. I was selling group coaching about seven years ago for the $100 MBA, and one of my skeptical questions I put in my FAQs was, Can you guarantee that you'll double my revenue with this coaching? And I addressed it head on and said, no, I can't guarantee that because there are a lot of factors that are out of my control, like your participation in the coaching if you actually implement the things I recommend. What I can do is show you the results of some of our past clients and what they've said about the experience of working with me. Again, addressing it head on is the best way to go. Question number four. This one is huge. Remember I said that you framed the conversation on the FAQ page. You put the questions there for them to read. And you need to have buying questions. Buying questions ask questions that assume the sale, meaning you ask questions assuming that the person that's on the page is going to buy. So questions like, how do I know which plan is right for me to buy? And you answer that question, hey, if you're just getting started, this plan's best. If you have some years under your belt, maybe you should go with this plan. These questions are great because it allows people to start thinking in terms of, okay, not should I buy, but which plan should I buy? Questions like, what form of payment do you accept? Well, we accept credit cards, we accept PayPal, whatever it is, can I choose a plan today and then change my Plan later. These are great FAQ questions because when people go to your FAQ page, they're scanning the questions and when they see this question, they start considering this question for themselves. They start putting themselves in that position. Yeah, if I bought, that's good to know that I can just choose the lowest plan now or I can choose a plan and change later. And now their mind starts shifting towards the buyer mindset versus the shopper mindset.

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All right, let's quickly recap before we go to hack number five. Hack number one, result based questions.

Right.

Write questions based on the results your customer would want or expect. Hack number two, worry list questions. What's on the worry list of your potential buyer? Skeptical questions. Address them head on Buying questions. And now for number five. This is not a type of question, but it's a simple on page hack and I call it next step links. Anytime you answer any question on your FAQs, you should always give them the next step and link it up. For example, if my FAQ question is how do I know if webinar Ninja is right for me? Well, in the answer I said, well, we offer a totally free plan for you to jump in, try us out and see if we're a good fit for your business. I don't end my answer there. I add one more sentence. Sign up for our free plan here and find out if we're right for you. That sentence is hyperlinked right to the signup form for the free plan. Why? Because if they're reading the question, they're really interested in this question. If they're reading the answer and now they're really interested in in the answer to this question. And by giving them the next step, I basically want to move them off the FAQ page to the next step in the process to buying. And I want to make it easy for them. Just click the link. You will be surprised how effective this is because people don't need to think about okay, what now? You answered their question, they're satisfied. Click the link. Now they know what to do next and you could do this with any of the FAQ answers, even if it doesn't link to a checkout, if it links to a testimonial, if it links to a case study, if it links to a part on your feature page explaining a feature. The point here is that you keep the conversation going. You keep them on your website, you keep them interested, you give them more information to confirm their decision to buy your your product or service. Next step, links for all your answers is huge. Well, there you have it. There are my five FAQ page hacks to make more sales on your website. The only question left is are you going to implement them? Go ahead and do them today. All the things I mentioned today don't require a lot of work. It's just a few edits on your FAQ section or page. Even if you just implement one or two of these, start getting the results right. Don't just listen to today's podcast. Implement what you learned. Thanks so much for being a listener of the $100 NBA show. Tomorrow is Q and A Wednesday, where I answer a question from one of our listeners. Marcus writes in and asks, is it time for me to quit my business? Marcus is in a tough spot. He's burnt out, he's frustrated, and he's wondering, is it time to hang him up? I address that question in tomorrow's Q and A Wednesday, so make sure you hit subscribe so you don't miss that episode. Before I go, I want to leave you with this. I cannot tell you how important it is to optimize. Optimize, optimize your website. Your website is your number one asset in your business. Where people go to learn about you, to decide if they're going to buy from you is where they buy, is where they check out. It's basically your store. Okay? So anytime you make an improvement to your homepage, to your blog, to your design, to your copy, to your FAQ page, you're increasing the chances for you to get more business, to get more traffic, to get more sales, more conversions. So any investment on your website is an investment worth making. Thanks so much for listening and I'll check you in tomorrow's episode. I'll see you then. Take care. Of.

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