Answer Her Questions

What questions are your customers asking?  Do you know? Are you answering their questions? 

Take a 38 year old mother of 4. She has a big family.  She does A LOT of laundry – but she genuinely loves her family and takes pride in a job well done.  Her question is, “Is there a towel that can be washed day in and day out, but still remain soft?”

Most towel companies say their towels are soft, but do they remain soft after multiple washings?  Lands End answers her question.

Unlike “Treated Towels” Ours Start Out Soft and Become Softer with Every Wash.

Lots of towels are coated with chemicals to make them feel soft on the store shelf. But wash them a couple times and their softness goes down the drain. Not ours! Because we use better cotton and superior construction, our towels get plumper and softer with every wash, Guaranteed.

If she were on a website and saw a link that said “Choose a towel that remains soft through lots of laundering.” Do you think she’d click on it?

Lands End goes on to describe the towel further, which is great. You always want to back up your claim. But most website product copy would start with this copy – it’s typical features/benefit copy you see everywhere.

We use only the top 3% of cotton grown in the United States.. Farmed for its extra-long, strong fibers, Supima cotton feels softer, lasts longer and pills far less. Start with better cotton and you end up with a better towel.

Most companies are so focused on their selling points, they fail to answer her questions.  You can give her your selling points once you’ve answered her question – but always answer her questions first.  If you’re answering her questions, and your competition’s website isn’t…who is she going to feel better about and ultimately give her money to? 

Comments

[Karen Barnes]

Hi Holly,

Thanks for checking out my blog, Womentum. I'm glad to have discovered your site and will be sure to become a regular reader.

Karen

[Sarah]

Greeting. Calamities are of two kinds: misfortunes to ourselves, and good fortune to others.
I am from Myanmar and too bad know English, give true I wrote the following sentence: "blue razor scooter handle grips."

Thanks for the help ;), Sarah.