They Ask, You Answer, 2nd Edition

15 How Talking About Our Problems Generated More Than $1 Million in Revenue

The reaction to the problems post on our website was very similar to the reaction we received from our cost piece. In both cases, consumers expressed their gratitude and ultimately gave us their trust. Just as before, if they could have responded with their voices, they might have said, “Finally, somebody was willing to address this question!”

What was the result of that post? Well, over the past ten years, more than 500,000 people have visited our website because their search criteria related to “problems” with fiberglass pools.

And thanks to the fact that we can track each visitor who eventually filled out a “Request a Quote” form, we also know this one article has generated well over $1 million in additional sales since the day it was published.

You may be wondering how talking about one’s own problems (flaws, negative reviews, and such) could generate a million dollars, but the answer is simple really.

People trusted us because we were willing not only to address but to embrace the elephant in the room.

And that, in and of itself, is power.

In closing, I ask you this: How many times over the years have prospective customers questioned you about any of the potential problems or issues they may experience with your products, services, or company?

If they have asked you these types of questions, I guarantee you that thousands of others have searched those same issues online. I can also promise you ...