How to Use "They Ask, You Answer" on Your Small Business Website (And Why It Works)
If you've ever had a customer ask you the same question over and over, you're not alone. In fact, that's the whole idea behind Marcus Sheridan’s brilliant approach: “They Ask, You Answer.”
It’s simple, effective, and perfect for small businesses right here in Mid Wales — whether you're running a shop in Llandrindod Wells, offering services in Newtown, or selling products online from Brecon.
Let’s break it down in plain English.
What is “They Ask, You Answer”?
It’s a marketing and content strategy that’s based on one key idea:
If your customers are asking questions, your website should be answering them.
Rather than hiding pricing, dodging tricky topics, or using vague sales speak, you write blog posts, FAQs, and website content that gives clear, honest answers. It builds trust, boosts your Google rankings, and helps your business stand out — especially if your competitors aren’t doing it.
Why It Works for Small Businesses in Mid Wales
You don’t need a massive team or budget to make this work. In fact, the smaller and more personal your business, the more powerful it is.
Here’s why:
1. It Builds Trust Instantly
When someone visits your website and sees honest, helpful information — especially on topics other businesses avoid — it sets you apart. They’re more likely to trust you, call you, and buy from you.
2. It Gets You Found on Google
Each blog post or FAQ page is another chance to show up when someone types a question into Google like:
"How much does a new website cost in Powys?"
"What do I need to sell online in Wales?"
"Should I get a custom website or use a template?"
These are all great blog topics that answer real questions and use keywords your potential customers are already searching for.
3. It Saves You Time
If you’re answering the same questions via email or phone over and over, just write it up once and point people to your site. You’ll save time and give your customers a better experience.
4. It Makes You the Local Expert
Answering questions clearly and confidently positions you as someone who knows what they’re talking about — not just another company selling a service.
How to Start Using It On Your Website
You don’t need to be a writer or a tech expert — just think about the questions you get asked every week. Then start answering them, one by one, on your website. Here’s how:
Make a List of the Top Questions You Get
Think of every time a customer asked:
"How much will it cost?"
"What’s the process?"
"What’s the difference between [option A] and [option B]?"
"Is this right for me?"
"What do I need to get started?"
Turn Each One Into a Blog Post or Page
Each of those questions can be its own article or section on your site. Keep it clear and conversational — like you’re chatting to a customer over a cuppa.
Use Local Keywords Naturally
Mention your area (e.g. Mid Wales, Brecon, Newtown, Powys) when it makes sense. It helps local people find you in Google.
Don’t Be Afraid to Talk About Price
One of the best things you can do is talk about cost — even if it’s just giving a range or explaining what affects the price. It shows you’re upfront and trustworthy.
Final Thoughts
You don’t need to be a big brand or have a full-time marketing team to do content well. With "They Ask, You Answer", you just need to be honest, helpful, and a bit consistent.
