They Ask You Answer by Marcus Sheridan Summary
Overview of They Ask You Answer
Revolutionizing marketing through radical honesty, "They Ask, You Answer" transformed River Pools from near-bankruptcy to a 26-location national brand. What if addressing customer questions - even uncomfortable ones - could generate $8 million in revenue like one B2B company discovered?
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Key takeaways
Transform Your Business by Answering What Customers Really Want to Know
When Marcus Sheridan's fiberglass pool company faced bankruptcy during the 2008 recession, he discovered something that would not only save his business but revolutionize it. Customers weren't making buying decisions based on traditional marketing anymore-they were researching extensively online before contacting companies. This revelation led to a deceptively simple approach: answer every question customers ask, honestly and thoroughly. By creating an article addressing fiberglass pool pricing, Sheridan generated over $6 million in sales-literally saving his business. The New York Times later featured this approach with the headline: "A Revolutionary Marketing Strategy: Answer Customers' Questions"-highlighting how something so fundamentally simple could transform modern business. Modern consumers make approximately 70% of their buying decision before ever speaking with a company representative-a dramatic shift from just a decade ago. Yet most businesses continue operating with outdated models that prioritize sales departments over marketing efforts. The internet has democratized information access, transferring power from salespeople to consumers. Where buyers once relied on sales representatives for product details, they now expect comprehensive answers online before initiating contact. Companies resisting this change often hide behind the "we're different" phenomenon-the universal belief that their business is uniquely exempt from these trends. In reality, all businesses fundamentally operate on the same currency: consumer trust. The organizations thriving today have recognized that becoming the most trusted voice in their industry creates the ultimate competitive advantage. This requires abandoning "ostrich marketing" and embracing radical transparency that addresses every customer concern, even when uncomfortable.
The Big 5: Content Topics That Drive Revenue and Build Trust
Assignment Selling: Turning Content Into Your Best Salesperson
Building a Culture of Content: Essential Elements for Success
The Visual Revolution: Embracing Video as Essential Media
The Transformation Timeline and Real-World Results
The Only Question That Matters: Can You Afford Not To?
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"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
From Columbia University alumni built in San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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