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Savvy Internet marketers know that the most important thing you can do to establish your expertise in a business niche involves asking the right questions. In fact, asking the right questions can improve any business owner’s Internet marketing efforts. Let’s look at a hypothetical example where your niche is “how to prevent home foreclosure.”

Giving your prospects information regarding credit protection or loan consolidation might be your initial inclination. Naturally, those issues are very significant in your niche, but there are others as well. Read some forums on the topic and pay attention to the solutions people need if you’re uncertain about the types of questions homeowners who are facing potential foreclosure might ask.

In addition, discuss the topic with anyone you know who’s facing a potential foreclosure. When you’re done, ask yourself these fundamental questions (no matter what your niche might be)

* Are the immediate concerns personal or financial?

* What emotional hot-buttons are involved?

* What happens next?

* What non-traditional, creative solutions can I come up with?

* What products or services does a person in this situation need or want?

These questions show you that the issue has a personal impact on your prospects, and they will help you think out of the box instead of staying focused on traditional “how-to” information. The answer to every question could be an informational product like a newsletter, “how-to” video or report that takes a different approach than the traditional one. Create these types of informational products and offer them to prospects as “bait” to get them to subscribe to your email list.

You can also use the contrary approach. Information products tend to show what happens when the buyer follows the advice. Some viewers will read your sales letter and dismiss it saying, “So what if I don’t follow that advice?”

So tell them. Prepare an informational product that describes what could happen if things go poorly. Conclude by explaining how they can avoid this negative outcome by following your advice.

Other questions that you can use as idea starters for product development are

* Where in the process is a buyer apt to get frustrated or even stuck while implementing the system?

* To use this knowledge to increase profits, which skills will need to be strengthened?

* What are the biggest obstacles to success facing someone who is new to your product or service?

* What are your goals for how the buyer feels after using your product or service, whether it’s implementing your system or reading your information?

The last and most important question to ask is “when potential customers receive my informational product, what impression do I want them to get?” Your answer might be that your product is easy to use or highly sophisticated, for example. After you answer the question, build the appropriate features or qualities into your product.

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