Skip to main

The Power of a Question

Authors: Tom Webster Tom Webster
Posted Under: Digital Marketing
Listen to this Article

When I was 30, I lived in a largely rent-controlled building in New York City with my (then) girlfriend, who was also my age. There were nine other residents on our floor: a young couple in their 20’s, and seven single elderly widows/widowers in their 70’s and 80’s.

The average age of our floor was 58. No one was 58.

While direct mailers were carpet bombing us with brochures to switch our 401K funds to bonds, the residents of our building were either living off of pensions or just beginning to invest. Trees were being slaughtered because someone asked “What’s the average age of that building?”

Every time we boil our marketing data down to a “what” and leave it at that, we make the same mistake.

Success lies in your willingness to ask—and answer—just one more question than your competitor.

For most of us, it’s the same one: “Why?”

(Get the details on the Power Of series, including calendar of contributors)

Get our best tips in your inbox! Join the smartest marketers who receive our ON newsletter.

Want more great content like this?

A twice-monthly dose of the trends and insights you need to keep you ON top. In each email, our team will recap what happened in digital, what trends are important for marketers to watch, plus some fun surprises that you’ll just have to sign up to see!

Subscribe to our Newsletter

Or are you looking to subscribe to one of our podcasts

b2b influencer

Ready to Get Started?