Customers often wonder why I ask many questions during interviews. Over time with testing this system, I realized it is necessary. Some questions I ask are somewhat irrelevant, but they lead to answers that direct me to essential information.
The reason why I do this is because that fuels power in copy: What the prospect is looking for in your company, product, or service. I eke out the pain points and pressing needs that bring customers to use you. And the more problems or desires I address, the more the prospect will be understood.
Clients are skeptical. Most people don't like change and are resistant to new ideas. They want to stay in their comfort zone. There needs to be a pull or a drive to bring an action; that is, by writing out how every desire is met or each concern is being dealt with. Then they will see value in you and happily make the purchase, because you serve their needs.