--- description: Prospects repeat basic questions when the website treats itself as a static brochure rather than a comprehensive information hub. B2B buyers spend only… image: https://www.leanlabs.com/hubfs/LL%20V4.1/LL%20Featured%20Image.png title: Why do prospects ask basic questions the website should have answered? --- B2B Websites Why do prospects ask basic questions the website should have answered? # Why do prospects ask basic questions the website should have answered? Prospects repeat basic questions when the website treats itself as a static brochure rather than a comprehensive information hub. B2B buyers spend only about 17% of their buying time meeting with suppliers, with the remainder spent researching and validating independently. If the site does not answer their questions, they arrive at sales calls with those questions still open. The most common gaps are missing content on pricing structure, implementation timelines, specific use cases, ROI expectations, and how the product or service actually works in practice. Buyers search by problem, not by brand name, with 71% of B2B buyers starting research on a search engine. If the site lacks content that matches the way buyers frame their problems, visitors either leave without finding answers or skim surface-level pages that fail to address their specific concerns. An effective site anticipates the questions buyers ask at each evaluation stage and provides clear, direct answers without requiring a sales conversation to access basic information. ### Ask AI about Lean Labs [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/chatgpt.svg) ChatGPT ](https://chat.openai.com/) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/googlegemini%201.svg) Gemini ](https://www.google.com/search?udm=50) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/perplexity%201.svg) Perplexity ](https://www.perplexity.ai/search/new) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/claude%201.svg) Claude ](https://claude.ai/new) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/copilot.svg) Copilot ](https://copilot.microsoft.com/) Ask AI ```json { "@graph": [ { "@id": "https://www.leanlabs.com/#organization", "url": "https://www.leanlabs.com/", "logo": { "url": "https://www.leanlabs.com/favicon.ico", "@type": "ImageObject", "width": 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