How to Know When Your Audience Is Ready to Buy

Not all prospects are ready to buy right now—and if your marketing doesn’t match their mindset, you’re losing clients. In this episode, Danny Decker reveals the psychology behind the buyer urgency spectrum and explains how to craft content that moves people from curious to committed. Learn when to educate, when to invite, and when to say “Call me now.”

📌 Key Takeaways

• Understand the three phases of client urgency and how to identify them.
• Match your content type to where your audience is on the buying spectrum.
• Use the “Call Me Now” campaign to convert high-urgency leads fast.

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Chapters

• 0:00 Value Buckets and Sales Funnel
• 0:27 Understanding the Urgency Spectrum
• 1:03 Right Content at Right Time
• 1:55 Content Strategy for Different Urgency Levels
• 3:17 Episode Wrap and Call to Action

Transcript

Speaker 1: 0:00

So the first two buckets I just talked about are just giving value, giving value, giving value, moving people down your sales funnel. But ultimately you need to book them, and that's what we refer to as a call me now campaign. So you found your ideal clients, you're giving them information that's useful, but you now need to actually book those in the consultation so you can convert them into clients. That is what we refer to as a call me now campaign, and I'm going to show you some visuals. But here's what I want you to understand before I pull up the visuals what type of content works best completely depends on the buyer journey your clients are on, and the way I like to think of this is a spectrum, a level of prospect, urgency On one end you've got a one. Okay, this is somebody who is feeling as little urgency as possible. They don't even know that there's a problem, right? Let's say again, let's use the estate planning example. You know, let's say it's a young married couple, but they don't have kids yet. They're really not even thinking about estate planning. And then, kind of in the middle, we've got this. You know, number five here. They're starting to think about it, right, maybe they are about to have their first kid and they're starting to think about it, right, and then we've got on the far other end of the extreme. They need a solution right now. So the classic example here is like somebody who was arrested and is in jail right, they need help right away. Somebody who was in a car accident probably needs help right away.

Speaker 1: 1:32

And so your mission and what we do with our clients and what you really need to be doing as you're thinking about your marketing strategically, is giving the right type of content at the right time. Okay, so when you've got these people who are at sort of a level one don't even necessarily know this is something they should be thinking about, you're really educating them. Like, they're not gonna book a consultation right now, they're probably not even going to download a lead magnet because they don't even know why they should be concerned about this, right, and so we're gonna use blogs and videos and educational content to like get them thinking about it. Then, as they start thinking about it, as they start maybe feeling the pain or they're fearful or they're excited or whatever the case may be, but now they're more aware of it, now you're going to start using things like lead magnets, webinars, events, right when it's a little bit more of an ask. You're asking for their contact information. Maybe you're asking for them to show up at an event or a webinar, and that works really well for people that are sort of in this four, five, six level of urgency. Then, as it ratchets up even further, now you're in nine, 10 territory.

Speaker 1: 2:41

Now's where you want to target them with a call me now campaign. Somebody who is sitting in jail is not going to register for your webinar next week, right, and they're probably not going to read your blog entry. They need help now. Conversely, you know somebody who is just in the beginning stages of doing some research about estate planning is not ready to book a consultation yet. So if the only content they're seeing is this call me now level content, they are not going to convert. They're not going to take the bait because that's not where they're at. Thanks for listening to today's preview for this week's episode. If you would like more clients and better clients for your law firm, go to growmylawfirmfastcom that's growmylawfirmfastcom and get started today.