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June 30, 2025 3 mins

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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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Transcript

Episode Transcript

Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
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 bookthem, 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 needto actually book those in the
consultation so you can convertthem into clients.

(00:21):
That is what we refer to as acall me now campaign, and I'm
going to show you some visuals.
But here's what I want you tounderstand before I pull up the
visuals what type of contentworks best completely depends on
the buyer journey your clientsare on, and the way I like to
think of this is a spectrum, alevel of prospect, urgency On

(00:44):
one end you've got a one.
Okay, this is somebody who isfeeling as little urgency as
possible.
They don't even know thatthere's a problem, right?
Let's say again, let's use theestate planning example.
You know, let's say it's ayoung married couple, but they
don't have kids yet.
They're really not eventhinking about estate planning.
And then, kind of in the middle, we've got this.

(01:05):
You know, number five here.
They're starting to think aboutit, right, maybe they are about
to have their first kid andthey're starting to think about
it, right, and then we've got onthe far other end of the
extreme.
They need a solution right now.
So the classic example here islike somebody who was arrested
and is in jail right, they needhelp right away.

(01:28):
Somebody who was in a caraccident probably needs help
right away.
And so your mission and what wedo with our clients and what you
really need to be doing asyou're thinking about your
marketing strategically, isgiving the right type of content
at the right time.
Okay, so when you've got thesepeople who are at sort of a
level one don't even necessarilyknow this is something they

(01:50):
should be thinking about, you'rereally educating them.
Like, they're not gonna book aconsultation right now, they're
probably not even going todownload a lead magnet because
they don't even know why theyshould be concerned about this,
right, and so we're gonna useblogs and videos and educational
content to like get themthinking about it.
Then, as they start thinkingabout it, as they start maybe

(02:11):
feeling the pain or they'refearful or they're excited or
whatever the case may be, butnow they're more aware of it,
now you're going to start usingthings like lead magnets,
webinars, events, right whenit's a little bit more of an ask
.
You're asking for their contactinformation.
Maybe you're asking for them toshow up at an event or a
webinar, and that works reallywell for people that are sort of

(02:32):
in this four, five, six levelof urgency.
Then, as it ratchets up evenfurther, now you're in nine, 10
territory.
Now's where you want to targetthem with a call me now campaign
.
Somebody who is sitting in jailis not going to register for
your webinar next week, right,and they're probably not going
to read your blog entry.

(02:52):
They need help now.
Conversely, you know somebodywho is just in the beginning
stages of doing some researchabout estate planning is not
ready to book a consultation yet.
So if the only content they'reseeing is this call me now level
content, they are not going toconvert.
They're not going to take thebait because that's not where

(03:13):
they're at.
Thanks for listening to today'spreview for this week's episode
.
If you would like more clientsand better clients for your law
firm, go to growmylawfirmfastcomthat's growmylawfirmfastcom and
get started today.
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