How to Know When Your Audience Is Ready to Buy

The Law Firm Marketing Minute

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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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Chapters

1. Value Buckets and Sales Funnel (00:00:00)

2. Understanding the Urgency Spectrum (00:00:27)

3. Right Content at Right Time (00:01:03)

4. Content Strategy for Different Urgency Levels (00:01:55)

5. Episode Wrap and Call to Action (00:03:17)