This Buyer Type Already Knows. Stop Trying to Convince Her.

I wanna tell you something about your ideal client, your ready Rachel.

She already knows.

She's been in your world for just a little bit.

She has been listening, she's been watching, she's been reading your content, and she already knows in her gut that you are the right room.

She already knows you are the right coach.

She already knows this is the thing she needs.

She is not on the fence.

She is not unconvinced.

She is not waiting for you to say the magic thing that finally persuades her.

She is waiting for a clear door, and if you do not give her one, if your content keeps talking to the woman who needs convincing and never speaks directly to the woman who already knows, she is going to walk right past you and go buy from someone else who gave her a clear door.

I know this because I am her Hello, and welcome back.

I'm Trish Ware, and this is Why She Buys.

So today, I'm doing something a little different.

I'm gonna talk to you from the other side of the table, not as a marketer, not as a strategist, but as a buyer, because I am your ideal client.

And I think if you really understood how I think, how I make decisions, how I move, what I need to see in your content before I say yes, it would change everything about how you show up.

And I also think this will help you recognize her in your own audience, the fast buyer, the fast decision-maker who's in your audience, the woman who is already aligned, the woman you are accidentally pushing away because your content keeps speaking to someone else, and it's hesitant, and it's shaky.

So let's do this.

I wanna tell you about how I buy.

When something is right for me, I know it.

I do not need 47 touchpoints.

I do not need a 17-email nurture sequence.

I do not need you to overcome my objections one by one like a checklist.

I just need to feel aligned, and when I feel aligned, I move.

Now, you guys some of you may know my story of how I married Mr. Ware.

So a little bit of a backstory.

We worked together in Florida when we were kids, so we knew each other when we were kids, but really, I still married him fast.

So we started talking, and he was moving to Asheville.

I lived in Nashville, and we decided to meet up for coffee, but we had been talking for months, so we just kinda knew it was something special.

We met up for coffee, got married in 20 days.

Now, does that make me crazy?

Probably a little bit, but the point is, when I know, I know.

So I have signed up for things within minutes of hearing about them.

I have booked coaches on a first call.

In fact, yesterday, I hired my third coach for this year within 10 minutes of talking to her.

I already knew.

I already went and looked at her content.

I looked at her landing pages.

I looked at what she was doing, but here's the thing.

She had a mix of content.

She didn't have one type of content alone, and a lot of you guys are making mistakes.

I didn't even look at her price because I knew this was where I needed to be, and every single time I've done that, every time I've trusted the feeling, it was the right decision, every single one.

And it has upleveled my business, my personal life, and I do believe that God created me this way with this, like, inner knowing that is loud and clear when something is right, and also with the faith to move on it.

Now, I also have learned about human design, which some of you guys, if you're Christians, I know some people are like, "Well, that's woo."

I personally believe that God created me, and if he created me to be a manifesting generator, then God did that.

And if you know anything about human design, you know we are built to respond.

When something lights us up, when we feel that gut response, we are meant to move fast.

We do not need to wait.

Now, there is a season.

There's a time to wait, but in some circumstances, we just know.

And here's what I want you to understand.

I'm not unusual.

There's a version of me sitting inside your audience right now, a woman who already knows, a woman who trusts herself, a woman who moves when it's right, and she needs something specific from you So here's the thing I see over and over again in the online space.

Now let me, let me break this up a little.

I teach four buyer types, and when I look at most of your content, you're writing for one or two of them and completely ignoring the others.

So there is ready Rachel.

She already knows, she's aligned, she's been watching you, she's made up her mind.

She just needs you to give her a clear path, a clear door.

Next, there is lurker Linda.

She is in your world.

She's consuming everything.

She's not commenting, she's not engaging, she's not making herself known, but she's there.

And she might be one piece of content away from becoming ready Rachel, and this is why you need to be doing all types of content.

There is hesitant Haley.

She wants this.

She knows she probably needs it, but she has objections, she has fears, she has the but what ifs running on a loop.

She needs to be walked through those objections before she will move.

Then there's unaware Uma, and she's the problem child for most of us in the motherhood space because she doesn't know.

She has no idea that she even has a problem.

She doesn't know how to put words to it, and she absolutely does not know that she needs you

She needs education before she can become a buyer at all.

So don't let any of these Instagram gurus or content gurus or copywriter gurus tell you that educational content is dead, because it's not.

But here's the thing, every single one of these women matter.

Every single one of them is in your audience.

But here's what I see.

Most of you are writing content for maybe Hesitant Haley and Unaware Uma because those are the women who are loudest about where they are.

They ask the most questions, they leave the most comments, they need the most from you, and so you keep writing for them.

And meanwhile, Ready Rachel content is just sitting there, and Ready Rachel herself is sitting there, already decided, waiting for an invitation, and your content keeps talking to someone who is not her.

So she starts wondering, "Is this even my level?" She wonders if you understand where she actually is, and she moves on.

you are not losing her because your offer is wrong.

You are losing her because you're not inviting her.

And this is huge, and a lot of you guys start doing content that is a clear offer piece of content or a sales piece of content, and you don't get all the vanity metrics, so you stop doing them.

But that is a mistake.

Now, Lurker Linda, she's watching all of this, and if she sees content that speaks to Ready Rachel, confident, clear, conviction forward, something in her also lights up, and she can become a Ready Rachel in an instant.

But if all she ever sees is content for Haley and Uma, she stays in the shadows.

And by the way, I teach all of this in Sold-Out Offer Challenge, so make sure you find out and come to that, because we do it every six to eight weeks.

Today, I wanna talk to you about Ready Rachel, because she is your fastest sale.

When I was on the phone with this coach yesterday, I knew, I knew that if she said the right things that I needed to hear, which is a whole 'nother podcast episode, because I, like you, have been burned by coaches, and I'm very intentional now.

If she said the things that I needed to hear, including do I get proximity to her?

Will I have her helping me?

Will she know my business?

Is she there in the community inside her, her portal, or am I being handed off to someone?

Am I not only getting co- access to you on this discovery call, and then you ghost me?

That was really important to me, so when she answered those important questions, I was her fastest sale.

I even said to her on the call, " I'm your ideal client.

Y- just hold up." She started to, like, do her whole sales things, and I said, "Just hold up.

I have specific questions for you." If they're in alignment, I'm ready to go.

And she probably got off the call and went to her husband and her team and was like, "Holy crap, that was the fastest sale I've ever had." But really it wasn't, because I have been watching her content for a year.

And when I was ready, I was ready.

I was hesitant Haley before.

I got converted into ready Rachel by watching how she shows up.

So ready Rachel is your fastest sale, your most powerful referral source, and the woman most likely to get results and come back for more.

And most of you are not creating enough content for her.

So here's what she needs and what you need to start doing.

One, she needs to see herself in your content.

Ready Rachel knows who she is.

She knows what she wants.

She's not wandering around trying to figure herself out.

She's looking for someone who gets it, and who knows exactly the thing she needs to know, and who speaks to where she is, not where she was.

If all of your content is about the woman who is stuck, who is scared, who does not know if she can do this, Rachel does not see herself there, and she moves on.

You have to create content that speaks to the woman who is already moving, the woman who is building, the woman who is ready for her next level and just needs the right room to get there faster, not, are you stuck?

Are you ready to go faster?

Are you struggling with X, Y, and Z?

Do you know what you want?

You just need a path.

She's not struggling.

She's choosing, so speak to a chooser.

Number two, she needs to feel your conviction, not your pitch.

Here is something I've noticed about myself as a buyer.

When someone's pitching me, I feel it.

When someone is pitching me and also hedging, adding disclaimers and qualifying and backtracking and, like, bracing for rejection, I feel that too, and it, it doesn't do good for me 'cause I need to feel certainty in someone that I'm gonna work with.

What draws me in is, is conviction.

When you talk about your work, like you believe in it and you love it.

I tell my clients all the time, you have to absolutely fall in love with your, your work, with your offer, with what you do, your service, your product, whatever it is, whether it's coaching or a service or a digital product or a physical product.

Doesn't matter.

You have to fall in love with it, and you have to talk about it in a way that is certain.

Certainty sells.

I promise you, when you, show up hesitant, and you're discounting, and you're backtracking, and you're adding all these little disclaimers, you are going to lose ready Rachel Because what she's listening for and what she's asking is, does this woman believe in what she's building?

Because if she doesn't, I am not handing her my trust or my money.

So here's the bonus.

Conviction forward content also pulls lurker Linda… I cannot ever say that, you guys.

Lurker Linda out of the shadows.

She's been watching you quietly, and she may not be sure yet, but then you say something with this freaking massive certainty, and you have this I know what I do, and I know it works energy, and something shifts for her, and she starts to become ready Rachel.

And a side note, this is why, you know, some lady in your niche who's kicking ass over what you can do, even though she doesn't know what you know, I guarantee the difference is certainty and confidence.

And I tell my clients all the time, you don't have to have even sold your offer to be confident in it, to be certain in it.

You built it for some reason.

Now, if you're just building an offer because you've seen all these ladies making money online, and you just wanna make money online, and so you just build this, like, willy-nilly offer, it's gonna be really hard to have conviction in it.

And I'm not talking about arrogance.

I'm talking about conviction.

This, like, quiet certainty that you know what you know, and you know what you do.

You know who it's for.

It's not for everyone.

And you know that it works.

Number three, she needs a clear, direct invitation.

You're not beating around the bush here.

This is where a lot of you guys are losing your Ready Rachels.

You may have done everything right, your content speaks to her, she feels your conviction, she is lit up, she's ready, but your invitation is buried, or it's vague, or it's not happening very often, or it's wrapped in, like, pressure language, and you're… She starts second-guessing herself.

She was a yes, and you are the one who freaking talked her out of it.

Ready Rachel needs a clear door, not a complicated funnel, not a soft maybe, a door.

Right here, this is what it is, this is who it's for, here's how to get in.

She is ready to move.

You just have to make it easy to move.

No friction.

When I am aligned with something, the last thing I need is for you to make the invitation complicated or apologetic.

If you make it either of those, I'm bouncing, because that's gonna tell me that inside your program or your container, it might not be what I want.

It may not be simple.

I need you to be as confident in the offer as I am in my decision to say yes.

So meet me right there.

Number four, she needs permission to trust herself.

This one is underneath everything.

Even Ready Rachel has been told at some point that she moves too quickly, that she's impulsive, that she should slow down and think more.

And so sometimes, even when she knows it, she's gonna pause because she's waiting for someone else to tell her it's okay to trust herself.

I did that for the majority of my adult life, until I started to lean in to who God created me to be and who I am, and to realize when then I move fast, when I know it, and I feel it, and I move fast, big things happen.

You know, I heard someone say years ago that money loves speed.

I find that to be so true.

When I hem haw on a decision, it's usually not good for me.

When I make it fast and I take action, good things follow.

So, back to your content.

Your content can be that permission.

When you talk about the women in your world who move fast and it changed everything, when you celebrate the decisive buyer instead of only creating content for Hesitant Haley, and the content for Ready Rachel needs to be a clear, direct invitation, not a soft invitation, not a soft CTA, not a, you know, "DM me so I can tell you more."

It's like, "DM me blank so you can get into the room," or, "You can get started today." Something very clear.

You want to create content that gives her permission to take action And that is really what she's gonna love.

you need to give her the permission, and she will love you for it, and Lurker Linda will see it and start moving towards the door, too.

So I wanna tell you what happens when a business owner gets this right.

I have been in the rooms where the invitation was so clear and the conviction was so strong that I said yes before I even finished reading, not because I was being reckless, because everything in me said, "This is right, and it's the only logical move.

Like, I have to do this." And I have been in rooms that I almost missed because the invitation was blurry, and it was buried, and it was complicated.

They had a complicated funnel, and then you get to the landing page, and there's, like, 50 choices.

And when I get confused, I do not buy, and that's pretty much the same for everyone.

So when you make it easy for them to say yes and you don't have this complicated invitation, your Ready Rachels will start buying.

She just needs you to be crystal clear.

Here's what I want you to do.

Go look at your content this week and ask yourself, "Who am I talking to?" You have four buyers in your audience: Ready Rachel, Lurker Linda, Hesitant Haley, Unaware Uma, and all four of them need something from you.

But today, I want you to look at your last, like, 12 pieces of content and ask yourself, " Did any of this speak directly to Rachel?

Did any of it say, 'Hey, woman who already knows, here's your door'"?

Because she's there.

She's ready, and she will not wait forever.

Now, I wanna say a side note.

I'm not saying if you have 20,000 followers.

This could be someone… If you have 200 followers, she's in there.

She's, she's looking at it.

You need to look at your invitation.

Is it clear?

Is it direct?

Is it confident?

Are you showing up direct and confident?

Are you showing up shaky and hesitant?

Is your CTA buried and apologetic so that Ready Rachel can't even find the yes?

She's in your audience right now.

And I don't care if you did a clear-cut CTA two weeks ago and you don't wanna be sales-y.

Girl, no one is looking at all your content No one, I promise you.

So start creating it on the regular.

You need to have that on the regular.

Give her something to move with.

Now, if you wanna be in the room full of women who think like this, who build like this, women who are impacting the lives of moms and other women who are not business owners, real-life impact, birth, babies, boobies, brains, physical fitness, all of that.

If you are marketing to someone who is not a business owner, especially moms, then Why She Buys Live is for you.

It's in Nashville January 27th and 28th.

Go to whyshebuyslive.com.

This is a room for women who market to women and who are ready to go faster.

We are going to dial in your content, your messaging, your invitation so the right woman finds you, feels you, and says yes.

We have an incredible lineup of speakers, but not only that.

If you haven't listened to my podcast episode about how the right room changes everything and how events changed my business, listen to it because this is a room created exactly for you, and just being in the room with these other women, making connections, collaborations, and potential clients for you, this is the room I am building.

So we are open for early bird tickets right now.

If you know, you know, so come find the door.

Be a ready Rachel.

Here's the thing.

If you don't sell, you won't sell, and perfection disrupts connection.

I 100% know that if you start speaking with confidence and certainty, you will start selling.

All right, friend, as always, thank you so much for listening.

If this resonated with you, do me a favor.

A lot of you guys are out there listening, and you never comment or leave a review, so I'm asking you woman to woman, leave a review.

Tell me what you'd love to hear more of.

Tell me what you love, and let me know what you're thinking.

Here's my ask.

Hit Subscribe, leave a review, and I will see you next week.

That's your cosmic slap on the booty.

Remember, the magic is inside of you.

Okay, bye for now