How to Turn Your Lurkers Into Buyers (The Hack I Charge Thousands For)

Welcome back to another episode of Running with Wolves. I'm really excited about today's episode because I'm gonna give you a tactic that I charge my clients like thousands of dollars to give them, but today I'm feeling generous I'm giving it to for free. And we're gonna talk all about the one hack that I have to basically make it so that the people who are freaking lurking in your audience. Where you're like, dude, I see you all the time, right? We all know those people. You see them consuming your content, opening your emails, like listening to all of your podcasts, responding to all of the stories, et cetera. The people who are lurking and vinging the crap out of your marketing, how to get them to go from lurking to purchasing like the next day. This hack is something that works for every single business model, every single industry, and honestly, every stage of business as well. This has worked for clients who I've had that have been making 15, 20 K per month in sales, and it's worked all the way up and all the way through the range of businesses who are making like 300, 400 K in sales per month. Because at the end of the day, if you're looking to scale your sales, obviously you're looking to have more buyers, which means that you have to get new eyes onto your brand or your business, you have to get them binging your content and then ultimately get them buying. And every single business, pretty much at every single stage, is going to have lurkers who aren't ultimately buying. So this is something that you can use at any stage of business to consistently turn your lurkers into number one, your most raving fans, but then the easiest sales you've ever made. And all of this is rooted in sales psychology. And that's, you guys know, for me, I am never going to implement a strategy just because. I'm never gonna do anything when it comes to marketing that is not rooted in buying behavior, data, and sales psychology because that's ultimately what converts. So you guys will know anything I talk about is always rooted in that. But today primarily, the two sales psychology tactics that we're gonna focus on is urgency and identity. That's really ultimately what this comes down to. So I'm gonna talk you through why we do it this way and like the psychology behind it, but then I'm also going to talk you through ultimately how to do this. And I'm gonna break it down into each like individual step, how to like find out all of this information, turn it into content, et cetera. So that starting tomorrow or even today when you listen to this episode, you're like, okay, cool. I could go on to Instagram, TikTok, socials, email, podcast, anything and create a piece of marketing around this and boom tomorrow you're gonna see sales. So before we get into really the actual like marketing hack, if you will and how to do it, I want to talk about the why behind it because it's my opinion that in order to, with your marketing, psychologically move someone through a buyer's journey, IE like get them to think differently about purchasing from you or investing in your services. If you're gonna do that, it's important for you to understand the frame of mind that your buyers are in and where they're coming from because that basically tells you why they're not moving and why they're not moving tells you what kind of marketing to put out to move them through. So I always start at like, okay, where is our audience in their buyers journey? What's their frame of mind? So that then we know what marketing to hit them with to actually get them to buy. So like I said, before we get into the hack, let's talk about where lurkers are at in their buying journey and why essentially they're not inquiring. So what I need you to understand is that lurkers are not colds, leads, it's not cold traffic. These are not people who are unfamiliar with your brand or your business, your product or your service, what makes you different from your competitors, et cetera. These are people who are unconvinced. Typically when I look at lurkers, there's a couple of different stages that they're in. They're binging your content, which means, or really any of your marketing in general, right? Which means that they enjoy what you're talking about. They resonate with it, they resonate with you, they know like trust your brand, right? So they could be in that position in a place where they recognize they need a product or service like yours, right? They need the solution that you offer, but they could not be convinced that like you, your product or your service is the thing that they like need to move forward with, they need to purchase need to invest in in order to get the solution or the transformation that they're looking for, right? So they know of you, they like you, they trust your brand, but they're not necessarily convinced that your product or service is the solution for them. So because of that, we have to essentially leverage their experiences, showcase the fact that your product or service is the solution to their needs, but then really create urgency around why they need it now because that's the other end of the spectrum when it comes to lurkers. They could absolutely want your product or service, understand that they need it, understand it's the solution, but have fears, objections, hesitations, or again, a lack of urgency around like, "I don't necessarily know, is it the right time?" Blah, blah, blah. They could have any of those things happening. And so it really, you have to kind of put all of that in cheer marketing to move them through to an actual purchase or an investment. And what most people get wrong about urgency is that they think it's almost like a countdown timer or like, "Oh, we have limited quantities." Like, make sure you get the product before it sells out or they think it's, "Oh, I only have a couple of spots left in my program or the doors are closing to get into my program or work with me or any of those things." People often think that that's the only way to create urgency. It was funny. I made a TikTok the other day about urgency. And that was every single comment. People were like, "Well, this is how I create urgency." It's like, "What are you talking about?" Urgency for me by definition. And if you look up the sales psychology definition of it, it's essentially the cost of inaction. And that's what you're portraying to your audience. So it's either, "Hey, here's what you could have if you purchased this product or invested in the service now." Or, "Hey, if you don't do this now, I.e. purchase this product, invest in this service, you're actually going to miss out on these things." So you're going to miss out on this opportunity, the solution, the transformation you're looking for, et cetera. So urgency isn't about like holding a gun to someone's head and being like, "You gotta buy now, basically, right?" It's actually about like collapsing in decision. It's about giving them so much confidence through your messaging that this is the product or service for them, that this is the right time, really handling their fears. So we're not forcing people to buy. We're removing the ability for them to wait in a comfortable way, right? So we're making it uncomfortable for them to not purchase or invest right now based on what they could have or based on what they're missing out on if they don't. So with that being said, I want to kind of go into the tactical side of it. Now that we really understand the frame of mind that these lurkers are in, we then understand kind of what kind of marketing we need to be putting in consistently every single day, what kind of messaging we need to be putting in in order to get them to buy. So the easiest hack that I have for this, because we don't want to just make this like vague, right? I always say the brands or businesses that are going to win in sales are the ones that are the most specific. This is a sales psychology tactic called identity, okay? Which essentially is just that if your audience and your buyers, i.e. these lurkers, see themselves so strongly represented in your marketing, it's going to move them through that buyer's journey faster because they're like, oh yeah, that is me, right? So right away, they're like, this brand or business gets me. They understand what my scenario is, but then it makes the product or service or the solution it offers that much more personal and that much more valuable, which makes it that much more expensive, right, or uncomfortable for them to not move forward. So we want to start with identity and the more specific you can get around who these people are and their day to day experiences, the better this is going to work. So I'm going to go through my handy-dandy notebook and tell you just kind of the steps of how I do this because I think that the way I find out this information, everyone was like, oh my god, you're going like black ops mode. I'm like, yes, I am. Like that's what we got to do in our marketing, okay, people. So it's actually kind of sneaky, but it works every single time. So step one is kind of like a, it's going to be basically identifying who these lurkers are, okay? So typically the four questions you'd kind of be asking yourself to identify who your key lurkers are, who are your hottest leads. Who could you move to purchase from you literally tomorrow, right? So number one, who is like consistently viewing your stories, but really like replies consistently, but as never you purchased your product or invested in your services, right? Who engages with like thought leadership content, warming content that you post, content about your product, your service, your, you know, day to day life, your industry, your thoughts, et cetera, but really never engages with more of like your conversion content so your products, your services, et cetera. who saves educational posts, but really kind of ignores more of like your salesy posts. And then lastly, who deems you questions about your products or your services, but then ultimately never purchases, right? This all comes from social media. And typically those are going to be your people who are your hottest leads, okay? They're going to be the easiest because they're already kind of like flirting with the idea in their head of purchasing your product or investing in your services. It's not that they like don't know that your product or services the solution that they're looking for. Girl, they know. And they're ready to move. There's just something holding them back, right? Okay. So once you identify those people, usually you could pick anywhere from like five to 10 of those people, because that's probably going to represent a decent amount of your target audience. Okay. So if like, let's say as a service-based business, for example, let's say you sell like high-level consulting, right? So you notice that there are like 30 different founders who consistently watch every single story that you post. They reply when you talk about strategy, they go silent when you talk about your pricing or your offer or your availability, right? What that typically means to me is that they believe in your expertise, but they're ultimately scared to invest in your services for one reason or another, right? So that tells us they're like right on the cusp of investing in your services and they just haven't heard what they need to feel confident in that investment. Okay. Or let's say you have a product-based business. Let's say you own, you know, I always use the skincare brand example. You have very specific followers who always save your before and after results. They click your product tags. They add to your add your product to their cart. Then they abandon it 10 different times, right? Ultimately, what that tells us is they want the result that your products provide, but they're not necessarily sure if it's going to work for them specifically. Like they don't really believe the marketing that you're putting out yet. And so a lot of times the cool part is that your data, again, as far as how your audience is moving, tells us this story of what they need to hear in order to purchase or invest. So then we go from, okay, we now know who our hottest leads are and kind of a little bit around like where they're stuck in their buying journey. But then what we want to do is really identify their true hesitation because that's going to get even more specific with what kind of marketing we need to put out to move them through to purchase. So this is where I have seen so many business owners make massive mistakes. And honestly, mistakes I've even had to correct with my own clients when they first start working with me. This is not just like, oh, as soon as you enter my world, you never make this mistake again. This is something like I've even made mistakes around, right? Is that most business owners when they're marketing, they assume instead of like looking into the data and recognizing what the true sticking point is. So they assume that, oh, they're just afraid of the price point. Oh, they're just afraid of this that and the other or like, oh, I just need to create more urgency. When in reality, that might not be the actual issue. And you guys know this about me. We don't guess. That's the really cool part. Like this is the part that I nerd out about when it comes to marketing is that like you don't have to guess. And it pisses me off because there are so many strategists out there who consider themselves like quote unquote marketing and sales experts. When I have clients who have come to me after working with them and they're like, yeah, they basically were like telling me to do XYZ and like, did they look at your data? Did they look at any of your marketing? Did they look at your market research, your buyer behavior, et cetera? And they're like, no, I'm like, cool. So you were paying them to guess for you. And in my world, we don't guess we know what your audience needs to hear to buy based on your data, your market research, how they're moving, et cetera. Okay. So we cross reference what I have just shown you guys how to do as far as identifying based on their behavior, like what the sticking point is through market research. So you can find this through your comments. You can pull your audience, survey your audience. You can look at DMs. You've gotten, right? Application answers. If you're a service-based business, sales call transcripts, customer service tickets, we look for repeated language. Okay. We're looking for patterns. We're looking for themes. We're looking for like repeated behaviors. So not just like, and this is something that I have to even correct my clients around too. They'll be like, oh, they just think it's too expensive. I'm like, no, no, no, no, that's what you're translating it as. They may have an objection around concerns. They may think it is too expensive, but is that how they're saying it? Is that their internal narrative, right? What their fear is maybe around money, maybe around objections, but how they're actually going to say it is, I need to think about it. I want to make sure this is the right time. I've been burned before those are all different psychological states that they can be in and knowing what, again, their frame of mind is, is crucial for this to work. Okay. So yes, I want you to basically look at all of your data, how your audience is moving to identify maybe what their true sticking point is, but I want you to cross-reference that so that not only do you know what the concern or the sticking point or the mental hurdle is that's preventing them basically from purchasing, but then from there, you also know what language they would use in order to describe that concern so that you can put that immediately into your marketing because identity is making sure they see themselves in your marketing. And a really big part of that is language. That's another sales psychology tactic called mirroring, right? So when you mirror someone's, even if you're in person, like you're having a meeting with somebody, a really easy way to mirror is body language, but a different way to mirror if you're online marketing instead of having like an in-person sales conversation is to mirror their experiences, but more than that, they're exact language that they're using to describe those experiences so that the second that they read your piece of content, they're like, um, I'm sorry. Like the joke that I make all the time, I think I've said that on this podcast is like, cut the cameras, where's Aston? Am I being punked? How do they know my internal narrative? How do they know the exact things? I was just freaking telling Susie down the street about my struggles or my goals, right? Like you have to be that specific to the point where they're like, this is my exact like internal narrative. This is my brain. How did you know that? That's how specific we want to be. So for example, if you're a service-based business, if founders say like, oh, I just need to think about it. What they actually mean is I'm afraid to be the person that invests at this level, right? Or I'm afraid I'm not going to be able to show up in a way that makes this investment work or like, I've been burned before. What if that happens again? Right? So on and so forth. So urgency angle really often becomes identity based and that's when it works the best. So your content might end up sounding like the real risk is staying the same founder that you are today because at a hundred K months, your current thinking is what's building your ceiling, right? The thing that's holding them back from making the investment into your services isn't even about your services. It's literally about themselves, but unless you know that and you know the language they would use to describe that, how are you going to help them overcome that mental hurdle through your marketing? Okay? So again, a different product-based example would be if customers say like, oh, I really want to make sure that this works for me, urgency and creating an angle in your marketing around that becomes around like specificity and proof. So it's all about like pulling different examples of different types of customers that this product has worked for the results that it's created, speaking to why it works to for everyone in every stage. Like there is nothing special about your circumstance. It's going to work for you no matter what, right? So it could sound like, oh, if you struggle with hormonal acne like along your jawline, this formula was literally tested on that exact skin type. Like here are 17 other customers with that exact same issue there before and afters, etc. You're not sitting there being like, oh my, my skincare product is running out of quantity. Like get it while supplies last. You're saying, hey, I'm removing the uncertainty that you have because I understand what your concern is. And the reason I do it this way is because I've seen so many business owners who tell me I can close a client, I can close a customer if I'm having a conversation with them. And the reality is that through conversations, you ask these questions, you literally will straight up ask them if you're good at sales conversations. Like what's your hesitation? What's your concern? Talk to me about that. Like open up to me, right? If you're asking them that, they're going to point blank, tell you, okay, here's my concern. And then you can sit there and verbally handle that objection so that you get them over that mental hurdle so that they no longer have that. But if you're trying to sell through your marketing, you have to figure out a different way to get that kind of information and handle it in your marketing, right? So now that we have all of that information, we are going to put that into our content and collapse. Like I talked about kind of like the comfort of waiting. What you need to remember is that lurkers will continue to lurk until it no longer feels right to do so. So your job, if you have a shit ton of lurkers in your audience, is to make it uncomfortable to continue waiting to get them to move, okay? So when it comes down to psychological urgency, let's just recap, I mentioned this very briefly in the beginning of the episode, but there's three kind of like different ways to go about doing this. Okay. So there's opportunity cost or like what you're missing out on what you could potentially have when it comes down to purchasing the product or investing in the service tomorrow. Then there's the identity gap and then there is the environmental shift. Let me give you some examples for each of these and what that looks like. So opportunity cost, if you're again, a service-based business. And let's say you're sitting at 80 K months, your conversion rate is 1.2%. That gap of not solving that conversion rate with your marketing, not increasing your conversion rate is probably costing you about 300 K in missed sales per year. And if I did a piece of content or I've created a piece of marketing and email doesn't matter where I literally showed the math. And I've done that before, depending on your buyer type rate. Like if you have very analytical or like even assertive buyers, they love those details. They love the data. They love the logistics, the information, the stats. If you can break down the numbers of the missed opportunity, like you're literally leaving 300 K on the table and this investment you're about to make is maybe 30 K. Like, let's weigh the pros and cons here, guys. Like let's think like a CEO, right? If you show them those numbers, it's going to be a no brainer for them. If that is the urgency that you are leveraging, right, is like the opportunity cost, that is such a fast and easy way for you to be like, "Hi, hello." Like literally the only thing holding you back is you, right? Same thing with product-based businesses. If someone buys, let's say they go to, I don't know if I can get like in trouble for saying specific brand names, but let's say they go to like a very specific fast fashion brand that we all know about that does not make very good quality clothing, but people will purchase because it's inexpensive and trendy. Okay? So if someone buys leggings from a fast fashion brand, three times a year because every single time they buy them and they wear them for a certain amount of time, they get stretched out, they don't maintain their shape, the fabric starts pilling, etc. They are spending way more on three pairs of leggings in one year than if they were to invest in one really good pair of leggings that's very high quality. Yes, it's going to be more expensive when you purchase it, but guess what? You're not going to have to repurchase it in a couple of months. In fact, it's probably going to last you much longer. Therefore, in the long run, you're going to spend less money on one really good pair of leggings. We have to show them where they are making kind of like a silly decision essentially and missing out on an opportunity, spending too much money, any of those things when it comes down to their purchases. Okay. So identity gap. A service-based example of this would be, let's say, a founder who is making 500K in sales per year. They don't hesitate for three months over a decision that fixes their bottleneck. The way that you basically showcase and create urgency around this is by talking about, hey, the future version of yourself that you are trying to become doesn't act like this. And that person acts this way. And if you want to become this person, you need to start acting like that person now. Another way of doing that, the product-based example, again, the skincare, the woman who invests in premium skincare, doesn't patch test five different drugstore products for a year hoping that something works, right? We show them basically who they're be hating like. And then we say who they want to become. And then in their brains, they kind of close that gap by realizing, okay, if I say I want to become this person, I need to act this way, okay? Which includes purchasing or investing. And then lastly, the environmental shift. This is very strategic timing. So this is really what a lot of people are referring to when they talk about urgency. So this is like, hey, bonuses disappear if you don't move by this specific point. You know, the discount we were offering on this like bundle of skincare products is going to go away after the state access shifts, capacity closes, pricing increases, etc. Right? All of that is real. We're not making that up. Let me clarify that, okay? Because unfortunately, I've seen a lot of different brands and businesses try to create some urgency around limited quantity or capacity when that is not reality for them. Okay, they don't have a small amount of products that they have a ton of products to sell, but they're trying to create that fake urgency. Same thing with service-based businesses. Their client roster is wide open, but they're making it sound like they only have a couple of different spots available. That is real urgency. If you fake urgency, I need you to understand you will destroy trust with your audience. And I will tell you right now, if you think and you are someone who has faked urgency in the past and you're like, oh, my, my audience is never going to find out about this. No one will ever know. It's fine. Yes, they will. They absolutely will. And you will destroy trust with your audience. So do not do it. Okay. So now that we have talked about how to create urgency, we're going to put it all together and we are going to talk about how to write content that presses the right button. Okay. So what I want you to do, it's very simple is go to the Lerker's profiles who we just talked about. How do I identify like where their stuck blah blah blah. You already know based on all of the work that we just did, if you follow this step by step, exactly where they're stuck. See what language they would use to describe where they're stuck. And ultimately the mental hurdle that you need to help them over to get them to purchase or invest, which means you also know what kind of urgency you need to incorporate into your content and your marketing to get them to purchase or invest. So now we just customize it with their exact behaviors and hesitations. Okay. So I want you to go to their profile and again, five to ten people is plenty. Okay. So all you need to do is watch like a freaking fly on the wall. Okay. I want you to look at what are they talking about? What mistakes are they making, right? What is it that they're struggling with? What are their goals and like what basically is holding them back from accomplishing those things? So for example, if the client who asked me this question, which is where this all kind of like stemmed from, the client who asked me this question on a call was a fitness coach. And so this fitness coach, she was like, I have so many people lurking blah, blah, blah. I go, okay, cool. Let's go to their profile. And the biggest thing for her is that she helps moms basically like lose weight without incorporating a GLP one into their like day to day routine, right? So they do it in a way that's like sustainable and healthy and blah, blah, blah. So I'm like, let's go to her profile, all of these people's profiles and look at when it comes down to their goals, which is to like lose postpartum weight to feel like themselves again to be healthy, to have a healthy relationship with food, to be toned and build muscle and blah, blah, blah. If that's their goal, what are they doing right now that's self sabotaging getting there? So for a lot of these people, what we found was that they were basically using a GLP one as like a bandaid fix, right? So like they had a GLP one which impacts how you eat, but then from there, they would get off of it because they lost weight. They weren't consistently working out. They didn't have good habits around their food. And so they would either gain all the weight back or go on this like yo, yo, like lose weight, gain weight, lose weight, gain weight, right? So basically what I told her to do was to create a piece of content around how if you leverage GLP ones as like your only like weight loss strategy, you're actually going to end up gaining weight in the long run. And the reason why people do that is because they don't actually understand the right approach. They've tried different things. They've tried working out consistently going out and going to like all of these different workout classes. They've tried different diets. They've tried everything in order to accomplish their goals. But none of it has worked because they didn't actually know how to create a meal plan or a diet plan or a workout plan based on their goals, their body composition, et cetera. So what we did was basically said, hey, if this is the approach you're trying to take right now, GLP ones, here's why it doesn't work. And here's why all of the things that you tried to do in the past also haven't worked. And if you continue to try to DIY your health journey, figure things out, et cetera, not only are you going to probably gain more weight in the long run, you're going to cost yourself your mental health, you're going to burn yourself out doing it. You're probably going to create a really unhealthy relationship with food, blah, blah, blah, right? Then we shifted. So we said, what you're doing right now is not working. Here's why and we were very specific with the behaviors that we saw on their program. They're a profile, okay? They're internal monologue, et cetera. Then we shifted to say, but if this is your goal, here's what my services do to help you get to that goal. And then we basically talked about how that person helps her clients essentially like have really healthy relationships with food and working out, et cetera. So they start from the inside out. They do labs. They do like all these different tests to understand their body composition, what they need. And then it's the ease and the convenience piece of crafting a specific workout plan, being there to adjust their form, make sure they're doing it properly, giving them an exact meal plan for every week, a grocery list, everything so that that process takes no thought from her clients actually is the right approach to get them to her goals. And then we also finished it off with a little bit of urgency around real client results that she had created, why they were able to create those results and the time frame they created those results in. And then we contrasted that with the time frame that they had been DIYing this approach. So we basically said you've been out this for the last six to 12 months and you've seen no results. In fact, you might have felt like you were going backwards. Or maybe you have lost weight. You've gotten off the CHLP one and you're like, well, shit, I gained it all back basically, right? Versus my clients are losing weight for the last time within 90 days. They're starting to see real progress. That's healthy and not just like crash dieting essentially, right? So if you want to be in a place in 90 days to six months from now where that's your reality, you need to work with me. So all we did was went and we looked at our profile. We did all the other stuff I talked about beforehand to understand where they were stuck, right? Because these people were freaking lurking where they were stuck got a very clear picture of the exact situation and experience that they were in based on everything they were talking about in posting so that the second they saw that piece of content, they were like, oh, hello, that's me. I need to read this clearly. We talked about why what they were doing doesn't work. We shifted it to why they needed her services and then we created urgency with real results and social proof from her clients of where they could be an X amount of time if they worked with her versus continuing to try to DIY it on its own. Basically, the premise of the post was if you want to continue DIYing, go for it, but you're going to stay stuck in the exact same position if not make things harder and worse for yourself or you can work with me and achieve your goals in X amount of time. That's simple, you guys. And no joke. The next day, right after she posted that, she had like 10 different leads who had been stalking her content. Be like, okay, I saw what you posted yesterday. It really spoke to me. I think we need to have a conversation about us working together. Here's my situation. Can you talk to me about how you can support me? That's simple. Okay? So an example of how to do this as a product-based business would be like, let's say you again, we'll go back to the skincare brand. You've added our skincare products or like this bundle that we sell to cart three separate times. Okay? Meanwhile, your skin barrier is still inflamed and reactive because of you constantly using like, I have a client right now who sells exclusively like organic skincare, right? So the way she could create urgency would be like using another retinal or trying another peel or trying like more face masks from Sephora or any of those things isn't ultimately going to do anything for your skin except make it worse because like you don't know why you have, you know, an inflamed skin barrier. All you know is that it continues to be inflamed. So like you have to, if you want to continue to have a really injured skin barrier and keep having all of this texture and this acne and blah, blah, blah. Keep doing what you're doing. But if you actually want to have skincare products that sue your skin barrier but still get you the results you're looking for from your skincare, you need to use my line like stop just adding it to cart. You actually need to purchase like, let me know your questions or concerns in the comments below because an ex- amount of time my clients or my customers after using our skincare brand have seen these results in this timeframe. Simple as that. Nothing crazy. It truly just needs to be, here's what you're doing right now. Here's why it's not working. Here's what your goal is. You can't get there doing that exact same thing. Here's my product or service. Here's why it does get you there in this amount of timeframe. Here's social proof. Are you willing to stay where you are or do you want to basically hit your goals by working with me or purchasing our products? It really is that simple. It's really, it's not manipulation. It's just clarity. It's clarity of like, hey, you're the one keeping yourself stuck from hitting your goals. And if you want the reality that you're looking for, the solution, the transformation, you have to purchase my products or invest in my services or be okay staying stuck where you are. That's it. Or again, you can flip it to the opposite of the positive. If you actually want to hit those goals and are ready to stop staying stuck, that's exactly what my services are for or my products are for etc. And then what I want you to do is once you know that that works, like test it on one platform. And usually for most brands or businesses, the easiest place to test that is going to be Instagram. So if you test it on Instagram and it performs well, it converts well. Fantastic. Spread it across all of your different marketing platforms. Okay. It has to be reinforced through email, Instagram stories, your social media feeds on any platform, sales pages, right? Retargeting when it comes to either ads or your abandoned cart flows, that urgency has to be incorporated into your marketing every single week. So that as you're getting new people coming into your world or your existing audience, you're convincing them that they have to buy every single day or at least multiple times per week. Because like I said, lurkers will continue to lurk until you make it feel uncomfortable for them. And that's exactly what we do with this tactic. And the other thing to keep in mind is that if your feed or any of your like regular marketing, so your emails, your podcasts, social media feeds, any of those things, if all it does is really just like warm up your audience, nurture your audience, and then your sales page or your website, the second they land on it screams like conversion and urgency and hardcore pitching of the product or the service. That psychology breaks. And so we have to make sure that this is threaded throughout all of your different marketing efforts so that there is urgency to buy across the board, no matter where people find you where they're binging things from you, they're ready to move because of your messaging. So if there's anything that you remember from this episode, I want you guys to remember, lurkers are not uninterested. It's not that they don't want to purchase your product or service. They're not just lurking for fun. Oftentimes they're really suspended in decision. And so it's your job as a marketer, as a founder, as a business owner, again, at any stage, whether you are a solo pernumer, whether you have a marketing and sales team, it is your responsibility as a brand or a business to help them to recognize the cost of continuing to lurk through your marketing again every single week across all platforms. And your job isn't to do that by convincing them. It really is to remove the illusion that, oh, waiting is fine waiting is neutral. No, no, no, waiting is expensive. Okay. Waiting is a decision. And once you learn how to like surface that truth in your marketing consistently, sales and being in control of your sales. So like being able to just push a button and trigger people buying becomes so much easier you guys. So I want to know, I would love to know as you guys are listening to this episode, I want you to try this tactic. And I want you to try it very quickly as long as you resonate with having lurkers. Okay. As long as that is, again, that's why I said that is the only prerequisite is you have to have lurkers, but I would love to know really what happened with your audience as you created this kind of content, created this kind of messaging in your marketing across the board, did it trigger more website traffic, more leads, more sales for you. What happened? Because based on that, obviously there's like other things you can shift in your marketing and your sales. If for some reason you don't immediately see sales, there might be some other issues happening other than just a lack of urgency in your marketing. So let me know in the comments how this goes as you're trying it. I'm so curious. This is like I said, the secret hack that I use really for all of my clients and it works for every single one of them. So yeah, I'm really excited to see how it goes as you guys are trying. If you guys have any questions about your marketing strategy, just creating more sales in general or creating more urgency consistently, how to balance that with all the other stuff you're doing in your marketing strategy or you're trying to get your team to create more urgency as well in your marketing. Absolutely. DM me over on Instagram and I would love to have a conversation with you and you're welcome to pick my brain. I'm more than happy to answer any questions that you have or also talk to you guys about the best support options. How I can help you or your team to basically increase your sales literally just through shifting the strategy that you're already implementing and making it so that that effort and that strategy in your marketing and your sales creates like two to 10x the amount of sales that you're looking for. So DM me on over on Instagram for any questions or to talk about us working together and I can't wait to hear how this tip works for you guys. Let me know in the comments below and I'll see you in the next episode. Bye guys.