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The Psychology Behind Why People Book (And How to Post for It)
Ever feel like you’re saying the “right” things… and still not getting the DMs, leads, or bookings you expected? In today’s episode, I’m breaking down why that happens — and how to fix it without posting more.
Here’s the truth: different buyers need different things to feel comfortable spending money. So if you’re only creating content that makes you feel confident… you’re going to miss entire groups of your ideal clients.
In this episode, I’m walking you through 4 buyer personalities and exactly how to create content that speaks to each one — using the same topic, just said in a different way.
And yes… I’m giving you an assignment. 😄
What you’ll learn:
- Why “more content ideas” isn’t the answer
- How to stretch one topic into 4 conversion-ready pieces
- The 4 buyer personalities (and what each one needs to hear)
- Why this isn’t manipulation — it’s clarity + kindness
- How to use data to figure out which types you connect with most
Your homework:
Pick one topic this week → create 4 pieces of content (one for each buyer type) → watch what your audience does.
Links:
Get your free Wanderlust Campus account: wanderlust-ceo.com
Instagram: www.instagram.com/kellihayessmith
Chapters:
00:00 – Why this episode matters (and why last week didn’t go out)
02:00 – You don’t need more ideas… you need to say the same thing differently
04:22 – Buyer personalities: how to use one topic for multiple types
05:20 – Buyer #1: The Connector (trust, relatability, “do you get me?”)
13:55 – What this buyer really needs (safe, seen, understood)
14:10 – Buyer #2: The Confident Chooser (authority, decisiveness)
18:38 – How to create content for “decide for me” people
20:51 – Buyer #3: The Researcher (clarity, logic, process)
25:36 – What content formats work best for this type
26:45 – Buyer #4: The Momentum Buyer (easy next step, low friction)
30:20 – Soapbox moment: your content doesn’t need to chase promos
32:13 – The strategy: 1 topic → 4 doorways
34:37 – Why this isn’t manipulation (it’s communication)
36:47 – Assignment + DM me your buyer type
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By Kelli Hayes Smith
4.7
3939 ratings
Ever feel like you’re saying the “right” things… and still not getting the DMs, leads, or bookings you expected? In today’s episode, I’m breaking down why that happens — and how to fix it without posting more.
Here’s the truth: different buyers need different things to feel comfortable spending money. So if you’re only creating content that makes you feel confident… you’re going to miss entire groups of your ideal clients.
In this episode, I’m walking you through 4 buyer personalities and exactly how to create content that speaks to each one — using the same topic, just said in a different way.
And yes… I’m giving you an assignment. 😄
What you’ll learn:
- Why “more content ideas” isn’t the answer
- How to stretch one topic into 4 conversion-ready pieces
- The 4 buyer personalities (and what each one needs to hear)
- Why this isn’t manipulation — it’s clarity + kindness
- How to use data to figure out which types you connect with most
Your homework:
Pick one topic this week → create 4 pieces of content (one for each buyer type) → watch what your audience does.
Links:
Get your free Wanderlust Campus account: wanderlust-ceo.com
Instagram: www.instagram.com/kellihayessmith
Chapters:
00:00 – Why this episode matters (and why last week didn’t go out)
02:00 – You don’t need more ideas… you need to say the same thing differently
04:22 – Buyer personalities: how to use one topic for multiple types
05:20 – Buyer #1: The Connector (trust, relatability, “do you get me?”)
13:55 – What this buyer really needs (safe, seen, understood)
14:10 – Buyer #2: The Confident Chooser (authority, decisiveness)
18:38 – How to create content for “decide for me” people
20:51 – Buyer #3: The Researcher (clarity, logic, process)
25:36 – What content formats work best for this type
26:45 – Buyer #4: The Momentum Buyer (easy next step, low friction)
30:20 – Soapbox moment: your content doesn’t need to chase promos
32:13 – The strategy: 1 topic → 4 doorways
34:37 – Why this isn’t manipulation (it’s communication)
36:47 – Assignment + DM me your buyer type