How To Turn Buying Signals into Website Copy

Share this Post

Anyone who’s taken a sales course of any kind has heard the phrase “buying signals.”

According to Tom Reilly Sales Training, the 4 signals the customer is ready to buy are:  

  1. Nods their head
  2. Repeats a benefit
  3. Asks for the price
  4. Says yes(!)

What I want to bring your attention to is this: what you say that gets buying signals during a sales conversation or networking makes excellent website copy.  

As a business owner, you’re always under the gun to bring in more sales. That’s how your business grows and thrives.

If you’re like me, your favorite place to be is in front of a prospective ideal customer, when it’s your ideal customer. 

But…what happens when you can’t be in front of your prospect – like on your website? 

How can you replicate your in-person sales conversations online?

Use intentional listening.

Intentional listening means you listen carefully to what your prospect says. But, you also listen to what you say that stimulates buying signals.

To do this properly, you choose one of the following three strategies:

  1. Record your conversation but get permission first. Here’s what I say, “I don’t want to take notes during our meeting, so, is it OK if I record our conversation?”
  2. Take notes – if you’re good at taking notes and can listen and write at the same time, do it.
  3. Remember – this is challenging for me. But for some people, they can leave a meeting and write down everything that happened from memory.

Remember, listen and record what your prospect says and what you said that got buying signals. Think, “What did I say that made him nod his head, repeat a benefit, ask for the price, or say “Yes!”.

Turn sales conversations into compelling marketing copy.

Today, we only have a couple of seconds to make an emotional connection with our ideal customers. Use what you learn from your sales conversations that get buying signals.

Then turn it into website copy.

Here’s an example: I get buying signals when I say, “I get businesses so clear about their ideal customers that they can spot them across a room.”

So I put it on my website:

 It works like a charm!

Your turn: Take a look at your website and ask yourself, would my ideal customer nod, mentally repeat a benefit, look for pricing, or say, “Yes!”?

Need some help identifying your ideal customer? I can help you get so totally clear that you’ll be able to spot them across a room!

Betsy Kent

Betsy Kent

I've guided hundreds of clients through my signature process and formula and as a result, they’ve generated millions of dollars in new business revenue with more ease and confidence than ever before. THE CHANGE IS MILLIONS.

Share this Post


  1. Jeri Vespoli on September 25, 2019 at 9:30 am

    Really great content, Betsy! LOVE your newsletter! You have a clearly very practiced skill at clearly relaying valuable information in terms of what’s in it for your audience.

    • Betsy Kent on February 4, 2020 at 2:52 pm

      Thank you so much for your comment, Jeri. Yes, I have definitely put in my time to figure this out!

  2. Amar Kumar on October 4, 2019 at 4:52 am

    Hello Betsy,

    The most successful salespeople really care about their customers and this comes across in everything they say and do.

    Selling is not about tricking anyone, it is about helping people own products that make their life better. Thanks for exploring headline in very cool manner.

    With best regards,

    Amar Kumar

Leave a Comment

By continuing to use the site, you agree to the use of cookies. more information

The cookie settings on this website are set to "allow cookies" to give you the best browsing experience possible. If you continue to use this website without changing your cookie settings or you click "Accept" below then you are consenting to this.