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Hey you, 

In online business, there’s a tricky dynamic at play: sometimes the more consistently available and helpful you are, the more people perceive you as background noise instead of a leader they need to prioritize.

Think of it like high school. Your best friend is always there for you - rides home, late-night calls, lending you their notes. They’re reliable, consistent, and generous… which is exactly why you sometimes take them for granted. 😓

Contrast that with the popular kid, your crush, or the captain of the team: if they give you five minutes of attention, you drop everything. Why? Because their authority plus their scarcity makes the interaction feel electric.

That same dynamic is happening in your marketing. If you’re showing up with endless nurture - tutorials, behind-the-scenes breakdowns, free tips, full transparency, playbooks on repeat - you risk becoming the “best friend” of your audience: liked, appreciated, but not urgently pursued.

This isn’t about tone (nice vs. rude) or generosity (overdelivery vs. stinginess). It’s about how availability shapes perception. Too much access erodes authority. Endless education conditions people to consume without ever converting.

And the result? They say, “That was so good” … and keep scrolling.

The fix isn’t to vanish or gatekeep. It’s to shift from nurture into activation. Because your job isn’t to be the free encyclopedia of your niche. Your job is to be the activating leader people rearrange their priorities to work with.

And when buyers don’t feel urgency? That’s when objections show up.

One of the biggest myths in online business is that objections are just part of the sales process. “You’ll always hear ‘I need to think about it’ or ‘I can’t afford it,’ so just prepare your scripts and handle them.”

But here’s the truth: the best sales psychology makes objections disappear before they’re ever spoken.

The reason most entrepreneurs face objections is because their nurture-heavy content doesn’t stoke intrinsic motivation.

Let’s pause on that term for a second. Intrinsic motivation is the inner spark that makes someone act for their own reasons. It’s the motivation that feels self-generated, like the difference between:

• “I should go to the gym because my doctor told me to” (extrinsic).

• “I’m going to the gym because I want to feel strong, clear-headed, and unstoppable” (intrinsic).

In business, intrinsic motivation is your most powerful lever. When someone feels internally convinced, sales happen fast. No “just following up”, no discount dangling.

The problem? Endless nurture creates the opposite. It teaches people a lot, sure, but it conditions them to stay passive. They learn enough to nod along, but not enough to feel personally activated. 

Which is why they default to objections:

• “I need to think about it” usually means you didn’t create urgency.

• “I can’t afford it” usually means you didn’t show why it matters right now.

Those objections aren’t buyer flaws. They’re messaging flaws.

And when messaging fails, you’re forced to lean on extrinsic motivators to move people: discounts, bonuses, promos, launches with fireworks. You end up feeling like the only way sales happen is when you slap on a sexy bonus or announce something brand new. “They won’t move unless I create a whole production… it’s exhausting.”

Sound familiar? That’s the telltale sign you’re fueling your business with external carrots instead of sparking internal fire.

What to Do Instead: Activation

Activation content flips the dynamic. Instead of spoon-feeding the entire playbook, it sparks intrinsic motivation - the kind of inner fire that makes buyers act because they feel the shift themselves.

So how do you balance:

• A) hooks that actually get attention,

• B) activating bodies that drive demand, and

• C) a mix that keeps your feed interesting (and authoritative) over time

We build from the inside out - awareness → body → hook 

Step 1: Start by Speaking to Empowered Leads (Awareness)

Here’s the distinction:

• 🟥 Pure problem-aware leads are venting. They’re overwhelmed, disempowered, and more interested in commiserating than committing. They’ll like your posts, save your carousels, and maybe even DM you “this is me!” - but they rarely buy.
  
  For example:
  
  Mindset: “I’m maxed out, hustling nonstop with 1:1s and pieced-together micro-offers. I’m busy all the time, but my revenue feels stuck at a ceiling. I don’t know what to do.”
  
  Hook example: Feel Like You Woke Up One Day and All of Your Leads Dried Up? Let's Talk
  
  >> This is one of the most important nuances. Targeting the problem isn’t “bad.” In fact, you need to meet your buyers at their pain points to create resonance. But if you stop there you can get stuck attracting dabblers and excuse-makers.
  
  

• 🟩 Early solution-aware leads are a different breed. They know their problem, yes, but they’re also pursuing a solution. They’re motivated, resourced, and turning over different options in their head.
  
  Mindset: “I’ve realized that adding more offers, more funnels, more content hasn’t actually helped me grow. It’s just made everything heavier to manage. I don’t want more busywork, I want a smarter way forward with a primary offer I’m known for.”
  
  Hook example: How to Pinpoint Your Demand Sweet Spot and Turn it Into THE Offer Your Audience is Excited to Buy
  
  >> The best place to drop into the conversation is with that solution-aware buyer:
  
  

• They know what’s wrong.

• They want to fix it.

• They’re scanning for the leader and method they trust to take them there.

Step 2: Decide What You Want to Say to That Empowered Lead (Body)

Once you know who you’re speaking to, your next step is to decide what you actually want to communicate to them.

Before you write a single public word, pause and write the internal thesis for that stage. This is just for you. Think of it as the cheat sheet that keeps your content aligned with your offer.

For example, When I’m speaking to my solution-aware buyer - the entrepreneur who’s realized piling on more offers hasn’t actually helped them grow - here’s the thesis I hold:

• Belief flip: “Low-ticket offers aren’t the villain, but if your premier offers aren’t converting, starting with smaller ones only adds noise.”
  
  

• Why: “Leading with your signature offer first forces clarity: it refines your messaging, sharpens your content, and builds a sales system that stands out and sells quickly. From there, any lower-ticket offers you add later don’t compete - they align - creating an easy, no-brainer ascension for your clients.”
  
  

• Mechanism: “A mid-ticket signature offer gives you more cash for less effort, and positions every other offer to feed into it. Suddenly, your suite isn’t competing with itself.”

From here, I can spin these points into different types of activating content:

• A perspective-shift post contrasting “sideways growth” vs. “vertical scaling.”

• A 'symptoms list showing signs their business is leaking demand by being scattered.

• A story about a client who cut 60% of their suite and saw immediate cash lift.

• A behind-the-scenes look at how my signature model creates compounding momentum.

See the difference? Instead of trying to “educate” from different facets of my expertise, I’m deliberately communicating the exact shifts that move someone closer to saying yes,

👉 When you start here, your posts stop sounding like random inspiration and start functioning like stepping stones. Each one builds conviction and advances the decision-making process. 

Step 3: Sex Up the Piece (Hook)

Clickbait isn’t bad if you deliver on it. In fact, the right hook is what buys you the attention span to share the deeper thesis you crafted in Step 2.

We want to jolt your reader out of scroll mode long enough to absorb the message that activates them. 

So yes, you can absolutely start with:

• Result-first: “$42K collected in 6 weeks - no new offers, no big launch.”

• Rule-bender: “Down-scale your business to increase your revenue.”

• How-to (activating, not over-explaining): “How to scale in weeks, not years (by cutting 80% of your suite 🫢).”

👉 Write the hook, then immediately bridge into your awareness-specific thesis (the belief flip, why, and mechanism you defined in Step 2).

90% of the sales convos I have for Make It Online starts with the same line: “Your messaging got me.”

Here’s how a lead put it just this past Friday (I copy+pasted this from our sales call transcript):

“I would 100% want to work with you. I trust you more than anybody else right now. Honestly, there’s been nobody else in this space that I’d even consider. The way your messaging is… it’s nuts.”

That wasn’t due to a discount, or bonus, or a free masterclass. I didn’t do any of that. It was about language designed to activate.

You don’t need more nurture. You need more demand, and demand can be engineered. 

To the casual scroller, the hook might look the same as past education-only content. But the body of the content is different:

one scratches the itch, the other makes the itch impossible to ignore until they buy.

Burn endless nurture. Replace it with activation content. And watch how quickly your offer becomes the obvious next step for your buyers.

Ready to Work Together? Here’s how to make it official:

Make It Online → a results-driven coaching program that helps you turn your valuable expertise into a signature group offer that scales - adding six figures of new revenue (and recognition) to your business. → Starts at $735/month

1:1 Strategic Consulting → Custom monthly strategy for $300k+ entrepreneurs ready to scale. → Starts at $6,500/month

Curious but not quite ready? → Start with The Genius Locator or one of our other free resources to warm up.

Until next Tuesday!