Why Most Buyers Go Quiet (And How Smart Copy Reopens the Conversation)
The Copy Psychology Newsletter: June 10, 2025
Someone reaches out.
They ask for your pricing. They request a proposal. They click your sales page.
Then the conversation goes quiet.
You wonder if they lost interest. You may even consider it a closed loop.
But that small action they took (the inquiry, the call, the click) holds more weight than you think.
Let’s break down the psychology behind this behavior and explore how your copy can support the decision they already began.
Commitment and Consistency
In his research on influence, psychologist Robert Cialdini identified something interesting about how humans make decisions.
Once a person makes a choice, even a small one, they tend to keep acting in ways that align with it. This is called the Commitment and Consistency principle.
We like to think of ourselves as steady. If we click a link, show interest, or inquire about a service, our brain tracks that action as a signal of intent.
From that point on, we prefer to keep moving forward in the same direction, even when there's a delay. That first step matters.
👉For business owners, that small signal (the buyer's first step) is gold. A buyer who clicked a button or asked a question already made a decision. They're considering your offer. They're wondering if right now is the right time. They're in motion.
Your job is to write in a way that helps them continue through to the sale. You're not pushing. You're guiding them.
