How to Use Buyer Types to Segment Your Email List for More Sales
Ever felt like your emails are “pretty good”... but conversions still feel like pulling teeth?
You might not have a copy problem.
You might have a segmentation problem.
See, not every subscriber on your list is ready to buy — and not every one of them is motivated by the same thing.
That’s why understanding buyer types is the cheat code to better sales emails.
In this post, I’ll show you how to:
✅ Identify the 4 core buyer types on your list
✅ Segment them (without complex funnels or fancy tools)
✅ Write high-converting emails that feel personal — at scale
Let’s fix your sales funnel at the source.
Why Buyer Types Matter More Than Ever
If you’re a coach, course creator, or personal brand, your list is your most valuable digital asset.
But if you treat your whole audience the same —you’re leaving serious money on the table.
Think of it this way:
You wouldn’t pitch a 5-figure mastermind the same way you’d sell a £47 email template bundle, right?
But that’s exactly what most people do.
They send one-size-fits-all emails that land flat with most of their list…
and then wonder why sales are inconsistent.
The solution?
Start speaking to the buying behaviour — not just the demographics.
That means segmenting your list based on how people buy.
Not just who they are or what freebie they downloaded.
The 4 Buyer Types on Your Email List
Here’s the breakdown — and how to spot each one:
1. The Fast-Action Buyer
They skim. They click. They buy.
Often within minutes.
How to identify them:
They open immediately
They click before reading the whole email
They’ve bought from you (or someone else) recently
What to send them:
Short, benefit-driven emails with strong CTAs — like this one
Flash sales. Bonuses. Limited-time offers.
How to sell:
Urgency + ease. Show them it’s ready now and you’ll remove the friction.
2. The Researcher
They love your content… but they’re slow to buy.
How to identify them:
They open and read everything
They click, but don’t purchase
They reply with questions
What to send them:
Educational emails that showcase your authority, like this one on subject lines.
Testimonials. Case studies. FAQ-style sequences.
How to sell:
Build trust and remove objections. Don’t rush them — guide them.
3. The Procrastinator
They want to buy. But they need a reason to do it now.
How to identify them:
They’ve opted in to multiple freebies
They engage occasionally
They almost buy (cart abandoners, anyone?)
What to send them:
Countdowns. Expiring bonuses. Scarcity triggers.
Reminders like “Last chance to grab the Email Templates for Coaches before the price goes up.”
How to sell:
Deadline-driven offers. Incentivise the action they already want to take.
4. The Relational Buyer
They won’t buy until they feel like they know you.
How to identify them:
They reply to your emails
They follow you on socials
They buy later — once trust is built
What to send them:
Story emails like this one about my marketing background
Behind-the-scenes. Vulnerable, authority-building content.
How to sell:
Connection first. Position yourself as a mentor, not a salesperson.
How to Segment These Buyer Types (Without Complex Tech)
You don’t need ActiveCampaign tags and 7-layer automations to do this well.
Here’s how I recommend you start:
Step 1: Tag Based on Clicks
Use your ESP (like ConvertKit or Flodesk) to tag people who click on:
Sales pages
Free training
High-intent links
These people are either Fast-Action Buyers or Researchers.
Step 2: Use Mini-Surveys
After someone opts into a lead magnet, ask:
“Which of these best describes you right now?”
Options:
I’m looking for a quick win
I’m researching before I invest
I need help deciding
I’m just here to learn for now
Segment based on that. Even if it’s manual — it’s worth it.
Step 3: Tailor Follow-Ups
Use different angles in your emails:
Fast-action bonus for Buyer 1
Deep-dive email case study for Buyer 2
Scarcity + deadline for Buyer 3
Story-based CTA for Buyer 4
Bonus: Want these buyer types already baked into your emails?
The Email Templates for Coaches & Personal Brands bundle does that for you — with plug-and-play emails tailored to each type.
Final Thoughts: You Don’t Need More Subscribers. Just Better Segmentation.
Most email lists are full of untapped potential.
It’s not that people aren’t interested.
It’s that you’re not speaking to their buying behaviour.
Segment your list based on how they think.
Write to that.
And watch your conversion rates climb — without sending more emails.
Hey there, Rebecca here.
My mission is to write copy that feels unmistakably you—capturing your voice, sharing your stories, and engaging your audience in a way that drives real impact.
