The '1% Trap': Why You Are Ignoring Your Best Customers

There is a statistic that will change how you view your entire business. At any given moment, only 1% of your market is a "Now Buyer."

A "Now Buyer" is someone whose house is flooding, or whose car has broken down. They need a solution today. They are desperate. They hunt for you.

The "Investigator" Opportunity

The other 99% of the market are "Investigators." They are thinking about buying a new kitchen. They are thinking about changing accountants. But they aren't ready to pull the trigger today.

Here is the Trap: Most business owners design their entire marketing strategy for the 1%.

"Call Us Now."

"Get a Quote."

"Buy Today."

This effectively tells the other 99% to go away. You are burning through 99 leads to find the 1 person who is ready right now.

The Incrementum Shift

To build a massive pipeline, you must market to the 99%. You do this by offering Information, not just Transactions.

Instead of "Buy a Kitchen," offer a "Kitchen Design Idea Guide".

Instead of "Hire an Accountant," offer a "Tax Savings Audit Checklist."

When you capture the 99% early, you own them. You nurture them with a drip campaign. And when they finally become part of the 1% (ready to buy), you are the only logical choice.

Stop fighting over the scraps. Go get the whole pie.