2d ago in Golden Nuggets 🤑
The Larger Market Formula
I first came across this concept over two years ago in "Sell Like Crazy" by Sabri Suby, and it’s stuck with me ever since.
There are four key stages in the buyer journey:
- 60% - Problem Unaware
- 20% - Problem Aware
- 17% - Seeking Information
- 3% - Ready to Buy Now
The challenge? 97% of businesses focus only on the 3% ready to buy right now.
Only a select few businesses—just 3%—strategically target the other 97% of people who aren’t yet ready to make a purchase.
Your goal should be to engage aggressively with the 20% and 17% groups. Start by helping people become aware of their problem. This could be done effectively through value-driven social media posts that address specific issues or needs.
Then, for the 17%, provide valuable, informative resources that help them make informed decisions. Think blog posts, case studies, or free lead magnets that offer clear insights.
When you guide prospects from the Problem Aware stage to the Ready to Buy stage, they’re far more likely to choose you because you've been with them throughout the journey.
Here’s an example to illustrate:
Let’s say you’re a real estate agent specializing in helping veterans buy homes. You share consistent, valuable content on Instagram about buying a home with a VA Loan. For a veteran interested in buying, this content piques my interest, moving me from Problem Unaware to Problem Aware.
As I follow your posts, I see a call-to-action for a free guide on VA Loans. I download it, moving into the Seeking Information stage.
I read the guide, dig into YouTube, and even contact the VA to understand the process better. Now, I feel ready to buy a home with a VA Loan. But I don’t know any real estate agents—except you, who has provided valuable guidance throughout. So, I reach out, and we set up a buyer’s consultation.
That’s the power of understanding and applying the broader buyer journey formula.
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The Larger Market Formula
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