I used to struggle to get customers.
You might be facing the same problem.
But then I changed one thing—and I never worried about getting customers again.
This single change is so powerful, it unlocked an unlimited supply of customers for me.
The one change I made? I changed my focus.
Let me explain.
Why Most Entrepreneurs Run Out of Customers
Here are some surprising facts about customer readiness:
Only 3% of people are actively looking to buy right now.
Another 7% are open to the idea but not fully committed.
30% are simply not thinking about buying at all.
Another 30% believe they aren’t interested, but could still change their minds.
And the last 30% know for sure they’re not interested (yet they could still refer you).
The issue is that most entrepreneurs focus on chasing the 3% who are ready to buy right now.
The Real Reason Most Entrepreneurs Fail
Entrepreneurs think if they just work harder, they’ll grab more of that 3%.
They believe that if they cut their prices or pour money into ads, they’ll somehow attract these buyers.
But here’s the problem: everyone’s fighting for that tiny slice of customers.
This means extreme competition, low profits, and high marketing costs.
Only a handful of businesses win, while most struggle or fail entirely.
Sound familiar?
Shift Your Focus for Limitless Potential
But what if you stopped fighting over the 3% that are ready to buy right now?
But instead, you shift your focus to the 67% who aren’t ready just yet, but will be in the future.
The reality is, when you nurture this 67%, you’ll unlock an unlimited, steady flow of customers.
Why This Strategy Works So Well
Quick Buyers Come and Go
Customers who buy quickly tend to leave quickly.
They don’t stay loyal, and they’re less likely to refer others.
Long-Term Customers Stick Around and Refer Friends
But those in the 67% need time to make a decision. And once they buy, they stick around.
They’re more loyal, they make repeat purchases, and they keep referring others.
The 67% Means Endless Opportunity
With far more potential customers in the 67%, you can scale your business steadily without running out of people to serve.
And since most entrepreneurs ignore the 67%, you’ll find far less competition there, making it easier to gain traction.
The Rewards of Focusing on the 67%
Ultimately, when you go after the 67%, you’ll create a constant stream of future customers.
Even those who don’t buy will still refer you to friends and family.
This way, you’re building a business on solid ground—not competing over scraps.
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The 4-Part Formula for Attracting the 67%
To capture this massive market, you need a systematic approach.
Here’s a breakdown:
1. Become a Magnet for Attention
Position yourself as a trusted source of unique, useful, timely, and valuable information.
Start sharing on platforms where your audience spends time:
Social media posts
Informative video content
Podcasts
Guest appearances on industry shows
Articles or blog posts
Even writing a book
Becoming a magnet doesn’t just mean doing the above. Everyone is doing that.
Becoming a magnet means creating such high value both in the quality, and the unique way you say it - that it draws people to you and builds trust, regardless of the noise.
2. Bring them Into Your Home by Building an Email List
Turn your audience from mere listeners to rabid fans by guiding them to your email list.
Once they’re on your list, segment them by personality, interest, and needs.
This way, you can give each group the most relevant, useful and effective content.
Segmented email campaigns increase revenue by up to 760% because they feel personalized and highly relevant to each subscriber.
This will make your email list the most valuable business asset you will have. Making it the asset that becomes the backbone of your business.
3. Provide Superior, Simplified Solutions Over Time
Use a high-quality newsletter to stay in touch with your list.
And put a lot of effort into it.
Share superior, valuable, simple insights that align with their interests and challenges.
Over time, your newsletter will become something they can’t wait to read.
4. Offer Irresistible, High-Value Deals
When you know your audience well, you can design offers they can’t refuse.
Upsell by providing premium products and services that meet their needs and feel worth every dollar.
As you build trust, your audience will buy at higher prices because they value your work.
Proof that This Works
Marketing expert Todd Brown mastered this approach with his own audience.
After 3 years of providing valuable emails, he launched a $25,000 package to his well-nurtured list.
He sold 400 units, making $10 million because he spent time building trust and delivering value upfront.
Action Plan to Get Started
Ready to attract a never-ending flow of customers? Here’s a simple action plan:
Start with Value - Create content that’s unique, timely, relevant, and useful.
Get Them on Your Email List - Do everything you can to bring people onto your email list.
Segment Your List - Divide your list based on their needs for more personalized outreach.
Nurture with a High Quality Newsletter - Use a high-quality newsletter to stay connected and add value with your people for months.
Make a High-Value Offer - Create offers that align with your audience’s needs, and watch the sales roll in.
Conclusion
Focusing on the 3% ready to buy now can keep you stuck in a cycle of intense competition.
By shifting your attention to the 67% who aren’t ready yet, you’ll build a long-term flow of customers.
These future customers are easier to win over, stick around longer, and make repeat purchases.
When you build relationships with this larger group, your business moves from survival to unstoppable growth.
To your success!
Will Peña MBA
TL;DR
Only 3% of people are ready to buy now, so most entrepreneurs fight over them.
67% aren’t ready yet, but will buy in the future.
By focusing on the 67%, you build a steady stream of loyal customers.
To attract this 67%, offer valuable content, build an email list, nurture with a high-quality newsletters, and make irresistible offers.
This approach can transform your business, giving you a consistent supply of loyal, long-term customers.
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