Zone of Indifference
Here's the 10-10-80 Rule.
(This Rule helped us 7x Scorpion's revenue from $20M-$150M)
10% of your target market is actively buying (inbounds)
10% are loyal to their current solution (not your target)
80% are in the Zone of Indifference (prospecting gold)
What is the Zone of Indifference?
Here are 3️⃣ examples to illustrate.
1️⃣ You have an iPhone X and know you'd take brilliant photos with the iPhone 13 but haven't made the time to get the new one.
➡️ You're in the Zone of Indifference.
2️⃣ When changing CRMs would 10x efficiency, but you haven't prioritized making a switch.
➡️ You're in the Zone of Indifference.
3️⃣ When your sales manager misses yet another quarter and you know you should upgrade, but you put it off again.
➡️ You're in the Zone of Indifference.
Right now, 80% of your target buyers will not become inbounds because they don't feel enough pain to change.
80%
Good news!
That's what great outbound sales and marketing campaigns are for. 💡
So...
Are you just sitting around waiting for your target buyers to come inbound?
Or are you proactively going outbound and helping your buyers prioritize a needed change (to your product)?
Have a great day!