Understanding the 95 / 5 Rule: A Simple Guide for Everyone

Have you ever heard of the 95 / 5 rule? It might sound like a math formula, but it’s actually a super cool idea used in marketing, especially in B2B (business-to-business) sales. Don’t worry if that sounds confusing — we’re going to break it down in a way that’s super easy to understand. Whether you’re curious about how companies sell products or just love learning new things, this blog is for you!

What is the 95 / 5 Rule?

The 95 / 5 rule is a simple idea:

• Only 5% of people (or companies) are ready to buy a product or service right now.
• The other 95% are not ready just yet — they might need more time or more information before making a decision.

Imagine you’re selling ice cream. Only a few people passing by might want it right now (that’s the 5%). But most people (the 95%) might not be in the mood yet — but they might buy it later when they feel like it.

Why the 95 / 5 Rule Matters in Marketing

Let’s say you’re a business that sells computers to other companies. If you only focus on the 5% who are ready to buy today, you’ll miss out on the bigger group — the 95% who might buy in the future.

Smart marketers don’t just chase the small group. Instead, they use helpful content, friendly reminders, and interesting messages to stay in touch with the 95%. That way, when those people are finally ready, they’ll remember you!

Real-Life Example of the 95 / 5 Rule

Think about how ads work on YouTube or Instagram. Sometimes, you see an ad and think, “I don’t need this now.” But after seeing it a few more times, you might change your mind. That’s the 95 / 5 rule in action! The company isn’t trying to sell you something right now — they’re planting a seed so you remember them later.

How Businesses Can Use the 95 / 5 Rule Smartly

Here are some simple ways companies use the 95 / 5 rule:

• Educate the 95%: Share helpful blogs, videos, or tips that teach people about your product.
• Stay in Touch: Use emails or social media posts to remind people you’re still around.
• Build Trust: Show success stories or customer reviews to prove your product is awesome.
• Be Consistent: Keep showing up so people don’t forget about you.

This builds trust, shows you’re an expert, and makes people more likely to choose you when they’re ready to buy.

Helpful Tip for Marketers

If you’re in marketing or learning about it, remember: most people won’t buy today — but that doesn’t mean you give up! Keep showing them value, be helpful, and be patient. Your time will come.

Final Thoughts on the 95 / 5 Rule

The 95 / 5 rule teaches us that patience and smart marketing go hand-in-hand. Instead of chasing only the people who are ready to buy now, it’s better to build relationships with everyone — even if they’re not ready yet.

This rule isn’t just useful for marketers — it’s a good life lesson, too! Sometimes, we just need to wait, be helpful, and keep showing up.

Also read: AI for SDR Automation: How to Doubled Opportunity Creation