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Boost Your Digital Marketing with the Chet Holmes Buyers Pyramid

Digital online marketing commerce sale concept. Woman using tablet payments online shopping and icon customer network connection on hologram virtual screen, m banking and omni channel.

Table Of Contents

Chet Holmes, a renowned sales strategist, introduced a revolutionary concept that has significantly influenced marketing and sales strategies: the Buyers Pyramid. This model, often referred to as the Chet Holmes Buyers Pyramid, emphasises the distribution of potential buyers at any given time and its implications on your marketing efforts. Understanding this pyramid and applying its principles to your website traffic and lead nurturing strategies can transform your approach to customer acquisition and retention.

The Chet Holmes Buyers Pyramid Explained

The Chet Holmes Buyers Pyramid segments potential buyers into different categories based on their readiness to purchase. According to Holmes, the market can be divided as follows:

  • 3% of potential buyers are actively looking to purchase.
  • 7% are open to the idea of buying but are not actively searching.
  • 30% are not thinking about buying at the moment.
  • 30% believe they are not interested.
  • 30% are definitely not interested.
Buyers Pyramid
Buyers Pyramid

Why Focusing Only on the Top 3% is a Losing Strategy

Many businesses mistakenly target their marketing efforts solely on the top 3% who are ready to buy. While this might seem logical—focusing on those most likely to convert quickly—it is a narrow and shortsighted approach. Here are some reasons why this strategy can be detrimental:

  1. Limited Reach and Engagement
  • By focusing only on the 3%, you miss out on engaging with the remaining 97% of potential customers. These individuals might not be ready to buy now, but with the right nurturing, they could become valuable clients in the future.
  1. Increased Competition
  • Everyone is vying for the attention of the 3% who are ready to purchase. This leads to higher competition and increased costs in advertising and marketing efforts.
  1. Short-Term Gains vs. Long-Term Growth
  • Targeting only the ready-to-buy segment may yield immediate sales but does not contribute to building a sustainable pipeline of future customers. Long-term business growth requires nurturing relationships with a broader audience.

Strategies for Engaging the Entire Buyers Pyramid

To maximize your website traffic and ensure long-term success, it is crucial to develop strategies that cater to all segments of the Buyers Pyramid. Here’s how you can do it:

1. Content Marketing for Awareness and Education

Creating valuable content that educates and informs can attract the 70% who are not currently thinking about buying. Blog posts, eBooks, whitepapers, and webinars can position your brand as a thought leader and keep potential customers engaged.

  • Blog Posts: Regularly publish articles that address common pain points, industry trends, and solutions. Use SEO strategies to ensure these posts reach a wider audience.
  • Educational Resources: Develop comprehensive guides and resources that provide in-depth knowledge. These can be offered in exchange for contact information, helping you build your email list.

2. Lead Magnets and Landing Pages

For the 7% who are open to buying, but not actively searching, lead magnets can be highly effective. These are incentives such as free trials, demos, or exclusive content that encourage visitors to share their contact information.

  • Targeted Landing Pages: Create landing pages tailored to specific segments of your audience. These pages should clearly outline the benefits of your product or service and include strong calls-to-action (CTAs).

3. Email Marketing and Lead Nurturing

Email marketing is a powerful tool for nurturing leads across all stages of the Buyers Pyramid. Develop segmented email campaigns that deliver relevant content based on the recipient’s interests and position in the sales funnel.

  • Drip Campaigns: Automate a series of emails that gradually educate and build trust with potential customers. Start with introductory content and move towards more product-specific information as the relationship develops.
  • Personalized Communication: Use data and analytics to tailor your messages. Personalization can significantly increase engagement rates and foster a deeper connection with your audience.

4. Retargeting and Remarketing

For those who have visited your website but did not convert, retargeting can keep your brand top-of-mind. Use cookies to serve targeted ads to these visitors as they browse other sites.

  • Retargeting Ads: Design ads that remind visitors of the value your product or service offers. Highlight special promotions or new features to entice them back to your site.
  • Remarketing Emails: Send follow-up emails to visitors who have shown interest but haven’t completed a purchase. Offer additional information, testimonials, or limited-time discounts to encourage conversion.

Implementing a Comprehensive Lead Nurturing Strategy

An effective lead nurturing strategy involves multiple touchpoints and continuous engagement. Here’s a step-by-step approach to implementing such a strategy:

  1. Identify and Segment Your Audience
  • Use data analytics to understand your audience and segment them based on their behavior, interests, and position in the Buyers Pyramid.
  1. Develop a Content Calendar
  • Plan and schedule content that addresses the needs and interests of each segment. Ensure a mix of educational, entertaining, and promotional content.
  1. Utilize Marketing Automation Tools
  • Leverage tools like HubSpot, Marketo, or Mailchimp to automate your email campaigns and manage your lead nurturing efforts efficiently.
  1. Monitor and Adjust Your Strategy
  • Regularly review your campaign performance and make adjustments based on analytics and feedback. Continuously optimize your content and approach to improve engagement and conversion rates.


Understanding and applying the principles of the Chet Holmes Buyers Pyramid can revolutionise your marketing strategy. By broadening your focus beyond the top 3% and implementing comprehensive lead nurturing strategies, you can engage a larger audience, build lasting relationships, and drive sustainable business growth. Remember, nurturing leads is a marathon, not a sprint. Consistent, value-driven engagement will ultimately lead to a more robust and loyal customer base.

Matt Grill
Matt Grill is the founder and director of BSharp Tech and has over 20 years of experience in the IT industry.
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