Dr. Vince LeoneOwner, Consultant, Specialized Practice · Owner, Consultant at Specialized Practice

STOP Targeting 3%! Unlock 37% of Your Market NOW!

11 Dec 2025 · 1 min

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In this brief segment, Dr. Vince Leone critiques the common practice among agencies running Facebook ads that they concentrate their targeting on the small, high‑intent 3% of a market who are ready to purchase. He points out that a much larger portion—about 37% of the total addressable market (TAM)—is already aware of the problem they face and is actively researching solutions. While he acknowledges the importance of still pursuing the 3% converters, he emphasizes that neglecting the 37% research‑stage audience represents a significant missed opportunity for advertisers.

The point being, all those agencies running Facebook ads, they're targeted at the 3%. So think about that. You have 37% of your total addressable market, what's called a TAM, your total addressable market, 37%. They got the problem. They're aware of the problem and they're in research mode. And if you're not targeting them as well, I'm not saying ignore the 3%, 100% gotta go after the 3%. But if you're not going after the 37%, man, you are losing out.