The 80/20 Rule of Social Media: Why Every Post Shouldn’t Be a Sales Pitch

If your business page only posts sales pitches, it’s no surprise your audience isn’t engaging. People scroll social media to be entertained, informed, or inspired, not constantly sold to. That’s where the 80/20 rule comes in.

The 80/20 rule means 80% of your content should offer value, and only 20% should be directly promotional. This balance helps you stay visible, build trust, and make your audience more likely to buy when it counts.

Why Too Much Selling Doesn’t Work  

When every post is “Buy now” or “Book today,” people start ignoring you. They may even unfollow. Sales messages without value feel pushy and one-sided. Social media is about building relationships—not just asking for a sale.

What the 80% Should Include  

The majority of your content should focus on helping, entertaining, or connecting with your audience.

Try mixing in:

• tips, how-to posts, or quick facts  

• behind-the-scenes content or team highlights  

• customer testimonials or real stories  

• community involvement or local shoutouts  

• FAQs or educational info  

• relatable, lighthearted posts (memes, trends)

These posts keep people engaged and build brand trust.

What the 20% Should Include  

This is where you directly promote your products or services, but it should be done with intention.

Examples:

• new service or product announcements  

• limited-time offers or seasonal deals  

• booking reminders or lead forms  

• links to your website, store, or contact page

When you lead with value first, these posts have a greater impact.

How to Start Using the 80/20 Rule  

Look at your last 10 posts. If most of them are sales-driven, it’s time to mix in more value-based content.

Plan your content with this breakdown:

• 4 posts that educate  

• 3 posts that connect or entertain  

• 2 posts that build trust or credibility  

• 1 post that sells  

This approach keeps your content balanced and your audience interested.

The Bottom Line  

If you want your social media to work, you can’t just show up to sell. You have to show up to connect. The 80/20 rule makes your feed more engaging, more authentic, and more effective.

At Seven4 Marketing, we help businesses create content strategies that lead with value and drive results. If your feed feels too quiet, we’ll help you bring it back to life.