How Only 4% of the People Produce 100% of the growth
On any given Sunday, 96% of the people in the room are YOUR people. They know you, they get your jokes, and they understand what you’re talking about. You don’t have to explain yourself or simplify things – they GET you – they’re YOUR people. Sure, they may not attend as often as you’d like, but you know them, and they know you. Because of this, it’s so easy and natural to devote 100% of your attention to this 96%.
In a typical church, only around 4% of the people are first-time visitors. If you have no website, social media presence, or sign on the building, and your church is hidden on a quiet street, you might see that percentage drop further—but for most churches, about 4% of the people in the room are new.
It’s easy to overlook them. They blend into the background, rarely stepping forward to introduce themselves or ask for your attention. They usually don’t come forward for prayer or ministry time; they’re often the first ones out the door when the service ends. Without intentional engagement, many of these visitors will never return.
If you do manage to connect with a newcomer before they leave, you’ll likely notice they’re unfamiliar with the flow of the service. They may not know the songs, and some may not fully grasp your sermon – which makes sense, as many are now just exploring faith and may never have heard of an “Old Testament” or a “New Testament”. It’s important to remember that many visitors are new to the whole church thing entirely, and may feel overwhelmed or unsure.
It’s no wonder pastors often focus on the 96% – the people who know you, understand you and want to connect with you. It feels more productive and more rewarding. But here’s the challenge: while 96% of the people in the room are your regulars, 100% of the GROWTH comes from that 4% that aren’t.
Why the 4% Matter
How can this be?
Your church only grows when three things happen:
New people come.
They meet Jesus.
They make friends and stay to learn how to follow Him.
If you put 100% of your effort into the 96% of the people in the room, your church won’t grow. In fact, without new families joining, your church is likely to shrink over time as children grow up and move away.
The 4% of newcomers may seem small, but they are deceivingly significant. Even though only 4% of the people in the room are new on any given Sunday, those small percentages add up over a year. If you have an average attendance of 100, you’ll likely see over 200 first-time visitors in a year.
What if you could keep just half of them? That could double your church’s size in a year! The biggest difference between stagnant churches and churches that experience growth isn’t smoke, lights, and lasers—it’s how well they engage with new people.
A Simple Strategy That Works
In the wreckage we all experienced after COVID-19, my son was instrumental in rebuilding the young adult group at his church. He gathered the small remnant of young people and told them that he had a plan: “We’re going to hang out in the church lobby like sharks looking for seals. When we see another young adult we don’t recognize, we’re going to ask them if they want to sit with us. Afterwards, we are going to tell them that there’s a bunch of us going to Wendy’s after church and ask them if they want to come. End of strategy.”
Within months, the group tripled in size, and a few months later, it tripled again. No smoke. No lights. No lasers. Just connection.
What would happen to your church if you mobilized your 96% to connect with the 4%?
Shifting Your Focus: Practical Steps
If you’re serious about seeing growth in your church, consider this:
Welcome new visitors personally. Take the time to greet first-time guests. It may feel awkward initially, but those brief interactions can make a lasting impression.
Teach your congregation to connect with newcomers. Encourage your members to invite visitors to join them for coffee or lunch after service. Equip your regulars to notice and engage with new faces. A small act of hospitality can go a long way.
Create spaces for relationships. Remember, church growth doesn’t just happen because people show up. It happens when people make friends and build connections. New visitors are more likely to stay if they feel like they belong.
The 4% who walk through your doors each week represent your church’s future. Every visitor is an opportunity to grow numerically and spiritually as they meet Jesus and become part of your community.
What would happen if your church didn’t ignore the 4% but included them? How would it change your ministry if you focused on growing through intentional relationships and connection?