Marc Haine breaks down four prospect types by their awareness levels: unaware of both problem and solution, aware of the problem but not the solution, aware of both but not that you're the answer, and aware of you but don't think they have a problem.
I believe that we have 4 distinct types of prospects in our business, each with unique needs and obstacles. Some of them are going to be, you're going to go, oh yeah, of course I know that. But another is like, wow, I never even gave it the thought. The first is those who don't know they have a problem, nor do they know a solution exists. The second is those that know they have a problem, But don't know that the solution exists. And the third is those who know that they have a problem. They know a solution exists, but they don't know that you are the solution. And the fourth one is those who know that you provide the solution, but they don't think they have a problem.
