Category 1: They have no idea about the problem that your product or service solves or why it needs to be solved in the first place. Category 2: They are becoming aware of the problem that your product or service solves. They still have a lot of questions. But you’ve got their attention, and they are starting to trust you. Category 3: They are aware of the problem that your product or service solves. They trust you and love your content. Often, they feel the product is right for them, but they’re not quite ready to buy.
