Stages of awareness
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Stages of awareness
Stop guessing what messages will resonate. Map the beliefs people need to hold at each stage of their journey from unaware to ready-to-buy.
Stop guessing what messages will resonate. Map the beliefs people need to hold at each stage of their journey from unaware to ready-to-buy.
Every purchase decision follows a predictable path. People move from completely unaware of their problem, through recognising they need a solution, to comparing specific products, and finally deciding to buy. At each stage, they need to believe certain things are true. The problem with traditional audience segmentation is it focuses on demographics (age, role, company size) that don't predict buying behaviour. Someone's job title tells you nothing about what they believe or doubt. Two CTOs can be at completely different awareness stages with different beliefs. This playbook shows you how to map the beliefs customers need to hold at each stage, identify where they split based on different doubts, then build campaigns that close those specific gaps. When you understand what people already believe versus what they're still unsure about, you stop wasting budget on generic messages that resonate with no one.
Document every assumption someone needs to believe to buy from you, organised from problem awareness through to purchase decision.
Identify where different people doubt different assumptions, then trace paths through those splits to create 3 to 5 distinct segments.
Create one profile per segment documenting current beliefs, missing assumptions, channel fit, and message focus.
Eugene M. Schwartz
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A field guide to message market fit. Use stages of awareness to pick angles, craft offers and brief ads that speak to real pains and jobs.
Russel Brunson
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Translate funnel templates into clean journeys. Focus on offers, sequences and pages that convert instead of tactics that age badly.
Russel Brunson
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Position your expertise, tell stories that teach, and build simple offers that move buyers from interest to action.
Russel Brunson
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A broad look at audience building. Useful ideas for content, partnerships and email that compound over time.
Build your channel strategy and optimise each channel, so you grow traffic strategically without burning budget.
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Identify repetitive tasks draining time and build workflows that run without you. Use HubSpot and Zapier to automate lead routing, follow-ups, notifications, and data entry.
Set up and run the weekly 12-metric review across all four growth engines. Structure the meeting, assign ownership, use traffic lights, and escalate issues that need attention.
Build a reporting dashboard that tracks the 12 growth metrics across all four engines. Choose the right tool, structure views correctly, and make data actionable weekly.
Keep deals moving forward with automated outreach cadences, task reminders, and nurture sequences that prevent qualified leads from going cold or slipping through the cracks.
Qualify prospects and uncover needs through structured discovery conversations that build trust, surface pain points, and position your solution as the obvious choice.
Segmentation is mapping beliefs. Every purchase requires assumptions to be true. Different people doubt different assumptions.
Use two examples throughout all three chapters:
Example 1: Cybersecurity trainingRequired beliefs:
Segments split based on which beliefs they hold:
Example 2: Lead gen tools (marketer's perspective for Lemlist/Surf)Required beliefs (top of funnel first):
Segments split based on which beliefs they hold:
Method: Create spreadsheet with assumption columns. Start with foundational assumption (top of belief chain). When beliefs split, create new column. Each path through spreadsheet equals one segment. End with 3-5 belief-based segments.
Output format: Table with columns: Segment | Current beliefs | Missing assumptions | Channel fit | Message focus
