Three-Customer Readiness Model
Match selling effort to each customer’s problem awareness
- Difficulty
- Easy
- Time to result
- ~days to results
- Steps
- 6
- Confidence
- 99%
The Three-Customer Readiness Model sorts prospects by two factors: awareness of the problem and interest in a solution. The first group knows the problem and is actively looking for help, making them the clearest candidates for a direct sales conversation. The second knows the problem but does not understand the available solutions; these prospects need useful content, consistent visibility, and trust-building before a pitch is likely to work. The third neither recognizes the problem nor cares about solutions, so continued persuasion is usually wasted effort. Sellers determine the category through natural questions rather than immediate pitching. The resulting action is simple: sell, cultivate, or release according to demonstrated readiness.
Origin
Extracted from The Jasmine Star Show during a discussion about qualifying and selling to followers through direct messages.
Core principles
- 01Not every follower is ready to buy
- 02Problem-aware solution seekers deserve direct selling
- 03Problem-aware prospects may need education
- 04Uninterested people should be released without resentment
- 05Questions reveal readiness better than assumptions
How to run it
- 1
Start a Human Conversation
Open naturally and learn about the person before introducing an offer. Use the conversation to observe context and possible relevance.
Pro tip Review the person’s profile for a genuine conversational starting point.
Watch out Do not open with an aggressive diagnosis or scripted pitch.
- 2
Assess Problem Awareness
Ask questions that reveal whether the person recognizes the problem your offer addresses. Adapt the wording to the audience and its cultural context.
Pro tip Ask about current goals, obstacles, or existing solutions instead of declaring that they have a problem.
Watch out Generic qualification scripts can feel insensitive or irrelevant.
- 3
Assess Solution Readiness
Determine whether the person is actively looking for help, unaware of available solutions, or uninterested in solving the problem. Let their responses establish the category.
Pro tip Notice both explicit answers and willingness to continue the conversation.
Watch out Attention, engagement, or attraction does not automatically indicate buying intent.
- 4
Sell to Active Seekers
When someone recognizes the problem and wants a solution, move confidently toward the relevant offer or sales call. Make the next step clear.
Pro tip Connect the offer directly to the need they described.
Watch out Do not keep nurturing indefinitely when the person has already expressed readiness.
- 5
Cultivate the Problem-Aware
For people who recognize the problem but do not know the solution, share strong educational material and remain consistently visible. Help them understand possible paths forward.
Pro tip Use your best free material to demonstrate the quality of your thinking.
Watch out Education should not become relentless disguised pitching.
- 6
Release the Uninterested
Stop trying to convert people who neither recognize the problem nor care about solving it. Preserve energy for prospects whose readiness can produce a useful conversation.
Pro tip Treat a no as information rather than a personal rejection.
Watch out Do not interpret another person’s lack of readiness as a verdict on your offer.
In the wild
After several natural DMs, Jasmine asks a promising follower whether they have a digital offer and how they currently connect with customers. When the follower says they have an offer but do not know what to do with it, Jasmine answers questions by voice memo and proposes a call with the sales team.
→ The prospect’s stated problem and openness to help justify a direct next step.
Common mistakes
Selling Before Qualifying
Pitching immediately ignores whether the prospect recognizes the problem or wants a solution.
Confusing Attention With Demand
Followers may engage or express interest without possessing genuine purchase intent.
Taking Rejection Personally
A person may simply be busy or unready, so a no does not necessarily reflect the offer’s value.
Is it for you?
Best for
It is best for entrepreneurs qualifying prospects through DMs, consultations, or other conversational sales channels.
Not ideal for
It is not ideal as a substitute for formal qualification in complex enterprise sales with multiple stakeholders and procurement requirements.
From the transcript
“There are three types of buyers.”
“I know I have a problem and I'm actively looking for a solution. Those are going to be the easiest people to sell.”
“I don't know I have a problem and I don't care about the solutions. There were going to be a no bless and release.”
From the episode
The Social Media Shift That’s Changing Everything