Prospect or Suspect – Do You Even Know the Difference?
Everyone seems to be a prospect (potential client), but how do you differentiate between a genuine Prospect and a Suspect (a broader audience).
Prospects are further along the pipeline – they have shown strong signs of interests in your products or services, e.g. they have filled out their personal details, filled in a form to download your white papers, etc. In essence, they see the value in you.
Whilst Suspects might have heard of your products or services but would require a lot more pitching. A suspect is anyone who is in your database.
The objective is to develop marketing strategies to convert Suspects to Prospects:
- Suspects need to be nurtured.
- Prospects need to be made an offer to become a customer.
- So always Impress a Suspect, but Educate a Prospect.
Image Source: Digital Trends
