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What is the difference between a lead and a prospect? These two terms are often used synonymously. However, there is actually a difference. A prospect is a company or a person that has been qualified as a potential customer based on certain criteria, such as company size, industry, location, or others, and for whom contact information is available.
A lead is one step further in the sales funnel and has already shown some interest in the product or service. A prospect becomes a lead when there is both contact and interest.
For our example, let’s assume that a developer wants to sell their software to construction companies. Using Plentiful Leads, the developer creates lead lists of construction companies from various trades (plumbers, civil engineers, bricklayers, roofers, electricians, sanitation, heating engineers, etc.) in the cities nearby.
The developer now wants to schedule appointments with these prospects (which will turn the prospects into leads) to demonstrate the software in a demo.
To turn the lead lists into actual customers, the developer uses various marketing and sales strategies.
Cold Emails
From the lists, companies with email addresses are filtered to be added to a cold mailing campaign. New records are regularly added to the cold mailing campaign to maintain a constant flow of positive responses or even scheduled appointments.
Cold Calling
Companies that have responded positively to the cold emails but haven’t booked an appointment directly will receive a follow-up call from the developer to answer any questions and arrange a demo appointment. If all leads have been worked through, the developer can also call prospects directly from the lead lists—classic cold calling.
Even More Leads
Since the advertising budget is only slightly used with Plentiful Leads and the cold mailing tool, the developer creates custom audiences of new website visitors using tracking pixels/tags and can then generate lookalike audiences. The positively responding leads from the mailing campaigns can also be used as a data foundation to generate even more appointments through precise targeting.
Even More Leads
Since the advertising budget is only slightly used with Plentiful Leads and the cold mailing tool, the developer creates custom audiences of the new website visitors using tracking pixels/tags and can then generate lookalike audiences. The positively responding leads from the mailing campaigns can also be used as a data foundation to generate even more appointments through precise targeting.
Key Takeaway
In sales and marketing, data is power that must be used correctly.
BUT: With great power comes great responsibility! It’s of no use to anyone if dozens of spammy emails are sent out or if lead lists are used for cold calling without proper review. However, when used correctly, Plentiful Leads is a powerful tool for customer acquisition!
If you have any questions, let us know!
Give it a try! Enjoy 50% off your first month using the code: TRYIT