Understanding the difference: Lead vs Prospect

If you work in marketing, you may have heard the phrases “lead” and “prospect” many times. They are distinct phrases organizations use when interacting with your marketing team, enticing with your data, or signing up on your website. Manual handling of huge amount of data can create chaos and lead to errors in any organization. A marketing tool such as an mlm software can help to eliminate such problems and automate the whole process of acquiring customers in your business.   Sales data are the lifeline of any organization. Big or small, organizations always depend on sales; however, closing sales is one of the hardest matters in marketing. By actually defining the terms “lead,” and “prospect,” you have a higher chance to recognize the place of your clients and how to supply the proper solution to them at a particular time.


Lead is quintessential to sustained success in every business. Typically, producing leads is the first step in the marketing process. A lead is anyone who’s at the pinnacle of the funnel and hasn’t been qualified.  A lead is an individual who has expressed interest in your business enterprise or product. A lead should encompass any person or commercial enterprise who has at current is not involved with your business but has only shown interest however who would possibly sooner or later end up a client. A lead can specify their interest by visiting your site, enrolling in one of your events, or filling out an inquiry form on your website to get extra facts about products and offerings. Before a lead moves to a client position, you need to do your research on the person. Get more information from social media, a face-to-face conversation, etc. Regardless of how they got here into your system, there is a need to collect some information to decide if that individual is a desirable candidate for your network marketing team. There are various channels you can use to locate income leads, including the patron referral system, acquired lists, inbound advertising, asking leads to sign up for a webinar or download an e-brochure, etc. If in a company, the marketing wing commonly does the tasks to generate leads. The most frequent kind of lead that all companies have is anybody who has clicked through their website and then entered their data into the contact us form. Campaigns are directed especially to their target audiences thru social media, e-mail marketing, built-in campaigns, and more. From that campaign, someone has probably clicked through to the website and supplied some contact details. You want to decipher which leads can go through to closure and those that aren’t worth the time.


Prospects are sales possibilities a step down the funnel.  The foremost distinction between a lead and a prospect is that as a prospect, your lead has moved up one way and is now engaged with your company.  Such a two-way process suggests that the lead has become actual attainable to participate in your business. This is when the lead turns into a  prospect. A prospect commonly matches your goal market, has the financial strength to make a purchase, and has the authority to make decisions.  You may also find some potential prospects in people who may have not expressed an interest in your merchandise. Regardless, you comprehend that they are a correct fit for your enterprise or the product you provide. The lead has been certified and optimistically inclined to have non-stop correspondence with you. Otherwise, they have been certified to some level with the aid, whether it was once executed via a website or manually by sales. Prospects are potentialities till they pass into the possibility phases and are dominated by different elements.  Essentially, a prospect is a company or individual that suits a perfect client persona.

Turning a lead into a prospect

To change a lead into a prospect, stroll them thru the income qualification methods to verify if your company’s products or services are the proper answer to their problem. There are three tiers of prospect qualification

Organization-Level Qualification — During this preliminary stage, considering different elements such as demographic location, industry, and organization dimension, do your research and confirm that the lead fits the key characteristics of your company’s customer persona.

Opportunity-Level Qualification — During this phase, decide if the prospect can feasibly put into effect your company’s merchandise and if they would gain from sales of your product.

Stakeholder-Level Qualification — Once the decision has been made, verify if they have the authority to make a closing decision. If not, you may additionally want to look into the right stakeholder to proceed with.

Authors Bio: Melvin MK is the CEO and MLM Software Expert at Prime MLM Software. He is a seasoned marketing professional and frequent blogger with over a decade of experience in Marketing. He enjoys researching technological developments, keeps tab on the latest updates and writes articles on  marketing, technology  and business. Connect with him on LinkedIN and Email.

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