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Number of New Leads
Manage episode 387547175 series 3531109
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Understanding the Difference Between Leads and Prospects in MSP Marketing
In this discussion, Paul Green clarifies the difference between 'leads' and 'prospects' in the context of Managed Service Providers (MSPs) marketing. A lead is anybody engaging with your marketing in some way, such as a LinkedIn connection or newsletter subscriber. In contrast, a prospect represents a more advanced relationship, usually involving direct one-to-one discussions about potential business.
The talk emphasizes the importance of constant activity in gathering leads, given the lengthy sales cycle in the MSP industry. The aim is to be present at the right time a prospect is ready to engage in business. Paul also delves into the importance of not obsessing over numbers but instead focusing on the quality of connections and relationships being built.
Key tools such as HubSpot are mentioned as valuable for tracking relationships with leads and gauging their readiness for business dealings.
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