Differentiating client leads, prospects, and customers
When we talk to clients about who their customers are, we usually want to help them break those lists down into the following three categories as a starting point, so we can easily map the lists into NetSuite:
- Leads are people or businesses you've not sold anything to yet, but who you believe might be interested in your products or services.
- Prospects are people you have started talking to but have not sold anything to yet.
- Customers are companies or people you have made any sort of sales transaction with and whom you hope to sell to again in the future.
However, how your client thinks about their customers is typically going to start very differently. We find this is commonly an area where terminology gets confusing, as the client uses the terms they run their business with now, and consultants tend to use the terms NetSuite uses. As a good consultant, you must always be conscious of when you're...
