Suspect is a term to describe a prospective yet unqualified customer. This term is used in customer acquisition process (lead management) in sales and marketing. Suspect is a prospective customer who is aware of the existence of our company or product.
How to work with suspects in practice?
The term suspect refers to an organization or a person who belongs to the narrower segment of our target market, and we believe that they may become our customer in the future. The suspect has not shown his interest yet because he has not been yet specifically addressed.
Suspects are, for example, all visitors to a trade fair where our company is exhibiting. The fact that the visitors have come to the fair tells us that all of them are interested in a certain type of products but none of them have neither visited our stand yet, nor have been directly approached by our sales representatives. The visitors of a certain website can be another example of suspects.
The company’s goal is to approach the suspects in one way or another and get their attention so that they become potential customers, the ultimate goal being to turn them into Customer] customers customers] customers].
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