Let’s start this out with a single truth: A lead is the name and
contact information for someone who is potentially a future client. That’s it.
It’s not something fancy. There are no semantics (although lots of “experts” will
make you think so). If you have a single way to contact that person, then that
is a lead. Some “gurus” define leads as having a full name, a phone number (at
minimum), and have expressed interest in your services. Sorry, that’s wrong.
Especially with the advent of the Internet. A lead is sometimes even JUST an
email address. No name. No phone number. Sometimes it’s even Mickey Mouse or
Arnold Schwarzenegger (you know, those fake-name sign-ins who give you a real
email address). Now, don’t get me wrong, you definitely want to move the lead
along, get them to become a prospect, then a client, then a closed client.
That’s typical. But don’t make the mistake of thinking a lead is “dead end” or
not viable because you have only an email address. All leads that have a
legitimate way to contact them are viable. Every. Single. One. Even the ones
that are only an email address. Even the ones that say “no