What does it mean to respond to prospects who express interest?

When prospects express interest, it signifies that they have engaged with your brand or product in some way, indicating a level of readiness to learn more or make a purchasing decision. Responding to these interested prospects aligns with the concept of inbound sales. This approach involves actively engaging with leads who have shown intent or curiosity, whether through website visits, inquiries, or downloads of content.

Inbound sales is focused on understanding the prospect’s needs and tailoring the conversation to meet those needs while nurturing the relationship to move them further along the sales funnel. This distinguishes it from outbound sales, which typically involves reaching out to potential customers who may not yet be interested in your offering.

Additionally, demand generation is concerned with creating overall interest and awareness in the market, often before any specific leads are generated. It does not specifically focus on responding to those who have already shown interest. A referral program, on the other hand, is a strategy meant to encourage existing customers to refer new ones and is unrelated to the initial response to interested prospects. Hence, the best fit for this question is responding to interested prospects through inbound sales strategies.