Suspect
A company that fits your criteria but has not shown interest yet
Definition of Suspect
A Suspect is an early-stage potential customer who is presumed to fit the ICP but whose interest or needs have not yet been clearly confirmed. They are on the list-building stage but require further verification and contact.
Suspect Sources
Suspects are sourced from industry directories, trade show exhibitor lists, estimated competitor customer lists, news and investment disclosures, job postings, and various open data and data providers. Cross-verification is necessary as information accuracy and freshness vary by channel.
Verification and Data Cleansing
Domain validity, company size, industry classification, technology stack, and contact emails must be verified and enriched to reduce lead loss. Reaching out with inaccurate data can increase bounce rates and damage sender reputation.
Research and Personalization
Check company priorities and projects from their website, LinkedIn, and recent news, and confirm the contact's role to personalize your message. Sufficient pre-research at the suspect stage significantly increases first-contact response rates.
Messaging and Touchpoints
The first email should briefly mention the company's situation and ICP relevance, and propose a low-commitment ask like a 15-20 minute call. Designing a cadence of 3-5 touches mixing phone, email, and social messages is efficient for getting responses.
From Suspect to Lead
When a suspect opens an email, clicks a link, or provides a simple reply or call response, they convert to a lead. At the point of conversion, update the CRM status and record interest topics and response points to continue the conversation.
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