STEP 2: Your leads (the invitation)
Once people discover you and your business, your next objective is to get them on your list. This is when they move to step 2—the middle of your funnel—and they become a lead.
When most of us are getting started, collecting leads is an offline model. It may simply be your taking a business card when you meet someone who expresses interest in our services or products. Your job is to follow up with them via email or phone, schedule a lunch or conversation, etc.