Several years ago I went to a sales seminar. The instructor said that in sales there are three types of prospects: Red Apples, Green Apples, and Rotten Apples.
Red Apples - These are prospect that are ripe and ready to go. These prospects require no convincing. In many cases they have contacted you expressing interest in your product.
Green Apples- These are prospects that for some reason or another are not ready at this point to move forward. Maybe they are busy with other things at this point of their life. They are still prospect, but you have to wait until they are ready.
Rotten Apples- These are prospects that have absolutely are not right for your product- nor will they ever be.