I’m Getting 500 Signups. Are Those Leads?” (Not Necessarily, My Friend.)

You know what makes me chuckle?

When a startup founder triumphantly says:

“Bro, we got 500 signups this month! Our lead gen is killing it!”

And I’m sitting there like:

“Fantastic. How many actually paid you?”

Cue awkward silence.

Let’s clear this up once and for all:

Just because you’re getting signups doesn’t mean you’re getting leads.

1️⃣ First, What the Hell Is a Signup?

A signup is anyone who has entered their email (and maybe name, phone, or other info) into your form.

Examples:

• User signs up for your free newsletter.

• Visitor creates a free account in your SaaS.

• Prospect downloads your e-book.

• Someone joins your WhatsApp community.

That’s all it is. A form-fill. A handshake at best.

2️⃣ But It’s an Intent Signal, Right?

Yes—but it’s weak.

A signup means:

✅ They might have interest.

✅ They might want to learn more.

✅ They might have liked your marketing.

Notice that repeating word?

Might.

It’s not a promise. It’s not qualified. It’s not even proof they remember you tomorrow.

3️⃣ Why Marketers Confuse Signups for Leads

Let’s be real: vanity metrics make everyone feel good.

✅ 500 signups looks amazing on a slide deck.

✅ It’s easy to report to investors.

✅ It’s easy to show your boss.

But sales doesn’t care about signups if none of them buys.

4️⃣ Not All Signups Are Created Equal

If you’re getting 500 signups a month, ask:

✅ Did they understand what you’re selling?

✅ Did they use your product after signing up?

✅ Did they reply when you emailed them?

✅ Did they complete onboarding?

✅ Did they ask for pricing?

✅ Did they demonstrate real need?

If 90% of your signups ghost you, they’re not leads. They’re just database clutter.

5️⃣ When Is a Signup a Lead?

It becomes a lead only when they take a meaningful next step that shows interest in buying.

Examples for SaaS / B2B / D2C in India:

✅ They request a demo.

✅ They start a trial and actually use it.

✅ They reply to your sales email saying, “Tell me more.”

✅ They call your sales number.

✅ They ask about pricing.

✅ They schedule a meeting.

That’s where signups start filtering into leads.

6️⃣ Think Funnel, Not Flood

Imagine your funnel:

👉 500 signups at the top.

👉 Maybe 200 even open your emails.

👉 Maybe 50 click through.

👉 Maybe 20 show real interest.

👉 Maybe 5 actually buy.

This is normal.

Stop pretending all 500 are leads. They’re not. They’re suspects.

Your job is to nurture, qualify, and convert them.

7️⃣ The Danger of Counting Signups as Leads

Here’s how you waste your marketing budget:

❌ Counting every signup as a lead in your CRM.

❌ Telling your sales team “We got 500 leads!”

❌ Forcing them to cold call 500 people who don’t even remember you.

❌ Burning out your sales team.

❌ Damaging your brand when people mark you spam.

You’re basically paying to annoy strangers.

8️⃣ “But Bro, They’re Top of Funnel”

True.

And there’s nothing wrong with that.

✅ Signups = top of funnel.

✅ Leads = middle of funnel (qualified interest).

✅ Prospects = people in active sales conversation.

✅ Opportunities = deals in progress.

Know the difference. Measure the difference. Report the difference.

9️⃣ The Honest Way to Talk About It

✅ “We got 500 new signups.” (Accurate)

✅ “We generated 40 marketing qualified leads from those signups.” (Better)

✅ “We created 10 sales opportunities.” (Even better)

✅ “We closed 3 new customers.”

Investors, bosses, and sales teams will love that clarity.

TL;DR

👉 Signups ≠ Leads.

👉 Signups are potential leads.

👉 Leads show buying interest.

👉 Don’t lie to yourself (or your sales team).

Final Word

If you want your marketing to actually drive revenue (instead of just boosting your vanity metrics), get serious about qualifying your signups.

👉 Build onboarding flows.

👉 Nurture with email.

👉 Use sales outreach strategically.

👉 Measure conversion to real leads.

Otherwise, enjoy your giant list of strangers who will never pay you.