Buyer Intent Data is the secret sauce to lead generation in 2019 – secret being the keyword. Not everyone has tapped into the multitude of benefits it can bring you and your business in today’s highly competitive market.
Buyer Intent Data will give you that competitive edge, and help you stand out from the crowd. How? Because by using Buyer Intent Data, you’re eliminating the hours needed to gather leads. You can get right in front of people who know who you are and what you do, instead of mindlessly putting out content and hoping for the best. You can be a step ahead of your competitors with this powerful demand generation tool.
What is Buyer Intent Data?
Buyer intent data identifies which businesses are actively researching you or the industry field that you work in. Buyer intent triggers are like a signal, telling you when these prospects are looking for businesses like yours.
It captures online research of actual buyer journeys and determines whether this person is inclined to purchase the product they are looking for. The buyer intent data determines a purchase intent signal from the activity the person is conducting online. In the simplest terms, it’s everything that a prospect does long before they visit your site and submit their details. The ‘hints and clues’ that they leave behind are what we call buyer intent. Buyer intent data captures all the details throughout the customer sales funnel.
How does Buyer Intent Data work?
Millions of people all around the world search for topics and engage with different forms of content on various sites every single day.
They could be on your website, but if you don’t have an efficient tracking code, you could be missing out on lead generation opportunities. Complex buyer intent data algorithms can monitor those engagements to observe contacts taking actions and report the ones that match your ideal buyer profile.
For that to work, you need to provide details such as:
- Typical prospect job titles, company size and geography
- Key terms (compound and straightforward terms of product, service, problems and outcomes)
- Influencer and key industry event URLs and/or social handles
- Customer account names and URLs
- Target account names and URLs Competitor names and URLs
This information will get built into an algorithm which then uses machine-based learning and the latest technology to observe and note relevant actions which match your specific criteria. The data will then indicate intent from among the millions of activities that occur every day on the web. These actions include those taken in general search, on competitors’ sites, with industry influencers and major industry events.
Four advantages of Buyer Intent Data that will set me apart from my competitors
1. Better targeted content
You’ll be able to create highly targeted content, that will answer your audience’s problems without having to speak to you directly. You can impress your prospects with personalised content and pack it with marketing messages that will resonate with them, and their current problems.
2. Optimised sales and marketing resources
You’ll be able to eliminate the hours you previously spent trying to find leads that were qualified and knew who you were. Intent Data gives you marketing qualified leads who are ready to talk to you and prepared to listen to what you’ve got to say. As marketers, we know that this is invaluable and can save you hours, days or even weeks spent trying to qualify leads before passing them on to your sales team.
3. A better understanding of client pain points
Depending on the signals or triggers that you’re looking out for, you can gain priceless knowledge on what your potential customers are actively searching for or talking about online. This allows you to completely tailor your approach and deliver a personalised campaign that showcases your product or service in the best way possible.
It also gives you significant primary research which you can use to continuously improve your product offering and satisfy your clients’ pain points.
4. Understand client demands
In the same way as point number three, you can see exactly what clients want from the market. You can see what problems people have and think of ways in which your product or service can solve these.
If the data shows that your target clients aren’t just searching for the intent keywords you’ve been monitoring, then it’s a good idea to change it up and alter the service to better match their needs.
Considering Buyer Intent Data
You might not know too much about Buyer Intent Data just yet, so now is the perfect time to sign up for our upcoming webinar with our partners, G2.
This webinar will give you an insight into Buyer Intent Data and show you how to use it to your advantage and grow your business like never before.