Buyer Intent Score indicates the likelihood or willingness of your lead (a potential customer) to make a purchase or engage with your products or services. It is assessed using various factors, including:
- Behavioural Signals: Actions taken by potential customers, such as visiting an event, scanning a badge, or browsing a website, indicate interest and readiness to buy.
- Content Engagement: A lead actively engaging with your resources, such as reading blogs, watching webinars, or downloading content, provides insight into their intent. Higher engagement = stronger buying intent.
- Demographic and Firmographic Data: Profile information, such as job title, company size, industry, and location, helps understand if the lead fits your ideal customer profile.
- Specific Inquiries: Product Information requests via the Ingredients Network (the world’s leading online directory) on pricing/availability, or requests for meetings during events further signal that a lead is interested and considering making a purchase
- Recency: Refers to how recently a lead interacted with your company. Engagements like attending an event last week or downloading a brochure yesterday indicate a higher level of intent and a quicker path to conversion.
Pro tip: The score categorises leads into high, average, and low, so make sure to check in regularly to ensure you’re nurturing leads at all levels efficiently
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