How to determine the buying intent of your prospects?
Picture this: You're a sales rep, armed with a list of prospects to contact. But after hours of cold calling and sending out emails, you're still not seeing any results. What went wrong?
The answer may lie in the intent metrics of your prospects. If you're targeting prospects who have a low buying intent, your chances of closing the deal are slim. On the other hand, targeting prospects with a high buying intent can significantly increase your chances of success.
So, how do you find your ICP’s intent metrics?
It all starts with research. You need to dig deep into your prospects' profiles and collect updated insights on their company profile and activities.
One way to do this is by determining the pain points of prospects that you can solve. What are their biggest challenges, and how can your product or service help solve them? By understanding their pain points, you can tailor your messaging to address their specific needs.
Another way to gauge buying intent is by finding out what solutions your prospects already use and how they compare to what you offer. This can give you valuable insights into what your prospects are looking for and how your solution can meet their needs.
You can also look at your client's budget and if they have enough resources to buy from you. This can help you prioritize which prospects to focus on, and which to put on the back burner.
Lastly, tracking what solutions your prospects already spend on can give you an indication of their interest in buying similar solutions. This can help you target prospects who are more likely to be interested in what you have to offer.
But here's the thing: I'm not recommending buying intent scores from an automated software platform. That data is likely not very accurate or representative of the actual buying intent of the prospect. It's usually misleading and can lead to wasted time and effort.
Instead, it's best to use human research for determining buying intent. This requires digging deep into the prospect's profiles and collecting updated insights on their company profile and activities. By doing so, you can build high-quality prospect lists that are more likely to result in closed deals.
As sales expert Jill Konrath puts it:
"The salespeople who are successful are the ones who know the pain their prospects are experiencing, and they can match their solution to that pain. That is what it takes to be successful today."
In summary, finding your ICP’s intent metrics before prospecting is crucial for sales success. By targeting prospects with a higher buying intent, you can increase your chances of closing the deal. To do this, you need to conduct thorough research into your prospects' profiles and activities.
If you need help with finding well-researched key intent metrics or building high-quality prospect lists on a regular basis to keep your sales pipeline full, I can help with that.
Remember, successful sales start with targeting the right prospects with a high buying intent. So, don't waste your time on cold leads – do your research, and watch your conversion rates soar!
