Buying Intent

Buying intent, also called purchase intent, estimates how close a prospect is to converting and becoming a customer based on their actions, behaviors, and level of engagement. 

If, for example, a prospect visits an online store and spends their time looking at a specific product, adds it to their cart, or frequently visits the same page, this signals a very high level of interest and a strong possibility that they will eventually buy. It’s not just about their browsing activity but the steps they’ve taken to indicate they’re considering a purchase. 

Understanding buying intent puts revenue teams in a position to optimize their sales and marketing efforts and nurture leads who are likely to convert. 

Buying Intent in Sales:

Buying Intent FAQs

What is buying intent? 

Buying intent refers to the likelihood or readiness of a potential customer to make a purchase or take a specific action related to buying a product or service based on their actions, behaviors, and level of engagement. 

How can brands identify buying intent? 

Brands can identify buying intent by analyzing customer behavior such as website visits, engagement with marketing materials, interactions with sales representatives, and responses to targeted promotions.

Why is understanding buying intent important? 

Understanding buying intent helps sales and marketing teams tailor their marketing messages, offers, and sales strategies to effectively engage and nurture leads who are likely to convert.