Maximize Your Sales: How Qviro's Buyer Intent Data Benefits Suppliers
A potential customer is already in the process of making a purchase and you're unaware of their identity. For instance, if you offer IIoT solutions, a plant manager may be discussing the issue of low visibility with their automation engineers, and you're unaware of this opportunity. If you knew, you could take advantage of the situation by entering the room, introducing yourself, and making a connection.
According to WB Research, 'B2B buyers are between 57% and 70% through their buying research before contacting sales, and nine out of ten B2B buyers say online content has a moderate to major effect on purchasing decisions.'
Imagine getting a head start in the purchasing journey by engaging during the research phase. You'd be ahead of the competition every time.
The answer is buyer intent data.
What Does 'Buyer Intent' Mean?
Buyer intent refers to actions indicating a potential customer's interest in purchasing a solution similar to yours. With access to this information, you can avoid wasting time on organizations that may not be actively seeking your solution and focus solely on those actively searching for a purchase.
How to make buyer intent actionable:
1. Qviro's Category Intent
You have information on buyers researching your category, but they have not yet viewed your products. Therefore, the data suggests they are unaware of your solution, even though they are seeking a similar solution.
To address this, first, filter the data set for your target customer profile. Then, your objective is to increase their awareness of your product by guiding them from the early stages of research to your sales funnel.
Individuals who research your category but not your specific products are familiar with the technology but not with your solution. You can attract their attention by running campaigns featuring thought-leadership content or utilizing Qviro Quadrants to take the lead.
Individuals researching your category but not your product often fail to consider you in their list of options.
By utilizing buyer intent data, your sales team can get ahead of the competition and secure a place on their shortlist or even close the deal before a shortlist is created.
Customer success approach:
When current customers research your category or competitors on Qviro, it could indicate a potential issue. It's important to be aware of this promptly so you can address it before they turn to a competitor.
You can conduct a customer check, combining internal perspectives and satisfaction review data to gain a comprehensive understanding of their satisfaction level.
2. Qviro’s Product Intent
A group of buyers have viewed your products, but have not yet made contact. The data suggests that they are aware of your solution, but are still in the research phase.
Organizations visiting your product page are familiar with your product but have not yet made a decision.
To engage these individuals, you may consider running product-focused advertising and retargeting campaigns. This could include showcasing Qviro reviews or highlighting your leadership in Qviro Quadrants.
Individuals researching your product likely have you in consideration, but you can increase your chances of success by being proactive.
You may consider reaching out with thought leadership to demonstrate your commitment to assisting them in finding a solution to their current issue.
Customer success approach:
When current customers view your product pages, it's likely they are evaluating reviews to see if others have faced similar difficulties using your product. It's a good idea to offer assistance.
You can also request that they leave a review to gain further insights.
3. Qviro’s Comparison Intent
Individuals comparing your products to competitors have recognition of your solution and have a list of potential options, but they have not yet made contact. They are in the process of comparing options.
Determine who you were pitted against and design campaigns showcasing your expertise through competitive comparisons.
Divide your audience based on the competitors they compared you to and incorporate competitive comparisons in your advertising.
Buyers who are comparing your product with competitors are near the end of their research and almost ready to contact you and your competitors. Reaching out to them first can give you an advantage.
Having buyer intent data lets you know what they are searching for and which competitors they have compared, allowing you to highlight the key differences and benefits of your product over those competitors during any meetings.
Customer success approach:
Existing customers comparing your products with competitors on Qviro indicate a crucial moment. Respond promptly.
Determine if the competitors are your regular rivals and assess if the customer's feedback aligns with the competitor's advantages (price, features).
Discover the potential of Qviro's buyer intent data. Contact us to learn more
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