Suppliers - Why you need Qviro's Buyer Intent Data?

01/03/2022


Your potential customer is already in the purchasing journey, and you have no idea who they are. Here's an example:

If you sell IIoT, there is a plant manager in a room, talking to his automation engineers about the lack of transparency in their factory. And you have no idea. If you did, you would walk into that room, stick out your hand, and introduce yourself.


"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."

- WB Research


What if you could get in earlier in the buying process, during the research phase? We bet you would beat the competition every time.


But how?


The answer is buyer intent data.


What Is Buyer Intent?


Buyer intent is behavior that shows a prospect is interested in buying a solution like yours.

If you have access to this data, you don’t have to prospect blindly into organizations that might not be in-market for your solution. Instead, you can put all your efforts into companies that are currently looking to buy.

How to make buyer intent actionable:


Here’s how:


1. Qviro's Category Intent


You have a data set of buyers researching your category, but they didn’t visit your products. So as far as the data tells you, they have no awareness of your solution, but they are looking for a solution like yours.

First, you filter the data set for your ideal customer profile. Second, your goal is to make them aware of your product. You will move them from the shadow funnel to your funnel and sales pipeline.


Marketing approach


People browsing your category but not your products are aware of the technology, but not your solution. You might want to trigger these people with campaigns on thought leadership content or Qviro Quadrants where you lead.


Sales approach


People researching your category but not your product are typically the buyers whose shortlist you will fail to make, so they will never reach out to you.

With buyer intent data, your sales can swoop in earlier to make it to the shortlist or even bring the deal home before there ever was a shortlist.

Customer success approach


When existing customers research your category or competitors on Qviro, you know something is wrong. And you would want to know about it as soon as it happens so you can address the situation before they decide to go with your competitor.

You could do a sanity check on the customer, combining internal personal opinions with review data satisfaction data to get a more holistic view of customer satisfaction


2. Qviro’s Product Intent


You have a set of buyers visiting your products, but they didn't reach out to you yet. So as far as the data tells you, they are aware of your solution, but they are still researching.

Marketing approach


Companies visiting your product page are already aware of your product but are not convinced yet.

You might want to trigger these people with product-focused campaigns in your advertising and retargeting. You could share Qviro reviews or Qviro Quadrants where you lead.

Sales approach


People researching your product probably have you on their shortlist, but you want to increase your success rate by being proactive.

You might want to prospect with thought leadership to show your intention to help them figure out how they can solve their current problem.

Customer success approach


When existing customers check out your product pages, they are probably reading reviews to find out if other people are experiencing the same difficulties using your product. You might want to ask if you can help them.

You could also ask if they would be willing to leave a review so you can capture more information.

3. Qviro’s Comparison Intent


You have a set of buyers comparing your products with competitors, but they didn't reach out to you yet. So they are aware of your solution and have a shortlist of potential products, but they are still in the comparing phase.


Marketing approach


Identify who you were compared with and create campaigns with competitive comparisons to show your thought leadership.

Segment your audience based on who you were compared with and use competitive comparisons in your advertising.

Sales approach


Comparing buyers are close to the end of their research and almost ready to reach out to you and your closest competitors.

It is still valuable to reach out to them first, but if they do, you can use your insight information to your advantage during the meetings. You already know what they are looking for and which competitors they compared. It is easier for you to point out what they have to pay attention to and why your product is better suited than the competitors you know they have in their head.

Customer success approach


When existing customers compare your products with competitors on Qviro, you know what time it is. Act quickly.

Try to understand if the competitors are ones you typically compete against, and find out if the competitor’s benefits sync with feedback from the customer (pricing, features).


We hope by now we have convinced you how powerful Qviro’s buyer intent data is.

Interested? Contact us to find out more about Qviro’s Buyer Intent Data.



updated 24/03/2022