Buyer's Intent Leads

What is intent data, and how is it collected?

Intent data is a dataset of prospects’ behavioral information that indicates what they are interested in and what they are likely to do or buy next.

Buyer intent data is collected by analyzing prospects’ actions expressing their needs.

These actions are online activities such as searching, evaluating, and comparing products or reading online reviews. For instance, if someone searches the phrase “good on gas mileage car,” car-selling companies can identify the searcher’s intent to look for a fuel-efficient car.

What makes intent data valuable?

Intent data gives a more accurate look into potential customers’ needs by highlighting what they are most likely to do next. This allows software and SaaS providers to supply relevant information and focus on prospects most likely to convert.

Suppose multiple users visit a website with the intent of purchasing an item but do not purchase anything within the first five to seven minutes. In that case, the vendor must analyze the intent data to make required changes — which could be the marketing strategy, pricing, product placement, etc. — to push customers to complete the transaction.