Buyer intent is simply defined as “the probability that a customer will purchase a product.” It can be measured on a scale that indicates how likely someone is to purchase a specific product or service. Buyer intent is at the heart of any sales process, so it deserves your undivided attention.
Almost no one buys anything without conducting some preliminary research first. That research usually takes place online or on your website. So, it is critical that you identify every website visitors' buying intent. However, the majority of your website visitors are anonymous. So, how do you figure out someone's buying intent when they're absolutely anonymous?
The distinction between recognizing a visitor and determining their intent
Buyer intent is different from their identity which may be in the form of an IP address, a device ID, or a first- or third-party cookie. It’s not the demographic attributes (age, sex, income, etc.) of an individual either. You don’t have to identify the profile of your visitors through these information or attributes to know their buyer intent.
But if you take the traditional approach which includes first deciphering a visitor’s identity, this approach subjects your visitors to a restricting identification filter. Because typically 97% or 98% (1) of website visitors are anonymous, those visitors who can be identified and ultimately engaged would comprise only a small fraction (2-3%) of your website traffic. This is not the most efficient way of making the most of your website.
Instead, you may monitor their activity to specify their intent, and then engage individuals with the greatest purchasing potential when the time is appropriate. And you need to determine the visitor’s buyer intent and engage those with the highest buyer intent within seconds. Because the typical page visit lasts less than a minute before the user moves on to another website. It’s not something that can be done by any human but is only possible thanks to AI and machine learning.
Identifying buyer intent using AI is not about generating hypothetical projections based on a limited number of data points. This is about machine learning that learns from the inputs it experiences. It never stops improving and can analyze a large array of data points in real-time such as thousands of website pathways, page views, time on page, and referral URLs in real-time to discover an individual's buying intent.
Using AI and ML to analyze buyer intent can increase your engagement and income potential with all visitors, whether they are known or completely anonymous.
Buyer Intent: The Secret to Realizing Your Full Potential
Using a combination of artificial intelligence and buyer intent analysis in your sales process can help you rapidly and efficiently get high-quality leads. Your sales team can enhance your website interaction by leveraging the power of buyer-intent AI solutions. For example, you can prioritize live engagement with visitors who have the highest purchasing intent. Alternatively, you can develop unique playbooks or questions that are triggered when a visitor has a high buyer intent score and connect them in real-time with one of your live agents. Buyer intent signals can help you identify the companies that are searching for your solution without having to wait for them to fill out a web form or contact you.
Your organization could achieve incredible results using Buyer-Intent AI on your chatbot strategy. For more information get in touch with us here!