Recognizing and responding to customer buying signals is vital to ensure your client’s needs are fulfilled while reducing your costs. If you understand your client’s needs and expectations, you can anticipate their requests and offer them a fast response, making it easier to close more deals and foster customer loyalty.
Here, we’ll explore effective strategies for you to identify and respond to buying signals, and give you the tools you need to succeed in the competitive world of sales.
Buying signals are the indications or behaviors that suggest a customer is interested in making a purchase. These signals can be extremely helpful to sales and marketing teams to help them segment their audience, identify the leads that need immediate attention, and place the rest into nurturing strategies.
Purchasing signals can be explicit, like when a customer directly expresses to you their interest in a product or requests more information about a service. They can also be implicit, like when a customer spends time browsing a specific product, asks about delivery prices, or engages with your brand’s marketing materials. Marketing teams can also capitalize on these signals by preparing in advance for it, and setting up a plan of engagement tailored to their customer needs.
If you take buying signals into account, you can expedite and shorten your sales cycle, ultimately increasing the likelihood of a sale.
It’s vital to recognize and respond to customer buying signals if you want to close more deals. Here are some examples of customer buying signals online:
When a potential customer asks for a trial, it’s usually a clear indication that they’re interested in your solution and want to test it out before making a purchase. This is a great opportunity to showcase the best features of your solution, demonstrate how well it can solve their pain points, and how easy it is to use and implement day to day.
Be sure to give them a smooth and intuitive onboarding process to make it as easy as possible to quickly implement your solution.
Interested prospects will often ask questions throughout your demo to clear up their doubts or to better understand how your solution can help them. Instead of leaving questions till the end of your demo, encourage questions all throughout to make sure your prospects are engaged and actively thinking about how your solution could solve their pain points.
Few things can give you as many highly-engaged leads as a good course or webinar. That’s because it can capture the people who are on the fringes of making a purchase.
Act on this buying signal by using this opportunity to establish your brand as an authority figure in your industry. Use it to build strong customer relations with your attendees, and make sure your courses and webinars are top-notch to give them the best first look into your solutions.
Engaging with your brand online, like commenting on your posts or following your company's profile, is another buying signal you shouldn’t miss. Social media keeps your brand on your customer’s minds and can help you drive traffic to your sales landing pages.
Make sure your brand is strong in the best couple of social media platforms used by your potential customers. You can also integrate your lead generation software with your social media platforms to better track customer behavior, allowing you to act when your leads are ready to buy.
Here are some examples of non-verbal buying signals:
When somebody engages with content on how your solution can alleviate pain points, that’s usually a strong signal that they are experiencing that problem and considering your product as the solution.
While they may not be as far down the sales funnel as someone dishing in person, these interactions give you valuable insights into what they're looking for and how you can tailor your pitch to meet their needs.
Filling up a form online or even just subscribing to your newsletter can be a strong customer buying signal. We’re all selective with our private information, so when a customer gives you theirs, that’s a great signal that they’re close to making a purchase.
This is your chance to really shine and show them how your product can solve their pain points. Take advantage of it!
Positive body signals in body language are a clear indication that your lead is engaged and interested in what you have to say. If you’re making sales in person or through a video call and your lead is nodding, agreeing, maintaining eye contact, and following your pitch, they’re on the right track.
Even if you're trying to identify buying signals over the phone, you can pay attention to their tone and tempo of speech to gauge their level of enthusiasm.
Wwhen your potential customer is interacting with your products or services, they're subconsciously imagining what it would be like to have it in their lives. This is an incredibly powerful nonverbal buying signal.
Instead of pressuring them, allow them to engage with your product, paying attention to any questions they may have to clear their way toward a sale.
If your prospect responds quickly to your email communications, it is a sign that they are interested in continuing the conversation with you.
It doesn’t count if it’s an automatic response! The quality of their email responses is crucial to determine the strength of this customer buying signal. Pay attention to whether they’re willing to go into detail of their needs or their schedule.
Here are some signs of weak buyer intent that may indicate your prospect isn’t that interested in your solutions:
Firstly, watch out for vague responses from your prospect. When prospects aren’t concise about what they want or seem hesitant to give you any specifics, you should probably assume they’re not that close to making a purchase.
If you find that your prospect is not disclosing crucial information such as whether they have the funds to make a purchase or finding it hard to set up a meeting, then you might want to take the hint and spend your time with other prospects.
On the other hand, be wary of prospects who sound too good to be true. If a buyer is offering a high price and telling you that they will definitely close soon, this could be a red flag.
If things are sounding too good to be true, the person you’re talking to may have ulterior motives to get your information or may simply not be taking the transaction seriously. Proceed with caution with these prospectors.
If a key stakeholder leaves or gets added to the team, it could impact your chances of closing the sale. When things change, we tend to reduce the variables and risks to manage, which may put your potential deal in a new light.
To prevent this, make sure you connect with several stakeholders and build relationships with them, so any sudden promotions or changes won't compromise your deals.
Understanding how to respond to strong buying signals can make all the difference. Here’s how you can get started:
First and foremost, you need to identify the signal. It's crucial to be aware of the various potential buying signals that a customer may give off. You can do this by matching the buying signals with your customer personas to gain a better understanding of what to expect.
To further enhance your understanding, you can use the analytics of your website and CRM to determine the actions your customers take before making a purchase. This data can help you recognize your customer's buying trends and signals
If you’re not a data scientist, you can simply download the data in a spreadsheet and upload it to Polymer Search.
Polymer’s AI will sort and tag your data automatically, allowing you to jump straight into analyzing your data without having to do boring, repetitive data entry and tagging. With it, you can instantly generate charts and graphs, and compare multiple data points to identify customer buying trends and help you recognize your customer buying signals.
Maximize your chances by expediting your response to your potential customer. Timing is critical, so make sure you expedite your response to the potential customer. Ensure that they can immediately access your product and have answers to common questions ready.
But don't just stop there.
Focus on the benefits that matter most to your potential customer and how your product or service can solve their specific pain points. Make sure to highlight the value of your solution in your responses, and use your customer persona’s information to keep them relevant to your prospect.
Often a customer who has signaled they want to make a purchase will need some assistance to close the sale.
Address any concerns they may have as soon as possible. This will help you build trust while also getting rid of potential doubts or issues that may prevent the sale from closing. For example, if a potential customer expresses concern about the cost of your solution, explain how the benefits of your product outweigh the cost in the long run.
Creating a sense of urgency is a powerful way to convert a strong buying signal into a sale. You can do this by offering a limited-time discount or by emphasizing the benefits of acting quickly.
For example, you can highlight how the faster they implement your solution, the faster they’ll alleviate their pain points.
Finally, once you've addressed any concerns and created a sense of urgency, it's time to close the sale.
Instead of overthinking your approach, you can simply ask directly if they would want to go ahead with the purchase once you feel they’re ready for it. Make sure to provide clear instructions on how to complete the purchase and be available to answer any questions the potential customer may have as you close the sale.
Responding to strong buying signals is a great way of ensuring your clients always have it easy making a purchase from you. Start searching for your customer’s biggest buying signals by dropping your spreadsheet on Polymer.
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