What Is Buying Intent? (Definition, Types and Tips)

Purchase intent is the probability that a consumer will buy a product or service. To evaluate purchase intent, marketers uses predictive modeling to help identify the possibility of future outcomes based on historical data.

Considerations for purchase intent include demographics, content consumption, behavioral data, and even channels and devices to create a more complete picture of your audience’s purchasing journey. As a result, you can target them with content to lead them to the next logical step in your sales funnel, where they can finally purchase your product.

Digital Skills Series: Intent Data | What is Purchase Intent Data?

How do you assess buying intent?

Analyzing various types of data will allow you to determine buying intent. Understanding the data could enhance communication messaging and marketing tactics. When you analyze the data, it can indicate whether your offline and online marketing campaigns are successful in attracting customers and whether your marketing expenditures are yielding a high return on investment (ROI). A high return on investment (ROI) is preferred in a business because it means you will make more money than you did during the production and marketing phases of creating the good or service. By analyzing buying intent, you can learn when consumers are more likely to buy a particular brand.

You can purchase various programs with tools to help you assess your customers’ intent for first-, second-, and third-party data. First-party data is collected from your website. A single website or a group of websites where others have linked to your goods or services are where second-party data is gathered. Third-party data collects consumers online behavior. When using a program, you can determine purchase intent in the following ways:

What is buying intent?

The likelihood of how likely a customer is to complete a purchase of a good or service from a business is known as buying intent, also known as purchase intent. Professionals who are part of a marketing or sales team target specific leads based on buying intent to increase conversions. A lead is a customer who has expressed interest in potentially buying a good or service from a company. Buyers are a more promising group of leads.

You can track a customer’s intent to buy using a number of factors, such as their demographics, past purchases from you, and the content they view. There are two types of buying intent, which are:

Types of buying intent

There are multiple types of buying intent, including:

Buyer awareness

When a customer is aware of a problem in their life and actively looking for a solution to it, they are said to be in the buyer awareness stage. They can find out about your company and the goods and services you have to offer them when they’re searching for a solution to their problem. Before making a purchase, consumers are currently gathering information using their buyer awareness. They are aware that they are having a problem, but there are products available to help them solve it. In the end, they see your brand as the comprehensive response to their problem.

Marketing strategies

A company’s overall plan for allocating its financial resources to the promotion of its enterprise, good, or service is known as its marketing strategy. You can provide a product like a free course for consumers to download on your website in order to develop marketing strategies that demonstrate where a buyer is at in their purchase intention. Data from those who downloaded the free offer may indicate that a customer is interested in your goods or services by looking at their download statistics. By doing so, you can keep developing your marketing strategies based on the information provided by consumers as they engage with your marketing.

Online activity

The way a consumer interacts online can show buyer intent. If a customer spends a lot of time on your website, especially when it comes to a particular product, it may indicate that they are close to making a purchase. Using your social media, downloading something you’re giving away, or reading reviews left by other customers are some examples of consumer online activity. These actions demonstrate to a marketing or sales team that a customer is actively seeking out a particular product and thinking about buying theirs. You can use this knowledge to complete your purchase.

Knowing how a customer interacts online can help you determine the keywords and inquiries they’re searching for on your site. Utilize this data to make your website and products better so they can better serve their needs and respond to their inquiries. This can also assist you with marketing strategies since you are aware of what your target market wants and can determine how to provide it to them through a good or service.

Tips for increasing buying intent

The following advice will help you increase your buying intent:

Optimize keywords

Improve your keyword strategy to make it easier for customers to find your company, products, and services. Finding better keywords depends on your brand’s overall mission as well as the products you sell, so there is no one way to do it. You can accomplish this by using online analytical tools to learn what products consumers are looking to buy in order to meet their needs. It can also be helpful to conduct additional research on your target market to better choose keywords for your brand.

Survey your leads and existing customers

You can poll your leads and current customers to increase buying intent for your brand. After a customer buys a product, you can send them an email survey You can inquire about how they came across your company, how they would rate the item, and what they might want to see in the future in the survey. If you are interacting with your leads in person, you can directly ask them if there is anything that would motivate them to make a purchase right away or what might prevent them from doing so. From there, you can adjust your marketing and business strategies.

Use advertisement technology

You can target your primary audience using advertising technology tools rather than every visitor to your website. Technology used in advertisements can make it appear as though customers are submitting a contact form or signing up for a free trial, demonstration, or offer. Additionally, you can use social network analytics to gain more knowledge about your potential leads and to analyze it to enhance your marketing tactics for attracting and retaining clients.

You might also discover that segmenting your audience will help you create a number of campaigns for people who exhibit various levels of buying intent. In marketing, segmenting an audience means breaking up your target market into various groups. The categories can include consumers demographics, interests, needs or priorities. Additionally, you can group customers based on their intentions, such as those who frequently visit the same page, interact with your content, or sign up for any freebies you may be offering on your website.


Why is purchase intent important?

Importance of Purchase Intention Understanding a customer’s intentions can be used to design marketing campaigns that will effectively reach their target market and produce the desired outcomes, such as higher customer engagement and return on investment.

How do you determine buying intentions?

These businesses typically survey a sample of consumers to gauge their intentions, asking them questions like, “How likely are you to buy product x in the next y months?” with response options like, “5=”definitely will buy,” “4=”probably will buy,” and “3=”may.”

What does intent mean in marketing?

Marketing a good or service based on a consumer’s actions that indicate their intent to make a purchase is known as “intent marketing.” Simply put, it involves marketing to people whose actions indicate that they are more likely to take a particular course of action or make a certain purchase.

How can we identify a customer’s buying intent *?

You must be aware that a variety of factors, including consumer behavior, demographic information, content consumption, what they want and don’t want, etc., are taken into account when determining purchase intent.

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