In this crowded market, it is easy to target a wide range of audiences for conversion.
While targeting a wide range of audiences, we as a business forget whether they are genuinely interested in our product or services that we are offering. Mostly, we miss the audience who are potential customers and are ready to convert.
So, to avoid this and reach the right client, one should use the below-mentioned method.
What is Intent Based Lead Targeting?
Intent-based lead targeting is defined as identifying the right audience and engaging with potential customers based on their online behaviors. This process involves identifying the right audience who is genuinely interested in the product or services.
Then engaging the potential customers in the business offering products or services by reading their online behaviors. As this online behavior will guide the business about the customer behaviors and how to interact with them.
Why is Intent Based Lead Targeting A Game Changer?
In this fast-paced world, reaching a wide range of audiences is easy, but what makes it challenging is finding the right audience and engaging them.
Let’s assume somehow you found or identified the right audience, but what about engagement? How are you going to connect with them? Even if you have managed to engage them, then what about quality?
So, every stage, from identifying to converting, is a challenging one. And this intent-based lead targeting is the perfect solution. This strategic focus on each stage, from identifying to engaging and sales closures.
Each stage is curated in such a way that it is easy for the marketer to contact the audience and convert them.
In this article, “How Intent Based Lead Targeting is Effective?” We will discuss this approach in a well-defined manner. Here, we will talk in more detail about each stage in a more specific way that can be executed properly at every stage.
With these techniques, stand out—a smarter, data-driven way to find and engage leads who are already in the market for what you offer.
1. Need Identification : (Knowing the Intent)
The magic of intent based targeting starts here. Because many of you randomly connect with any audience, whether they are interested or not.
Instead of guessing who is interested, this stage will let you know who is truly interested in your products or services. It will use behavioral data such as search activity, content engagement, and topic interest to identify potential leads who are actively researching solutions in your niche.
Also, tools like G2, Bombora, and more can tell you when someone’s been reading your blog posts, including comparing vendors as well as viewing pricing pages. It also allows you to focus on the potential leads who are showing intent. So, in this way you won’t waste your precious time on cold outreach.
2. Personalized Email Outreach or Contact :
After identifying your high-intent leads, it becomes important to connect with them. This Customized Email Outreach or contact is the next step in this approach. To reach out to the audience, you have to draft mail and contact them.
When it comes to mail, you should forget the mass emails because this is where relevance is your secret weapon. Thus, personalized email marketing is the perfect key to being engaged with the audience. These craft tailored messages refer to the specific topics that they’ve shown interest in. Also, we should include the recipient’s name and an attractive subject line to make the client engaged and convert them into leads.
Even we can reach them through LinkedIn, which is a professional social media application that is used widely by businesses.
3. Qualify: Using BANT Framework
The third stage in this Intent Based Lead is to qualify. After identifying and reaching out to the audience, it’s time to qualify the lead. It involves asking questions and more using the BANT method (B.A.N.T Campaign Process).
Many of those businesses use this method to qualify the lead in one go. So, we have shared more detailed information about the BANT as follows:
- Budget—It means, does the client have the funds to buy your product or services?
- Authority—It defines whether you are talking to the decision maker, as positions become important.
- Need—It says, does your client genuinely have a need to buy your product or services?
- Timeline—It talks about when the person is looking to buy your offering at what timeline.
This qualifying stage guarantees that you only spend time on leads who are truly interested in your products or services. And always ask clever, topic-appropriate questions and listen intently to clients’ responses, because this is where solid relationships begin.
4. Appointment Settings (Appointment Generations) :
This appointment setting-up Services & techniques converts clients’ interest into action; for example, if a potential lead checks all of the boxes, it’s time to schedule a meeting. Here, you will schedule the meeting with your sales staff and client, either by calling the client or utilizing scheduling software. A timely follow-up is also essential. This appointment system makes it simple for them to schedule a call or demo with minimal friction.
5. Sales Closure :
The last stage of this intent-based lead is sales closure; it means sealing the deal. This stage shows that intent targeting really proves its value. From start to end, you’ve engaged a potential lead who’s already in-market, and you have educated them about your product or services. Also, building a relationship through personalized contact, the now closing conversation becomes smoother and more focused.
Now it’s time to put these tactics into action, from Lead Identification to Sales Completion.
Always remember that using intent data, you’re not simply pitching, but also assisting them in finalizing a decision they’ve already been working toward.
So, our article started with the question, How Intent Based Lead Targeting is Effective?
According to this article, the answer is yes, absolutely, when you implement or use this full-funnel strategy.
If you’re struggling to implement this on your own, We as Resolute B2B is here to help, by offering Demand Generation Services & Solutions.
We understand how valuable leads are to any organization. This method is more than just smarter marketing; it is marketing that converts.
To read more insightful articles on Demand Generation or B2B Marketing Strategies, connect with us & for any questions or suggestions,
Please feel free to Email us at info@b2bresolute.com / kireeti@b2bresolute.com
