A Crash Course on Buying Signals and How to Use Them

Closing deals with prospective buyers can be challenging. Even if a prospective buyer voluntarily reaches out to your B2B company, he or she may not be ready to make a purchase. As a result, all your sales efforts will be in vain. Regardless of how compelling your sales pitch is, the prospective buyer won't make a purchase. Fortunately, you can use buying signals to determine which prospective buyers are ready to pull the trigger.

What Are Buying Signals?

Buying signals are exactly what they sound like: signals or hints that a prospective buyer is ready to make a purchase. They indicate that a prospective buyer is looking to purchase a product or service. In the B2B industry, experienced sales reps use them for targeting purposes. They look for buying signals, and if a prospective buyer exhibits one or more buying signals, sales reps will target them. Buying signals simply indicate that a prospective buyer is ready to make a purchase.

How to Use Buying Signals

To use buying signals, you'll need to know what to look for. There are several types of buying signals. While each of them are unique, they all indicate that a prospective buyer is ready to make a purchase. You can look for these signals to determine which prospective buyers are ready to make a purchase. These are the prospective buyers, of course, whom you should target.

Some of the most common types of buying signals include the following:

• News of expansion that requires a specific product or service 
• Inquires about how long it will take to deliver a product or complete a service
• Viewing reviews or testimonials on your B2B company's website
• Completion of a pre-order
• Signups for a free trial

Expansion, relocation, closings and renovations are the type of Project Reports or sales leads that SalesLeads provides each month. These sales leads are ready to be called and enter into the sales cycle. You'll clearly get to experience buying signals while on a phone call or Zoom call. 

These are just a few buying signals. There are countless other signals that may indicate a prospective buyer is ready to make a purchase. As a sales rep, you should look for signals such as these to identify high-quality prospective buyers for your B2B company's sales process. Targeting buyers who exhibit these signals will result in a faster and more effective sales process that drives revenue for your B2B company.

In Conclusion

You can promote your B2B company's products or services to all prospective buyers. Those who exhibit buying signals, however, are more likely to place an order. Buying signals show that a prospective buyer is ready to make a purchase. Therefore, you'll be able to convert them more easily into actual buyers when compared to other prospective buyers.