A buying signal is any action that indicates a prospect is moving closer to a decision. It might be obvious, like asking for pricing, or it could be subtle, like revisiting your website. When you’re selling branded merch, these signals matter. Many orders are tied to things like events or launches. If you miss the buying signals, you might miss the window.

Outreach’s Maria Akhter says it’s usually a strong signal when someone asks for pricing, but that’s not the only sign that a deal is gaining momentum. In this issue of PromoPro Daily, we highlight Akhter’s thoughts on the signals that a prospect is getting serious about working with you.

  1. The prospect opens an email or downloads an asset. Think about how many emails you delete every day without ever opening them. When your email gets opened, it’s a clear indicator of interest. The same thing goes for a downloaded asset like a case study.  

  2. The prospect asks about pricing. Akhter says buying signals don’t get more significant than this. When someone asks about pricing, they’re often lower in the funnel and actively considering how your merch solution fits into their budget.

  3. The prospect talks more than 25% of the time. It’s a good sign when the prospect talks, according to Akhter. She says that while it might seem like a sales rep would intuitively engage their prospect with questions, it’s easy to get wrapped up in delivering the pitch or managing other aspects of the call. 

  4. The prospect has recently seen an increase in company size and/or new leadership. This buying signal often points to shifting needs or new strategic directions. When it comes to branded merch, these changes can open the door for new solutions. Akhter also recommends looking for new team members within your prospect’s organization or when new contacts begin engaging with your content.

  5. The prospect takes fewer than 24 hours to respond to an email. According to Akhter, a prompt email response can be a strong buying signal if you know how to leverage it. While it’s an indication that your prospect is interested, it’s easy to miss amidst the influx of daily emails. Make sure you identify and prioritize engaged prospects.

  6. The prospect talks at length about pain points. This is a good sign because it shows that they trust you. And, Akhter points out, their willingness to discuss pain points at length means they’re actively looking for solutions, approaching a decision, and looking to you for a resolution.

Buying signals show up in conversations, but they’re also in clicks and downloads. When you pay attention to these signals, it can mean the difference between closing the deal and letting the opportunity slip away.

Compiled by Audrey Sellers
Source: Maria Akhter is the editor, revenue best practices and outreach insights group at Outreach.