Unlocking Success: The Ultimate Guide to Consumer Intent Data

Think of the last time you searched online for a product or service. The search terms you used, the pages you visited, the web forms you filled out—all of these actions painted a clear picture of your intent to purchase.

This is a prime example of consumer intent data. This data provides a window into the consumer’s past search for specific services or products, indicating their purchasing interests and needs.

For businesses and sales teams, this means a chance to target a very specific audience who’s already in the market for what you’re selling.

In this guide, we’ll unravel how consumer intent data can be a potent tool for businesses.

We’ll explore how this data, often overlooked, holds the key to identifying and engaging with customers who are ready to make a decision.

Consumer intent data: What it is and why it matters

Consumer data provides salespeople and marketers with insights into user behavior and online activities, revealing their immediate purchasing needs and interests.

This data helps businesses connect with customers at the right moment in their buying journey.

The different types of buyer intent data

• Purchase intent: Identifies which individuals are actively seeking health insurance, evident through filling out online web forms to receive a “free estimate” or “free quote.”
• Lifestyle intent: Reveals long-term health interests or concerns, useful for picking insurance packages.
• Informational intent: This indicates those who are researching health insurance options, perhaps reading about different plans or coverage details on your website.

For instance, in auto insurance, if consumer intent data shows a trend towards electric vehicles, your sales strategy can include personalized offers on electric vehicle coverage options.

First-party vs. third-party intent consumer data

First-party data is collected first-hand from your digital assets, such as your website, app, or CRM system.

Think of tracking “intent” or “actions” such as:

• Viewed a specific product page
• The amount of time spent on the product page
• Whether or not the user downloaded a free guide
• Opened up an email
• Filled out a web form
• Liked a social media post

Third-party intent data is gathered from external sources and providers and offers a broader perspective on consumer behavior beyond your digital assets.

This type of third-party consumer data includes:

• Data collected and curated over time representing individuals who have previously shown interest in specific services or products, such as life or health insurance plans.
• Data derived from filling out web forms, such as name, address, email address, zip code, and industry-specific notes or comments.

When it comes to third-party intent data—Aged Lead Store is particularly valuable.

Our data represents past consumer interests in specific services or products, offering insights into consumer trends and needs.

This historical data complements real-time information, making it a key asset for effective marketing and sales in areas like health or life insurance.

The benefits and applications of using consumer intent data

For sales teams in insurance and home services, aged leads are a goldmine of consumer intent data.

Here’s how they can transform your sales approach.

Prioritize leads effectively

Use the historical data in aged leads to focus on prospects with a higher likelihood of conversion.

For example, in health insurance, if a consumer shows interest in policies with mental health coverage, prioritize them for your new wellness-focused plans.

Tailor sales pitches

Customize pitches based on the specific interests reflected in the consumer data. A consumer interested in family health plans, for instance, may now be more inclined towards plans with added wellness benefits.

Or, suppose a client inquired about auto insurance for electric vehicles six months ago. Use this info to offer them the latest EV-friendly policies, showcasing how your offerings have evolved.

Shorten sales cycles

Learning the intent shown in consumer data leads to identifying and targeting leads closer to making a purchasing decision, thus shortening the sales cycle.

Identify consumers who need time-sensitive services, like urgent roof repair or immediate plumbing services. They may be more likely to make quick decisions, allowing for faster conversions.

Enhance customer engagement

Use insights from consumer data to engage in more meaningful conversations with potential clients, adapting your strategy to their evolving insurance needs.

For example, someone who looked into comprehensive home insurance a year ago might now be interested in new home security features.

Use this insight to discuss how your updated policies provide added security benefits.

Finding the right intent data for your needs

When choosing intent data, especially from providers such as Aged Lead Store, consider the following factors.

Data relevant and quality

Ensure your consumer intent data matches your industry’s specific needs.

Aged Lead Store provides details, such as phone type (cell or landline), postal address, and often email, along with other industry-specific details.

This kind of data can be used for personalized insurance and home service sales strategies.

Data sources

Understand the origins of the intent data. Aged Lead Store aggregates consumer intent data from various trusted marketplaces, which is beneficial for accessing a diverse pool of potential customers.

Budget considerations

Consumer data is more affordable than real-time leads, making them a cost-effective option for businesses with tighter budgets.

Data privacy compliance

Ensure your data provider adheres to data privacy laws like GDPR and CCPA to remain compliant with its lead generation and data collection methods.

Evaluating the data provider’s reputation

Consider the provider’s track record and reliability. Aged Lead Stores’s long-standing presence and positive client feedback are indicators of the reliability and quality of our consumer intent data.

Putting buyer intent data into action: implementation strategies

In this section, we’ll focus on actionable, specific strategies for using consumer intent data in sales, especially in areas of life, auto, home insurance, and home services.

We’ll detail how to directly engage potential customers using the rich details provided by the data that accompanies these leads when you purchase them.

Manual, personalized outreach

Use the consumer data details (name, phone number, specific interests) to make personalized contact.

For example, if a lead filled out a form for life insurance, a sales rep can call them directly to discuss their specific needs and interests.

Efficient CRM integration

Seamlessly import your consumer intent data into your CRM.

Categorize each lead based on specific interests, such as ‘seeking comprehensive health coverage’ or ‘interested in home repair services’, to streamline follow-up strategies.

Following compliance regulations for following up:

When contacting a consumer, it’s important to follow compliance rules and regulations.

Although you have access to contact details and know your leads have shown interest via web form fills, it’s important to remember this doesn’t explicitly consent for automated calls or texts.

In recent years, regulations like the Telephone Consumer Protection Act (TCPA) have been cracking down on automated calling systems or autodialers for contacting leads without consent.

Therefore, you must use intent data for personalized interactions, such as crafting emails or making direct phone calls or texts, rather than relying on automated systems for initial contact, especially for sensitive sectors like insurance.

Always verify the lead’s consent and preferences for communication to remain compliant with these regulations.

Review data for insights:

Continuously monitor how different types of leads respond and adjust strategies accordingly.

For example, if home insurance leads are more responsive to emails detailing policy benefits, then focus more on emails for that audience segment.

Buy consumer intent data from Aged Lead Store

Ready to transform your sales game with precise, targeted consumer data? Dive into the world of intent data with Aged Lead Store.

With our vast inventory of pre-validated consumer data, you’re not just getting contact information, you’re unlocking a door to potential customers who have already shown interest in your products and services.

Whether you work in health insurance, auto insurance, home services, or more, our consumer data will match your industry’s specific needs.