Buyer Intent Data for Customer Success
A Resource for Nurturing Client Relationships.
Customer Success teams are rarely given the resources afforded to their counterparts on the Sales & Marketing teams, even though they’re responsible for nurturing the client relationship to ensure they successfully adopt the product and are satisfied with the purchase.
Signals of Client Churn.
Intent data can provide unique insights for Customer Success teams to help them minimize client churn, while identifying opportunities for upselling new products.
Shortlister’s Buyer Intent tool can show your team when existing clients are researching the products you offer and if they’re researching your competitors.
When current clients start research competitors, it’s a clear signal they’re looking for alternative solutions, or at least planning a “market check”. Proactively reaching out to clients exhibiting this behavior allows you to engage promptly and minimize churn.
Research shows the probability of closing a sale with an existing customer is 60-70%, as opposed to 5-20% for a new prospect!
Your Secret Weapon.
Intent data also helps Customer Success teams identify opportunities for revenue expansion, by providing insight into additional products your client may be interested in, but doesn’t yet purchase from your organization.
Shortlister’s Buyer Intent tool shows you the exact products your client is researching on Shortlister’s website, signaling an upsell opportunity.