CuriousFox profile picture
CuriousFox profile picture

CuriousFox

🦊

WR Officer
Celebrated Contributor
Arsonist
+11

ZoomInfo Intent

I asked this the other day and didn't see a response so now it's an official thread.


Let's say you use this intent tool (or something similar) and you see the prospect is looking into your product.


How do you not sound so creepy when you reach out?

🔎 Prospecting
👑 Sales Strategy
😎 Sales Skills
24

21 comment

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Rallier
Politicker
8
SDR Manager and Consultant
I always just would reach out how I normally do. And if they ever said anything I would just say "what a crazy coincidence!"
CuriousFox
WR Officer
5
🦊
This makes the best sense. I can't think of another way to directly approach it without sounding like a creeper 🤦‍♀️
CoorsKing
WR Officer
3
Retired King of the Coors Knights
Yup, I just send something that aligns with what they were looking at as a "coincidence". But messaging and pitch is the same regardless of whether or not they looked... half of the time the data is wrong anyway. 

"Hey I saw you looked...." "uhhh no I didn't, I have never heard of you"
Salespreuner
Big Shot
0
Regional Sales Director
Brilliant
poweredbycaffeine
WR Lieutenant
8
☕️
The problem is that most of the intent tools do not tell you which contact is looking at your company, which makes it massively awkward to message (as you well know). I go generic and I got to my ideal buyers:

"Hey X, I saw that 'Your Company' was researching us recently. Are you actively looking for [value prop or purpose of your tool]? If so, would you be the right person to talk to about how we can help?"
CuriousFox
WR Officer
7
🦊
On this is GOLD. Thank you!
paddy
WR Officer
5
Director of Business Development
There's a lot of debate about "intent". Sometimes that might mean they are prospecting you so never lead with "hey I noticed you checked out our website."
CuriousFox
WR Officer
6
🦊
Right. Trying to avoid sounding like a stalker 👀
paddy
WR Officer
4
Director of Business Development
It's best to just not say anything. You'd prospect them regardless if they were checking out your site or not
CuriousFox
WR Officer
5
🦊
Good point. Thank you!
Chep
WR Officer
3
Bitcoin Adoption Specialist
Hey John saw you were looking into X. Is that still on roadmap? Don't bring up where you saw unless they ask.
CuriousFox
WR Officer
4
🦊
"Hey I saw you were looking into X" would make me as the buyer ask how. Maybe I'm the minority 🤷‍♀️
goose
Politicker
2
Sales Executive
Third person

"Customers looking for x appreciate this relevant information... how are you planning on solving this problem?"
CuriousFox
WR Officer
6
🦊
Wow that's much better! Thank you!
bendandsnack
Politicker
2
Account Exec
I always embrace the creep. “Hey xxx, my creepy big brother tools told me someone at your company is looking into xxxx. Are they right or should I invest in another product?”
bendandsnack
Politicker
2
Account Exec
Or more vague “word on the street is that you guys are looking into xxx. Are the rumors true”
goldenlazard
Politicker
0
Senior SDR
Heard on the grapevine 😂
goldenlazard
Politicker
0
Senior SDR
i know this is borderline internet necromancy-but does this actually work?
bendandsnack
Politicker
2
Account Exec
Mixed response. My product/it’s competitors are pretty religious in their followings, a CIO blocked me once on LinkedIn when he wasn’t actually looking into the product
Flippinghubs
Opinionated
0
Account Executive
Much rather use a tool like 6sense or demandbase personally 
SalesMama
Executive
0
Senior Account Executive
why?

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