If you are a business owner or manager, you know the value of attracting your customers and supplying them with the exact needs, services, or supplies they want to purchase. Buying signals are the actions, behaviors, and verbal cues a customer exhibits. As an attentive salesperson, you can learn from your customers by watching out for their buying signals, and you can help nurture some of those signals into strong leads and sales for your company. Continue reading to learn more about the types of buying signals, how to identify and respond to the buying signals at different stages of the customer relationship, and why going through this process is beneficial for your company. 

Types of Buying Signals

• Verbal – Verbal buying signals are pretty easy to identify because the customer tells you what they are thinking. For example, “Can you give me a quote for a service?” Or, “When is your next available appointment time?” Direct interest in your company and your services is an obvious buying signal that the salesperson should not ignore. 
• Nonverbal – Nonverbal communication is a bit subtler than verbal clues and will require a bit more attention on your part. If you notice a customer who is listening intently to what you are saying, showing keen interest in one of your services, or repeatedly visiting your website, then these nonverbal clues exhibit a real interest in your brand. 
• Behavioral – Behavioral buying signals are particularly evident in online practices and can be exhibited by someone who submits a form on your website but does not continue to engage with you after that. The best course of action here is continued but timely follow-up.

How to Identify and Respond to Buying Signals at Varying Stages of the Business Relationship

• Awareness Stage – Customers are just realizing they need help with a product or service. They may begin following you on social media or spending time on your website. Respond by engaging with the customer and offering assistance as needed, but avoid being pushy or aggressive. 
• Consideration Stage – The customer has decided they need help in the near future and begins comparing companies and services. A customer may watch an online demo, ask about prices, or schedule a free consultation. Respond by outlining your services and expertise. Approach the customer with testimonials from satisfied customers and indicate why they should choose you for your unique service offerings. 
• Decision Stage – A customer is ready to make a decision. The signals you will see include someone trying to identify a final price list or trying to schedule an appointment time for a particular need. Your response should be prompt and professional. Take clear steps to book your customer and answer any questions or concerns they have at this point. 

Bottom Line

Thriving as a business owner or leader requires creative thinking to market your brand, attract customers, and strongly engage those interested in your services. Learning how to see and respond to a customer’s buying signal is a rewarding task because you can often nurture a customer relationship through the various stages of the buying process. As you develop stronger customer relationships by responding to their buying signals, you help grow your business and create long-lasting relationships based on honesty and diligence. 

Frequently Asked Questions (FAQs)

What are some obvious signs to look for when trying to identify buying signals?
Whether you are interacting with customers in person or online, you can look for buying signals from a customer, such as someone who requests more information about a service or your company, inquires about pricing, asks about your availability, or asks about your company’s procedures. 

How do I recognize buying signals from online customers?
An online customer will exhibit buying signals by repeatedly visiting your company’s website, engaging with your social media, watching your videos, or replying to your company’s emails. 

How do I teach my team to notice a customer’s buying signals?
Help your team members develop their intuition by working on active listening techniques, performing role-play scenarios that illustrate buying signals, and highlighting past interactions in which buying signals helped transition a lead into a sale for your company.