Decoding Buyer Intent: Guide to High, Medium, & Low Intent Signals
Treating all buyer interest the same is a costly mistake.
Some buyers are actively looking for a solution. Others are just starting to explore. And most are somewhere in between.
If you send the same message to all of them, you risk wasting time, turning off buyers, or sounding like an irrelevant chatbot
This is where buyer intent signals make a difference.
They give you context and help you read the room, so you can tailor your outreach to match where your buyer actually is, not where you think (or hope) they are.
Tl;dr summary
Understanding buyer intent signals helps you figure out which prospects are browsing, which are doing research, and which are ready to make a purchase. Low-intent prospects require nurturing and demand generation, while high-intent prospects need to be engaged quickly. By matching your message to a prospect’s intent, you save time, get better results, and close more deals more efficiently.
What are buyer intent signals?
Buyer intent signals are behavioral clues that suggest someone could be in the market to buy and not just browse. These might show up when a prospect:
- Visits your pricing or demo pages
- Watches a product demo
- Downloads a comparison guide
- Checks out review sites
- Engages with your and your competitors on LinkedIn
In other words, there’s a digital trail that says, “I might be ready to buy.”
Some intent signs can come from your own data like website visits or email clicks. Others appear in third-party sources like social media activity.
Combined, they tell you who’s ready for a buyer conversation and who’s not quite there yet.
Why intent signals matter
Not every lead is created equal. In fact, many aren’t worth your time.
Some people are just browsing. Some are mid-research. And only a few are ready to act now.
Intent data helps you get rid of the fog so that:
- You focus on the right people – No more chasing cold leads while your best opportunities sit untouched.
- Your messaging lands better – You speak to what your prospect likely cares about right now, not some generic idea.
- You move faster – When the timing’s right, you don’t need to warm someone up. Instead, you can cut to the chase.
- You close more deals – When you’re not starting from zero, sales interactions get more efficient.
TL;DR: Intent indicators give you an edge in a world flooded with generic outreach. Your messages are relevant, respectful, and useful, and when you solve problems, people will buy from you.
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How do intent signals shape your outreach?
Aligning your outreach to a prospect’s intent isn’t just good etiquette.
It’s smart, efficient sales. You show you’re paying attention, and you’re in position to make your best move.
🔥 High intent = Act now
Someone checking pricing, booking a demo, or asking how you stack up to a competitor?
That’s not curiosity. That’s buying mode.
You’ll want to be clear, confident, and direct. This is your chance to win fast, or else you risk missing a deal that practically fell in your lap.
📡 Medium intent = Stay on their radar
Medium intent buyers are poking around.
They’ve read some case studies, joined a webinar, or maybe downloaded a guide. They’re not ready to buy yet, but they’re trying to figure out what makes you worth their time.
Outreach here needs to show value, context, and perspective to win trust. You stay in the conversation and become the obvious choice when the prospect is ready to act.
🤷 Low intent = Nurture with value
A short visit to your home page. A like on a LinkedIn post. Maybe someone opened a marketing email and ghosted.
These aren’t buying signals, but they do show awareness.
Instead of a pitch, you’ll want to lead with helpful content that sparks curiosity, builds familiarity, and delivers value for free.
Pro tip: Segment your CRM by intent
Want to put this into practice?
Segment your CRM or sales pipeline by intent level.
Tag leads based on intent (high, medium, low), and then tailor your workflows accordingly. You can also use an AI sales platform like AiSDR to automate this step for you. This way:
- You don’t waste time treating every lead the same.
- You scale outreach without sacrificing relevance.
- You can automate smart follow-ups based on where the buyer really is.
Think of it like triage: Focus effort where it counts, nurture where needed, and don’t overstep with someone who’s just getting familiar with your brand.
High buyer intent signals
High intent is the closest thing to a green light in sales. At this point, the buyer isn’t just aware of your solution.
They’re considering it.
And the question isn’t if they’ll buy, it’s who they’ll buy from.
When you pair this intent with fast, relevant, low-friction outreach, you dramatically increase the chances of a deal moving forward.
Signs of high intent
High-intent actions tell you a buyer is deep in the decision process.
Here’s what to watch for:
- Multiple visits to high-intent pages – If someone is checking your pricing page more than once or bouncing between your demo page and product features, they’re doing serious research.
- Filling out a demo or pricing request – This is a clear hand-raise. They’re asking you to start the conversation.
- Responding to outbound outreach with interest – If someone replies to a cold email asking for more info, they’re at least halfway to booking a call.
- Booking time on your calendar – No one gives up calendar real estate unless they’re serious.
- Requesting a proposal – They’re likely in an internal buying conversation. You’ve made the shortlist, and now they need numbers. It’s time to bring your A-game.
- Asking detailed product or competitor questions – “How do you compare to [competitor]?” or “Can you integrate with [XYZ]?” These are bottom-of-funnel questions to establish whether you can actually deliver.
- Signing up for a trial and actually using it – A trial signup is nice. A trial paired with activity means they’re testing for fit.
Every one of these signals is worth a fast response. Stack a few together, and you’re in the closing zone.
How to act on high intent
When strong intent shows up, it’s time to double (if not triple) down, with speed, precision, and no wasted time.
Respond fast (really fast)
Speed wins. Time kills deals.
If someone submits a demo request or is engaging with your trial, you should be reaching out within the hour, if not even faster. A quick reply could be:
“Hey [Name], just saw your demo request, happy to tailor it based on what you’re exploring. Any specific use cases or priorities I should know about before we connect?”
Even if you don’t have a lot of data to build on, a timely message shows you’re paying attention.
Be specific, not generic
The biggest mistake? Treating a high-intent lead with a cookie-cutter message meant for cold leads.
Instead, use context from their behavior:
- What pages did they visit?
- What did they click or ask about?
- What plan or product tier makes the most sense for them?
Use this data to tailor your follow-up instead of sending a generic pitch. So instead of “Let me know if you have questions,” try:
“Saw you were checking out our [X feature]. Happy to show how other [industry] teams are using it to cut [problem] by 30–40%. Want to see it in action?”
This small shift turns a cold message into something much more relevant.
Make the next step frictionless
High-intent buyers don’t want nurturing. They want clarity.
So when someone’s ready to move, don’t make them jump through hoops.
- Use direct booking links
- Offer fast access to proposals or pricing details
- Send comparison one-pagers if they’re looking at competitors
- Highlight exactly what happens after they say yes
This removes uncertainty and accelerates the path to “yes”.
Use multiple channels, not just email
Email is where it starts. But don’t stop there.
Follow up with other sales channels like:
- A short LinkedIn note referencing their activity
- A quick voicemail if they booked time but haven’t shown
- In-app messaging if they’re using the trial
- Ads with relevant proof points
The goal isn’t to overwhelm. It’s to stay top-of-mind while they’re making a decision. Be visible, not pushy.
Use the right follow-up cadence
Not every high-intent lead converts right away. Some will stall after a call, and others will go quiet after asking for pricing.
Have a 7–10 day follow-up plan that keeps the tone helpful, not aggressive. Something like this:
- Day 1: Fast reply with relevant info and a meeting link
- Day 3: Case study or ROI resource tied to their role or vertical
- Day 6: “Anything else I can share as you evaluate options?”
- Day 10: Final touchpoint: “Still exploring this? Happy to help whenever the timing is right.”
This outreach keeps the door open without leaning too hard.
The moment’s there. Don’t miss it 👀
Medium buyer intent signals
Medium intent signals are your “I’m curious, show me more” moments. The buyer isn’t ready to talk pricing or book a demo yet, but they’re circling. They’re checking you out, comparing notes, and quietly building a picture of what you offer.
Smart outreach here means no hard sell, just the right mix of insight, timing, and relevance to pull a prospect in closer. It’s also your chance to show up before the competition does, so you’re top of mind when someone decides to act.
Signs of medium intent
Medium intent buyers aren’t waving you down, but they are leaving clues at the curb. Here’s what makes them stand out:
- Repeat visits to your website – This isn’t their first visit: they’re coming back to learn more, and they’re exploring.
- Engagement with solution pages, feature breakdowns, partner/integration info, customer stories, or free tools – These pages attract prospects who are trying to figure out if your product meets their need.
- Downloading whitepapers, guides, or case studies – They’re building context, whether it’s for themselves or a team conversation.
- Attending a webinar – Whether they showed up live or caught the replay, they carved out time to learn. That matters.
- Repeat visits to your LinkedIn profile or company page – This usually means they’re checking your role, team, or the company’s credibility.
- Engaging with your LinkedIn content, especially comments and shares – Likes are a signal, and comments and shares are great conversation starters. Pay attention to what they interact with.
- Subscribing to your newsletter – They want to stay in the loop. That’s a good sign they’re interested in your space.
None of these data points show readiness to purchase, but they’re clear signs of curiosity and interest. It’s on you to connect before the prospect hits the high-intent zone.
How to act on medium intent
Forget the pitch. Your job here is to be helpful, relevant, and easy to engage with. Here’s how to do it without being pushy. (Hint: This is where smart email automation will pay dividends.)
Send thoughtful, warm outreach
This isn’t the time for “Let’s hop on a quick 30-minute call.” Instead, send something more casual and useful:
“Hey [Name], saw you checked out our [feature/solution page], happy to share how other teams are using it to [solve X]. Would a short video or walkthrough help?”
You’re offering value without asking for anything. It’s building a relationship without a hard sell, which is exactly what lands well at this stage.
Reference what they actually engaged with
Make your email or DM personal (without being creepy). If someone downloaded a case study or watched a webinar, use that as your jumping-off point.
“Noticed you checked out our [industry case study]. We’ve seen a lot of teams in [similar role/sector] solving [problem] in some creative ways. Want a behind-the-scenes look?”
A short message like this shows you’re paying attention and have something useful to share.
Ask a curiosity-driven question
Medium-intent buyers aren’t usually ready to open up, but they will if the right question pulls them in.
Try one of these:
- “Was there anything in that [guide/webinar] that stood out to you?”
- “What kind of process are you thinking about improving right now?”
- “Exploring this out of personal interest or for something on the roadmap?”
Questions like these are easy to answer and can open the door for a real conversation.
Add value strategically
Sometimes, the best move is to keep a prospect exploring. Don’t overload: just send one extra resource that complements what they were looking at.
Examples:
- A product teaser video tied to a feature they read about
- A “how it works” explainer deck
- A short success story from a similar company or role
With these resources, you’re giving someone a next step without asking them to take one.
Use the right follow-up cadence
Medium-intent leads don’t need a fast sales cadence, but you shouldn’t forget them either.
Use a simple nurture flow:
- Email with value-first content every 7–10 days
- Occasional retargeting with case studies or how-to guides
- A re-engagement touchpoint if they go quiet after initial activity
This light flow keeps you top of mind without overloading an inbox.
Free guide
Low buyer intent signals
Low intent signals are early indicators of awareness. Not interest, not urgency, just signs that someone’s seen your brand out there and maybe clicked around out of curiosity.
Prospects at this stage aren’t ready for a pitch, and if all they get is noise or pressure, they’re gone. The smarter play? Stay visible, stay useful, and let your relationship warm up naturally. Then, when the timing flips, you’re a front-runner.
Signs of low intent
Weak intent is usually passive engagement with no real follow-through.
Some common examples:
- Quick bounces on your website – A visitor lands on your homepage or blog, scans for a second, then leaves. That’s not research. It’s a flyby.
- Browsing low-intent pages – A reader will browse your about page, generic blog posts, or your resource hub. These pages are great for awareness, but they don’t scream “ready to buy.”
- A one-time visit to a high-intent page (like pricing) – It’s tempting to get excited here, but if they only check pricing once and don’t come back? That’s low intent, not a sales opportunity.
- Following your company or a teammate on LinkedIn – Someone wants to keep an eye on what you’re doing, but that’s as far as it goes right now.
- Liking or commenting on a post once or twice – This is a nice engagement, but again, not a buying signal.
- Opening a marketing email but not clicking or replying – Your subject line worked. That’s it. Note that in your campaign data, and move on.
- Vague responses to outreach – These are things like “Thanks, but not looking right now,” or “Maybe in the future.” Respect the reply and don’t push it.
All these signals are early flickers, not flames. Treat them as the starting point for long-term nurturing, not a cue to pitch.
How to act on low intent
This stage is where patience and consistency pay off most. You’re not trying to sell: you’re trying to stick in someone’s mind until they need you.
Skip the pitch
Don’t send outreach messages with product details, pricing, or your calendar. It’s too soon.
Instead, show up with something helpful:
- A relevant blog post
- A short how-to video
- A quick story from a customer in your prospect’s industry
Your job here is to be useful, not pushy.
Retarget (but gently)
Someone bounced from your site? No worries. Stay top of mind with light-touch retargeting that doesn’t overwhelm.
- Use dynamic ads to automatically show relevant content based on their behavior
- Retarget on platforms like LinkedIn, Instagram, or Facebook to meet them where they scroll
- Focus on visibility, not conversion. Just keep your brand in their line of sight
- Skip the hard sell. The goal is familiarity, not pressure
Think of it as a soft reminder, not a second pitch.
Add to a nurture track
This is another case where email automation can help. Use it to:
- Send a steady trickle of content
- Lead with insight, not product
- Layer in light product awareness (not feature overload)
In other words, you let the reader get familiar with you on their terms. When they’re ready to buy, you’ll already be an option.
Build familiarity and trust
If you’re reaching out, keep it casual and low-stakes:
“Hey [Name], saw you checked out [blog/case study]. If you’re ever curious how teams use [X], happy to share a quick behind-the-scenes.”
This is a soft touch that reminds them you’re there without adding pressure.
Use as a secondary prospecting pool
Low-intent leads aren’t a waste: they’re a slow-burn pool for your human or AI SDR to dip into during slower cycles or for light check-ins.
Try something like this:
“Hey [Name], not sure if [problem] is on your radar yet, but if it ever is, I’ve got a quick resource that breaks it down.”
Minimal effort. No ask. Still valuable.
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