Category term

What is Buying intent score?

A buying intent score is a per-customer estimate of how close a walk-in was to purchasing, derived from what they said in the conversation: the model discussed, budget stated, timeline, objections raised and whether a number was shared.

Its purpose is prioritisation. Follow-up effort goes first to the customers who were closest, and the score decays on its own so a lead from six weeks ago does not sit at the top of the queue.

Intent is scored on the conversation, not on demographics, which keeps it free of the profiling concerns that attach to footfall and camera analytics.

Related terms

• Walk-in recovery: Walk-in recovery is the practice of following up a store visitor who did not buy, using what they said in the conversation, and attributing the eventual sale back to the original visit.
• Recovery play: A recovery play is a follow-up brief Borentis writes for an advisor from a specific conversation: what to reference, which objection to answer, and a suggested message in the customer's language, timed to the agreed follow-up date.
• Retail lead capture: Retail lead capture is the creation of a lead from an in-store conversation the moment a customer shares a phone number, carrying the model discussed, stated budget, timeline and objection, without the advisor filling in a form.

Where Borentis applies this

• Walk-in Recovery: The customer who left is still yours.