Why Recognising Buying Signals Transforms Your Conversion
Most B2B websites convert less than 2%. That’s not because your product is poor, but because you don’t know which visitors are ready to buy. You treat all traffic the same — whilst some companies are already in the decision-making phase.
Buying signals are behavioural indicators that demonstrate a company has active interest. Think repeated visits, deep engagement with product and pricing pages, or access via branded search. These signals predict purchase intent far better than isolated website visits.
With Leadinfo, you identify which companies visit your website and see in real-time which buying signals they’re giving off. This allows you to prioritise, automate and follow up faster. According to benchmarks, recognising buying signals increases your conversion rate by 35-50%.
Signal 1: Repeated Website Visits Within a Short Period
A single website visit could be coincidence. But a company that returns 3 times within a week shows interest. Returning visitors are often conducting internal research, comparing alternatives and preparing decision-making.
This pattern is one of the strongest buying signals. Companies that return 3+ times within 7 days convert 4x more often than one-time visitors. They’re not here by chance — they’re actively researching you.
With cookieless tracking like Leadinfo, you see these patterns without cookies or tracking. You see which companies return, on which days, and which pages they view. This allows you to perfect your timing: when a company returns for the third time, that’s the moment to make contact.
Action: set up Slack alerts for returning visitors. Your sales team receives notification as soon as an ICP company visits for the third time.
Signal 2: Deep Engagement With Product and Pricing Pages
A visitor who views your homepage and leaves has low intent. But someone who views 5+ pages, explores your product pages and studies your pricing? That’s a hot lead.
Session depth correlates directly with purchase intent. The more pages someone views, the more serious their interest. And when those pages are specifically product and pricing pages, that company is in the evaluation phase.
Leadinfo shows per company which pages they’ve visited, how long they stayed on each page, and which content they downloaded. This way you see precisely who’s studying your products and who’s just browsing.
Example: a company views your integration pages, your case studies and your pricing. That company is comparing you with alternatives and wants to know your cost. That’s the moment to make contact.
Action: trigger automatic CRM deals or sales alerts as soon as a company visits your pricing or product pages. Your sales team can react immediately.
Signal 3: ICP Match With Strong Company Fit
Not all visitors are equally valuable. A company with 5 employees in an irrelevant sector isn’t a priority. But a company that perfectly matches your ICP — in terms of sector, size, technology stack and location — is gold.
Companies that match your Ideal Customer Profile convert 4x better. They have the right budget, the right pain points and the right decision-making structure. That’s why you must prioritise based on ICP fit.
Leadinfo’s ICP score automatically shows which visitors fit best. You can filter by company size, sector, technology and even LinkedIn profiles of employees. This way you immediately see which leads have real potential.
Example: a SaaS company with 50-200 employees, active in B2B software, with HubSpot as CRM, visits your site. That’s a perfect ICP match — and therefore top priority for follow-up.
Action: segment your CRM by ICP score and set up automatic workflows for companies with high fit.
Signal 4: Access Via High-Intent Channels
The way a visitor arrives at your site tells you a lot about purchase intent. A visitor who finds you via “leadinfo alternatives” or “leadinfo price” has much higher intent than someone who arrives via a generic blog title.
Branded search, direct traffic and LinkedIn campaigns are high-intent channels. These visitors already know you, have searched for you or came via a targeted campaign. These aren’t coincidences.
With Leadinfo, you see the source per company: SEO, Google Ads, LinkedIn, Direct or Referral. This allows you to adjust your follow-up per channel. A company that arrives via branded search is further along the buyer journey than someone arriving via a blog.
Example: a company arrives via a LinkedIn Ads campaign, views your pricing and returns directly the next day. That’s a combination of high-intent channel + repeated visit. You should call that company today.
Action: segment your follow-up based on channel. Branded search and direct traffic receive faster and more personalised follow-up.
Signal 5: Interaction With Comparison Content or Case Studies
Companies reading competitor pages, comparisons or case studies are in the final phase of decision-making. They already know what they need — now they’re comparing options.
This signal is crucial because it indicates the company is conducting active research. They’re not just reading about your product, but also how you compare to alternatives. That means they’re ready to make a choice.
Leadinfo shows which content each company views. Do you see a company reading your “Leadinfo vs Leadfeeder” page? Then they’re actively comparing you. That’s the moment for personalised follow-up.
Action: automatically send personalised emails with proof (cases, reviews, comparisons) as soon as a company views this content.
Privacy, Compliance and Cookieless Tracking
Leadinfo identifies companies 100% GDPR-compliant, without cookies or tracking. You see which companies visit your website, but collect no personal data. All data is business-level: company name, sector, size and behaviour — but never individuals.
Leadinfo operates under Article 6(1)(f) GDPR — legitimate interest. That means: no cookie banners needed, no consent required, fully compliant. Cookieless tracking is available as standard: company identification based on IP address without cookies.
All data is hosted in the EU (Ireland and Frankfurt). No American servers, no data transfers outside Europe. Leadinfo is ISO 27001 certified and audited annually for security.
Important: Leadinfo also offers a cookieless tracking option. When you enable this, Leadinfo recognises companies entirely without cookies based on IP address. The disadvantage is that some functionalities such as session grouping and screen recordings are then unavailable. But you continue identifying companies — completely cookieless.
Key Insights: Turn Buying Signals Into Action
Each signal individually is valuable. But the real power lies in combination. A company that returns for the third time, views 7 pages, studies your pricing, matches your ICP and arrives via branded search? That’s an ultimate hot lead.
Here’s how to turn buying signals into action:
- Returning visitors + deep sessions + ICP match = hot lead. Prioritise these companies immediately.
- Combine signals for more accurate prioritisation. One signal is interesting, three signals is action.
- Automate alerts and CRM sync for fast follow-up. The faster you respond, the higher your conversion.
- Segment by channel and behaviour. Branded search deserves different follow-up than generic traffic.
With Leadinfo, you see in real-time which companies are giving off these signals. You receive instant alerts, CRM sync and dashboards with all purchase intent data. So you never miss a hot lead again.
Frequently Asked Questions
What’s the difference between high and low intent visitors?
High intent visitors show multiple signals: repeated visits within a short time, deep sessions (5+ pages), access to pricing/product pages, ICP match and access via branded search or direct traffic. Low intent visitors have one short session, view only the homepage or blog, and arrive via generic SEO traffic.
Can I track buying signals automatically?
Yes, with Leadinfo you set up Slack alerts, CRM triggers and email notifications for high intent visitors. As soon as a company returns for the third time or views your pricing, you automatically receive notification. You can also set up workflows that automatically create CRM deals or trigger sales tasks.
