The “Intent” Radar: 5 Ways To Know Exactly Who To Call Today
Instead of working through a list alphabetically, build an intent radar that tells you who is actively signalling readiness to buy right now. The five strongest signals are newsletter link clicks, repeated LinkedIn profile views, a dead proposal being reopened, social engagement spikes, and multi-threaded account activity where multiple people from the same company are researching you at once.
Do you wake up on Monday morning and guess who to call?
You know what I’m talking about: You have a list of 100 leads. You start at the top (Adam) and work your way down to the bottom (Zoe). You get voicemails, “not interested,” and silence. Meanwhile, lead #54 (Sarah) was desperately searching for a consultant like you yesterday, but by the time you get to ‘S’ in your alphabetised list next week, she will have hired someone else.
If you prospect alphabetically or randomly, you are inefficient. Learn how to filter active deals to focus on what’s actually closing. You are treating every lead as equally likely to buy, which is false. In any list of 100 people, 3 are buying now, 7 are thinking about it, and 90 don’t care.
Instead of calling the 90 who don’t care, what if you had a radar that highlighted the 3 who are waving their hands?
Let’s see how.
1. The “Newsletter Click” to identify interest
Open rates are a vanity metric. Click rates are an intent metric. If a prospect clicks a link in your newsletter about “How to fix pricing,” they have a pricing problem.
The “Newsletter Click” strategy involves calling the people who clicked. Not to say “I saw you clicked,” but to start a conversation about the topic.
The potential is relevance. You know exactly what is on their mind. Once you identify them, execute micro-outreach to convert intent into conversation.
Concrete Example: Sarah clicks the link to your “Audit Service” PDF.
Action Step:
Open your email marketing report. Filter by “Clicks.” Find the 3 people who clicked the most specific link. Email them:
“I’m doing a lot of thinking about [Topic of Link] this week: curious if that’s a focus for you right now?“
2. The “Profile View” loop to catch the stalkers
If someone views your LinkedIn profile, they are checking your credibility. If they view it twice, they are considering hiring you.
The “Profile View” loop is simple: If they look at you, you message them. Don’t be weird about it. Just assume the connection.
The potential is striking while you are top of mind.
Concrete Example: A Director of Ops views your profile.
Action Step: Check “Who viewed your profile” on LinkedIn. Connect with them:
“Saw you popped up in my feed. Looks like you’re doing interesting things at [Company].“
3. The “Document Re-Open” to spot the board meeting
You sent a proposal three months ago. It went dead. Suddenly, your tracking software shows it was opened 4 times on a Sunday night.
The “Document Re-Open” means they are prepping for a meeting to discuss it. You must intervene now.
The potential is influencing the final decision.
Concrete Example: Proposal opened at 9 PM Sunday.
Action Step: Email Monday 8 AM:
“I assume this project is back on the table. Do you need any refreshed data for your meeting today?“
4. The “Social Engagement” spike to finding fans
If a prospect likes 3 of your posts in a row, they are a “Super Fan.” They are signaling permission to chat.
The “Engagement Spike” means moving them from “Audience” to “DM.”
The potential is a warm welcome. They already like what you say.
Concrete Example: John comments on your post for the second time this week.
Action Step: DM John:
“Loving the support on the posts recently, John. We should probably actually chat properly. Are you open to a virtual coffee?“
5. The “Multi-Thread” signal to see the consensus
One person looking at you is interest. Three people from the same company looking at you is a project.
The “Multi-Thread” signal is when you see activity from multiple stakeholders at one account. This is the strongest intent signal there is.
The potential is an enterprise deal.
Concrete Example: The CEO, CMO, and CTO of Acme Corp all visit your LinkedIn in the same week.
Action Step: Map the account. Reach out to the most senior person:
“It seems like [Topic] is a big focus for the leadership team at Acme right now…”
How Nynch Helps You With This
You can’t monitor clicks, views, and likes manually 24/7. You have to sleep.
Nynch acts as your radar.
We aggregate the signals: Nynch pulls data from your email, your website, and your documents into one “Intent Score.”
We rank the list: Instead of an alphabetical list, Nynch gives you a “Hot List” every morning, ranked by who is showing the most intent today.
We alert the spikes: If a dormant account suddenly wakes up (e.g., opens a document 5 times), Nynch sends a push notification: “Call Acme Corp Now.”
Stop guessing. Start closing.
Frequently Asked Questions
How do consultants know which prospects are ready to buy right now?
Intent signals tell you who to call today. The five strongest signals are newsletter link clicks on specific topics, repeated LinkedIn profile views, a previously dead proposal being reopened, social engagement spikes where a prospect likes or comments multiple times in one week, and multi-threaded account activity where several people from the same company are researching you simultaneously.
What is intent-based outreach and how does it differ from cold calling?
Intent-based outreach means contacting a prospect at the moment they are actively researching your type of solution, rather than working through a list in alphabetical or arbitrary order. Cold calling treats all leads as equally likely to buy. Intent calling focuses only on the small percentage who are showing active signals of readiness, making conversations warmer and conversion rates significantly higher.
What are the strongest buying signals for a B2B consultant?
The strongest single signal is a dormant proposal being reopened multiple times in a short window - especially on a weekend evening, which suggests a board meeting preparation. Second is multi-threaded account activity: when three or more people from the same company view your profile in the same week, a procurement conversation is almost certainly underway internally.
How do consultants build an intent radar without dedicated sales tools?
At a minimum, check your email marketing click report weekly and filter by the most specific links clicked, review your LinkedIn profile views daily, and use a document tracking tool that alerts you when a proposal is re-opened. Together these three free or low-cost signals surface the highest-intent prospects in your existing pipeline without requiring expensive intent data platforms.
