5 Ways to Contact Prospects Using Intent Data (Without Sounding Creepy)

Everyone knows that by using the internet, you’re signing up for a little bit of creepiness. You can be talking to your friends about a product, and the next time you go online, ads for that exact product are everywhere.

That same kind of data, intent data, is a goldmine for sales and marketing teams. It tells you when a prospect is researching your company, checking out your profile, or searching around for services you offer. But here’s the problem: used the wrong way, it comes off less helpful and more… stalker.

So how do you tap into intent data without setting off alarm bells? The answer lies in how you use it. When done right, intent data doesn’t just drive outreach. It fuels conversations that feel magical, at the right place and right time, instead of creepy.

Here’s how to do that:

When a shipper views your CarrierSource profile, you might be tempted to reach out with something like:

“Hey, I saw you checked out our profile today at 3:47 p.m. Any questions?”

Please don’t.

Instead, try:

“Wanted to reach out in case you're reevaluating partners. We’ve recently expanded our capacity in the Midwest and might be a good fit depending on what you're moving. Let me know if you'd like details.”

Let the data inform your timing, but your message should feel natural, not like you’ve been watching their every click.

2. Focus on the shipper, not their behavior

Intent data tells you what a shipper is looking at, but your message should focus on them, not what they did.

Don’t say:

“I noticed you looked at our services and pricing…”

Instead, say:

“If you're shipping temperature-sensitive freight, we’ve worked with several food and beverage brands who had trouble finding consistent capacity. Happy to share how we helped them cut costs and avoid late deliveries.”

Use the signal to anticipate their needs, not to narrate their browsing session.

3. Be a resource, not a salesperson

Intent data tells you a shipper is exploring options, but that doesn’t mean they want a sales pitch. They want help making a decision.

Try this:

“If you're exploring new carrier partnerships, I’ve got a quick checklist of what shippers usually ask before booking with someone new. Happy to send it your way.”

Or:

“We put together a short comparison guide of the top-rated dry van carriers. If you're still gathering info, happy to share it.”

Lead with something useful, not just a “let me know if you have questions” ask.

4. Take it to LinkedIn, voice, or video

Sometimes the best way to offset the “data knows too much” vibe is to go more human. A LinkedIn message, short video, or even a voice note makes you feel less like an email robot and more like... you.

Connect with them on LinkedIn and send a voice note or video:

“Hey [Name], we noticed a few shippers in your space are digging deeper into reviews before reaching out to new providers. Curious if you're looking at options right now. We’ve been helping a few teams optimize regional routes with stronger carrier feedback loops.”

Short, relevant, human. You’re not pitching. You’re connecting.

5. Make timing feel like a lucky break

Intent data is powerful because it tells you when someone is paying attention. But don’t say that out loud. Make it feel like a well-timed check-in.

Example:

“Hey [Name], had you on my radar and figured I’d check in. Not sure if you’re evaluating freight partners right now, but we’ve got some availability opening up next month that could be a fit depending on your lanes.”

It's intent-driven, but it feels natural.

Final Thoughts: Be Intent-ional

Intent data is your inside track. It shows you who’s thinking about working with you. But it’s how you act on it that matters.

If your message feels like surveillance, you’ll get ghosted. But if it feels like a helpful nudge at just the right time? That’s where conversations start.

So skip the timestamps. Be relevant. Be human. And use intent data as your moment to show up with something worth responding to.