You already know body language, maybe you even know how to decipher it, which can be a big advantage in the context of a sale or negotiation. Body distance, body position, head position, movements, gaze, facial expressions… so many clues to understand your client! But in the digital age, where face-to-face interviews are rare, how can you interpret the behavior of your interlocutor?
Digital Body Language: What is it?
The English term “Digital Body Language” comes from the director of technology of the company Eloqua, Steve Woods. This term refers to the study and interpretation of the behavior of Internet users.
Digital body language therefore brings together all the actions canada mobile database undertaken by the potential client and the exchanges made with them:
mail opening
clicks
pages visited
completed forms
use of search engines
each reference on social networks,
webinar registration
etc…
What is Digital Body Language used for?
More and more businesses are opening their online stores. With the expansion of e-commerce, the salesperson is faced with a major challenge: detecting and understanding the behavior of the prospect, without real face-to-face contact. He then becomes dependent on certain marketing tools that will help him to:
follow the visitor's path: instead of seeing the prospect move around a store, he will follow his virtual path. The salesperson can see where the customer comes from (which can give him more information about him), the pages on which the customer lingered, which could correspond to a product or service that has sparked his interest for example.
Detect the “final destination”: understand what the customer was looking for when browsing the site. Did they engage by downloading a support such as a white paper for example?
Communicate with the prospect: the most important thing will be their response. Do they seem interested in getting more involved? Are they still interested in your business?
Digital Body Language
Marketing Automation Tools
There are lead and customer tracking tools to track conversion through to the act of purchase. It is important to see what customers are doing so you can respond to their efforts. By listening to the prospect and being responsive, you will be ahead of the competition.
Among the different softwaremartechexisting, the company Eloqua is a pioneer in the field and as the "inventor" of the term "Digital Body Language", the company offers the most complete platform in terms of Marketing-Automation, including E-Mail-Marketing, Lead Management, Lead Nurturing and Lead Scoring tools.HubspotAndMarketoare two other companies that also offer very comprehensive Marketing Automation software.