Digital Body Language is the aggregate of all the digital activity you see from an individual. Each email that is opened or clicked, each web visit, each form, each search on Google, each referral from a social media property and each webinar attended are part of the prospect's digital body language.
What is Digital Body Language?
The advancement of marketing automation technology has allowed for online tracking of leads & customers much further than Google Analytics ever imagined. With the shift to online and inside sales, a salesperson is no longer able to read a buyer's physical body language. These cues are what great salespeople have been accustomed to using when navigating the sale, from conversion to close.
Today savvy marketing and sales teams are leveraging web-based platforms (like HubSpot) that help give insight into how their prospects are responding to their efforts. These platforms are integrated into their website and are designed to read and track the prospect's digital body language. From this, we are able to get data that informs their buying process and gives our teams a higher probability of close.
10 Essential Aspects of Digital Body Language to Understand
- Lead Source: Where are your leads coming from?
- Emails Opened: Which of your emails have they engaged with?
- Number of Form Submissions: How many times have they completed a form on your site?
- Website Visits: How often have they visited your site?
- Pages Viewed: How many different pages have they looked at on your site?
- Automation Emails: Are they currently in your workflows?
- List Segmentation: What lists are they on and what communications are they receiving?
- Recent Conversion: What have been your most recent conversations?
- Social Media Clicks: How are they interacting with your social media?
- Lead Score: How valuable is their engagement on your site and the explicit information you've collected about them via your forms?
*Source: Digital Body Language, Steven Woods
Topics: Inbound Sales