No, the online world cannot sense defensiveness by your crossed arms. But digital body language is developing, and companies will be eager to learn how to read it. Lindsay Bell from Radian6 recently interviewed Steven Woods, CTO of Eloqua (both WOMMA member companies), about his new book on digital body language and its possibilities.
On Digital Body Language:
Digital Body Language is really the online version of body language – the hints and clues that you get from understanding a person’s actions and what they mean about that person’s intentions. By looking at everything a potential buyer does online, marketers can begin to understand when they are just self-educating, what they might be interested in more information on, and when they would likely want to engage with a sales person for deeper discussions.
On Digital Body Language Etiquette:
One of the most important things in interacting with buyers is understanding when they are best left alone. A buyer doing some light early stage exploration and self-education may not want to be called by a sales person, and might find it to be an intrusion. Conversely, if a buyer is observed to be clearly struggling trying to find later stage, more detailed information regarding pricing, contractual terms, etc., a conversation with sales is often welcomed and productive.
Read the full interview at Radian6.
