Digital BodyLanguage

WHAT is it, and WHY is it the future of conversion optimization?

Imagine...You’ve probably developed a 6th sense when it comes to understanding yourprospects.You can tell by facial gestures, body posture, and hand motions exactlywhat they’re thinking at the moment. You would also know if they’re happy or not,if they think your product is too pricey, or if they need more reassurance beforebuying from you. They would be confused, angry, or frustrated. It’s the momentthat you know they’re going to walk out or make a purchase.

YOU'RE A SALES REP IN A STORE, INTERACTING WITH CLIENTS FACE TO FACE ALL DAY

This 6th sense you’ve developed iscalled having a better understanding of

someone’s

By watching them behave and react,you can fully understand what they’re

not telling you, but are actuallyexperiencing or thinking at the moment.

Body language

Now, imagine...Can you tell me what your prospects are thinking?

Probably not. Because you’ve lost your most important asset as a salesman.

YOU HAVE AN ONLINE PRODUCT OR SERVICE YOU'RE TRYING TO SELL

You’ve lost the ability to read theirbody language and adjust your

messaging, tone of voice and approachto how to sell to them. The most you

have is the hope that the landing pageor product page you’ve created is

customized enough for their needs.

BUT ARE YOU REALLY BLIND TO THEIR BODY LANGUAGE?

BY USING THE RIGHT TOOLS AND PAYING ATTENTION TO THERIGHT THINGS YOU CAN STILL READ THEIR DIGITAL BODYLANGUAGE

NOT EXACTLY.

What is Digital BodyLanguage?

Except, you’re not tracking any physical behavior, but online interactionpatterns. For example, through tracking how a user behaves or interacts ona page, we can assume how they feel. You can extract that data from clicks,time on a page, page scrolls, and more. .

IT'S ACTUALLY QUITE SIMILAR TO THE DEFINITION YOUALREADY KNOW FOR “WHAT IS BODY LANGUAGE?”

A person scrolling up and down the page multipletimes is most possibly demonstrating theequivalent behavior of somebody who needs helpin order to find an item in the store.

For you, it means leaving the website withoutconverting.

For Example,

While you can “fake it till you make it” with yourphysical body language, in the digital world, you’re not

aware enough to control it.

Understanding your user’s DBL can allow you to adaptyour conversion strategies and avoid page exits

without our desired action

T H E D I F F E R E N C E I S I NH O W Y O U A P P R O A C H

A N A L Y T I C S

The problem with most analytics tools is that they show youwhere and what a user does, but they fail to disclose why usersdo what they do.

To uncover why a user didn’t convert you can eitherassume, or go into a long process of A/B testing.

But if you actually track the patterns in their behaviors, you canuncover the why.

T H E K E Y I S T OL E V E R A G E T H E D A T A

I N R E A L T I M E

CRO suffers from one big problem – you analyze the data only after afew thousands of sessions are over.

Sure, you learn a lot by running A/B tests for weeks and you slowly turnyour website into a converting machine.

But in the meantime, you lost thousands of visitors who ended up in theless successful version of your A/B pages.

The real key to benefit from understanding your visitors DBL is changingyour approach towards the data, and analyze and react in real time witha pre-set optimized reaction for that behavior.

3. VISITOR STAYS ONA SECTION FOR TOO

LONG

A QUICK HACK: 3 VERY COMMON EXAMPLES OF DIGITAL BODY LANGUAGE SIGNS

THAT IMPLIES YOUR USER IS GOING TO LEAVE YOUR SITE.

2. MULTIPLE UP ANDDOWN PAGE SCROLLS

1. SLOWING DOWNWHEN FILLING OUT A

FORM

1. SLOWING DOWN WHENFILLING OUT A FORM

Most of you might fear the moment when youruser stops while filling out a form when really themost dreadful moment is when they slow down

completing it. The reasons could vary fromrethinking of the price, if they want to proceed, or

they don’t understand something on it.

You can remind them to continue we canencourage users with visual cues and remind

them of the value they will get out of it. It couldbe in many forms like value propositions, a

shaking CTA button or using white space aroundthe form to make it stand out more.

2. MULTIPLE UP AND DOWNPAGE SCROLLS

Approaching this info with a DBL state ofmind will tell you that your user is on the

verge of exiting soon. This is becausethey are looking for something that theycan’t seem to find. This means you need

to help them find it or else they willleave.

To help them, make a pop up CTA, show abar asking them what they are looking for

or simply putting the most seeked outinformation right in front of them . You

want to win their attention and help themfocus faster.

3. VISITOR STAYS ON ASECTION FOR TOO LONG

When the visitor stays on your page for toolong without engaging it means that they have

lost their attention or doing somethingunrelated to your page while it is still open.

The answer to this problem is simple-you mustre-engage them. You can do this with a

shaking CTA button or full-screen pop uppaired with your value proposition to get them

refocused on their initial goal.

ConclusionBECAUSE READING DBL IN REAL-TIME GIVESYOU THE ABILITY TO MONITOR COMPLEXBEHAVIORS BASED ON A SPECIFIC ONE PERSONBEHAVIOR, IT CREATES A REAL PERSONALIZEDEXPERIENCED FOR YOUR VISITOR.

Optimizing in real time according yourvisitor’s behavior is more than just choosingthe right image, copy or button color. It’sabout timing. The perfect timing.

And being at theright time, the rightplace, with theright message – is the real key to increasing conversion rates.

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