What is digital body language, and why is it the future of conversion optimization? Read the full post here: http://blog.reactful.com/digital-body-language/ Follow us: http://twitter.com/reactful https://www.facebook.com/reactful http://blog.reactful.com

1. Digital Body
Language
WHAT is it, and WHY is it the future of conversion optimization?

2. Imagine...
You’veprobablydevelopeda6thsensewhenitcomestounderstandingyour
prospects.Youcantellbyfacialgestures,bodyposture,andhandmotionsexactly
whatthey’rethinkingatthemoment.Youwouldalsoknowifthey’rehappyornot,
iftheythinkyourproductistoopricey,oriftheyneedmorereassurancebefore
buyingfromyou.Theywouldbeconfused,angry,orfrustrated.It’sthemoment
thatyouknowthey’regoingtowalkoutormakeapurchase.
YOU'RE A SALES REP IN A STORE, INTERACTING WITH CLIENTS FACE TO FACE ALL DAY

3. This 6th sense you’ve developed is
called 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 actually
experiencing or thinking at the moment.
Body language

4. 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

5. You’ve lost the ability to read their
body language and adjust your
messaging, tone of voice and approach
to how to sell to them. The most you
have is the hope that the landing page
or product page you’ve created is
customized enough for their needs.

6. BUT ARE YOU REALLY BLIND TO THEIR BODY LANGUAGE?
BY USING THE RIGHT TOOLS AND PAYING ATTENTION TO THE
RIGHT THINGS YOU CAN STILL READ THEIR DIGITAL BODY
LANGUAGE
NOT EXACTLY.

7. What is Digital Body
Language?
Except, you’re not tracking any physical behavior, but online interaction
patterns. For example, through tracking how a user behaves or interacts on
a 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 YOU
ALREADY KNOW FOR “WHAT IS BODY LANGUAGE?”

8. A person scrolling up and down the page multiple
times is most possibly demonstrating the
equivalent behavior of somebody who needs help
in order to find an item in the store.
For you, it means leaving the website without
converting.
For Example,

9. While you can “fake it till you make it” with your
physical body language, in the digital world, you’re not
aware enough to control it.
Understanding your user’s DBL can allow you to adapt
your conversion strategies and avoid page exits
without our desired action

10. T H E D I F F E R E N C E I S I N
H O W Y O U A P P R O A C H
A N A L Y T I C S
Theproblemwithmostanalyticstoolsisthattheyshowyou
whereandwhatauserdoes,buttheyfailtodisclosewhyusers
dowhattheydo.
Touncoverwhyauserdidn’tconvertyoucaneither
assume,orgointoalongprocessofA/Btesting.
Butifyouactuallytrackthepatternsintheirbehaviors,youcan
uncoverthewhy.

11. T H E K E Y I S T O
L E V E R A G E T H E D A T A
I N R E A L T I M E
CROsuffersfromonebigproblem–youanalyzethedataonlyaftera
fewthousandsofsessionsareover.
Sure,youlearnalotbyrunningA/Btestsforweeksandyouslowlyturn
yourwebsiteintoaconvertingmachine.
Butinthemeantime,youlostthousandsofvisitorswhoendedupinthe
lesssuccessfulversionofyourA/Bpages.
TherealkeytobenefitfromunderstandingyourvisitorsDBLischanging
yourapproachtowardsthedata,andanalyzeandreactinrealtimewith
a pre-setoptimizedreactionforthatbehavior.

12. 3. VISITOR STAYS ON
A 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 AND
DOWN PAGE SCROLLS
1. SLOWING DOWN
WHEN FILLING OUT A
FORM

13. 1. SLOWING DOWN WHEN
FILLING OUT A FORM
Mostofyoumightfearthemomentwhenyour
userstopswhilefillingoutaformwhenreallythe
mostdreadfulmomentiswhentheyslowdown
completingit.Thereasonscouldvaryfrom
rethinkingoftheprice,iftheywanttoproceed,or
theydon’tunderstandsomethingonit.
Youcanremindthemtocontinuewecan
encourageuserswithvisualcuesandremind
themofthevaluetheywillgetoutofit.Itcould
beinmanyformslikevaluepropositions,a
shakingCTAbuttonorusingwhitespacearound
theformtomakeitstandoutmore.

14. 2. MULTIPLE UP AND DOWN
PAGE SCROLLS
Approaching this info with a DBL state of
mind will tell you that your user is on the
verge of exiting soon. This is because
they are looking for something that they
can’t seem to find. This means you need
to help them find it or else they will
leave.
To help them, make a pop up CTA, show a
bar asking them what they are looking for
or simply putting the most seeked out
information right in front of them . You
want to win their attention and help them
focus faster.

15. 3. VISITOR STAYS ON A
SECTION FOR TOO LONG
When the visitor stays on your page for too
long without engaging it means that they have
lost their attention or doing something
unrelated to your page while it is still open.
The answer to this problem is simple-you must
re-engage them. You can do this with a
shaking CTA button or full-screen pop up
paired with your value proposition to get them
refocused on their initial goal.

16. Conclusion
BECAUSE READING DBL IN REAL-TIME GIVES
YOU THE ABILITY TO MONITOR COMPLEX
BEHAVIORS BASED ON A SPECIFIC ONE PERSON
BEHAVIOR, IT CREATES A REAL PERSONALIZED
EXPERIENCED FOR YOUR VISITOR.
Optimizing in real time according your
visitor’s behavior is more than just choosing
the right image, copy or button color. It’s
about timing. The perfect timing.

17. And being at the
right time, the right
place, with the
right message
– is the real key to increasing conversion rates.
REACTFUL.COM