How do you call the customer that finds you and decides when he wants to talk to you or get information from you? I called him the ‘pull’ customer before myself and when we look at how he behaves online, we talk about his ‘digital footprints’.
Another nice way of looking at the digital behavior and footprints of the online customer comes from US-based marketing automation and lead management vendor Eloqua.
The company coined a new concept, which is called the Digital Body Language™ (yes, it is indeed trademarked). Eloqua came with it in a report, called “Digital Body Language, reading and responding to your prospects’ buying behaviour in the Web 2.0 world”.
In brief Eloqua says in the report that in B2B sales the face-to-face contact always was very important and that such a sales contact consisted, besides the ‘talk’, of a lot of body talk. The best sales persons were those that were able to read the ‘buying signs’ and body language of their buyers.
