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AIDA: Learn to sell more with this simple method

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The AIDA method is composed in a simple way, and it is one of the most used methods in the world of Marketing and sales. Although it has been used for more than 100 years, this method is booming due to the digital marketing that we are experiencing today. AIDA: Learn to sell more with this simple method, we tell you about it in this blog.

What is the AIDA method?

The AIDA method is one of the most powerful and simplest processes to sell More. The AIDA process is explained in the four words that make up an acrostic. The acronym AIDA is an acronym that refers to the concepts of attention, interest, desire, and action.

Each word describes all the stages of the advertising effect model that a user goes through when considering whether or not to buy a certain product or service. Although the AIDA model is commonly used in Digital Marketing, it is also used in sales strategies and PR campaigns.

Next, each letter will be explained in more detail in a hierarchical way to understand the process, it also helps to understand why this method is so important.

Before starting each explanation of the acronym, it is important to clarify that the use of these model strategies is concomitant, meaning that the process is linear and it is necessary to go through each stage of the method before moving on to the next.

The AIDA method or originally AIDA Model, is the explanation of: Attention, Interest, Desire, and Action model in advertising. Let's see each one of them:

1. Attention

The first step in marketing or advertising is to think about how to get the attention of consumers.

The first word "A" of the acronym stands for attention, and attention is what we are going to refer to a person who has a potential as a client or a prospective client.

The first thing, before selling a product or service, we have to capture their attention, because if we do not have their attention, the consumer will not listen to us as we want them to understand.

Given the above situation. The client will not understand anything we say, even if we have a better sales argument, a better product, or a better service to offer, so for this we must capture their attention.

Many marketers often overlook the Attention part. The product or service is supposed to have captured the consumer's attention, which may or may not happen, so it's best not to assume that people are familiar with your product or service.

There is a trick to capture the attention of the consumer, one of the best tactics to capture the attention of the potential buyer, is what is known as "creative disruption" which means breaking existing patterns of behavior with a highly creative message, since something that directly or indirectly affects the customer will capture their attention.

Creative disruption can be done in several ways:

  • Place ads in unexpected places.
  • Create impact with creative images.
  • Have a highly targeted message.

As we have already explained to this point, the most important thing to capture people's attention is to make that same public aware of the existence of our product or service.

Attention is so important in our daily lives, that generally if an idea that they intend to sell us does not impress us in the first seconds, for example, with a commercial or video, we are not going to pay enough interest as consumers to acquire either the product, the argument, or the service that they offer us. Once this objective has been met, let's move on to the second step of this method.

2. Interest

The second letter of which it is composed is the "I", it wants to indicate interest and is the second most important part of this procedure, since in addition to capturing people's attention it has to capture their interest.

Once the consumer knows that the product or service exists, the company must work to increase the potential customer's level of interest. But how can you capture the interest of a person?

First, the person you are offering the product or service has to think that what you are offering is an important and relevant topic for what is going to happen in the future, or that it can solve a problem.

After the person is convinced that the service product is relevant, you can increase interest by explaining the benefits of the product you want to sell.

At this point we must focus on what is most relevant to the target market in relation to the product or service we are trying to sell, and on conveying only the most important message that we wish to communicate to consumers.

The strategies to maintain interest are varied and depend both on the product or service and on the target audience, and we must also take into account that we do not always want to maintain interest so that the product or service is consumed, but we also do it with the second intention that it be informative and work on the subconscious to generate the need for the product.

Although not much is said about this method, it must be borne in mind that the aforementioned helps on a large scale since it has a great impact on the retention of consumers and that through aggregated information an idea of the products is obtained. that you want to purchase.

3. wish

Phase 2 and 3 go hand in hand, because when generating interest in a product or service, it is important that you help customers understand why they "need" that product or service.

Since you have the attention and the interest, now you are going to generate the desire, and how can we generate the desire for a product?

Consider how to present the content of infomercials: your goal is to present interesting information about the product, as well as the benefits of buying the product and the benefits that make the consumer ideally want to get the product again.

Commercials do this well by showing products used in different creative situations. You have to remind the audience of the value of your product or service and why they need it in their lives. An easy way is to offer it through a good demonstration or through a story.

When you have a tangible product, the ideal would be for the customer to be able to use it to be part of the sales experience, since there is a cognitive bias of belonging that when the person has something or tries it, they already want to buy it.

Even though you haven't paid for the product or service yet, it's a very important membership goal in sales to ensure that the potential customer enjoys the benefits of having the product.

Once the client feels that she already has the product, it is at that moment that she will want it, since she considers that what you are offering is important because she already has attention and is interested in it.

And now what are we going to produce the desire to acquire the service and the benefits that has as a fourth step to finish with the acronym of the AIDA method, and it is the letter "A"

4. Action

The ultimate objective is to induce the consumer to carry out an action, that is, to buy or request information, therefore, it is important that the call to action be clear, and clearly indicate the next step that the consumer must take, without leaving room to doubts Since we have managed to execute the attention, interest and desire, we take action, that is, they buy the product for which we are working.

The message must lead to action and for this there may be closing techniques, a statement designed to obtain immediate feedback from consumers by using persuasion and provoke a sense of urgency that motivates consumers to act.

We hope that with this explanation of the AIDA method, you have learned to sell more, as it helps improve business results.

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