J25 BNI Derby Business Networking

AIDA is a well-known strategy in sales and stands for: Attention, Interest, Desire and Action. It is relatively simple and describes the sequence of events you should aim for to get a sale. So, first of all, you must capture the attention of your potential customer. Once you have it, you should win their interest by explaining how your product or service can help them.

Then, once they’re interested, generate a desire in them for your product. For example, a story about how this product has helped someone like your visitor can help them imagine what this product would do for them, and especially what benefits it would bring. Indeed, the benefit part is key here because benefits, not features, sell products.

Finally, you need to get people to act. This means purchasing the product or signing up for the service. If people want your product, all they may need is a button to check out. If they are interested but not yet sure, you could use a few methods to motivate them further; for example, creating a sense of urgency with a limited-time offer or limited supply.

If you incorporate Attention Interest and Desire into your sixty seconds you will benefit from more referrals. In a Sixty seconds you haven’t got a “Button” to press and the Sales Action is of course for the end customer, not the people in the room, But the Action you need to add for your 60 Seconds is  “I want referrals for…”, then let your “Sales Team” press the Buttons..