Increase Sales, Increase Sales Ideas
To some people, selling comes naturally. They get out there, and within a few hours, they have a full order book.
How do they do it?
The key to having a successful selling is to find formula or framework that best works, practicing it, and sticking with it.
One such framework that has been around for many years and has been proven to work is A.I.D.A.
It’s a four-step method to increase sales and is easy to put into practice.
What does it stand for?
- Attention
- Interest
- Desire
- Action
Whether you are selling face-to-face, via direct mail, or on a website, this formula will increase your chances of converting prospects into customers.
In this article, we’ll look at how following this framework can boost your sales letter responses and increase your sales ideas to convert more leads into buyers.
1. Grab Their Attention
When people receive sales letters or visit a website, their first action is to scan the page to see if it applies to them.
Before they read your content, something needs to grab their attention.
A clear, compelling headline will make them sit up and want to read more.
A great headline should:
- Include a benefit for your prospect.
- Be compelling enough to make them want more information.
- Hook their curiosity so they keep reading.
Examples of powerful headlines:
- “The Secrets of Doubling Your Profits in One Year”
- “How to Get More Sales and Increase Your Leisure Time”
- “Finally Revealed – The Steps to Being a Successful Entrepreneur”
Do you see the pattern?
Each headline evokes curiosity and promises value—two things that make people want to know more.
2. Keep Their Interest
Once you have or gotten their attention, you need to build their interest.
How?
By focusing on what they will get out of your product or service.
People don’t care about features—they care about benefits.
To keep them interested:
- Identify your target market clearly.
- Highlight the pain or pleasure they will avoid or gain.
- Answer the critical question: “What’s in it for me?”
If your message isn’t speaking directly to the right audience, they’ll lose interest fast.
3. Create Desire
Now that they’re interested, it’s time to stoke their desire.
Remember: People buy for emotional reasons, not logical ones.
If you sell products that make people feel:
- Attractive
- Successful
- Confident
- Wealthy
… then use your sales copy to paint a picture of what life looks like after buying from you.
But what if you don’t sell emotional products?
No problem.
Here’s how to create desire:
- Offer bonuses that cost you little but add big value.
- Create urgency—make it a limited-time offer.
- Use social proof—testimonials, case studies, or reviews.
The key?
Make them feel like they’ll miss out if they don’t act NOW.
4. Push for Action
You’ve done everything right so far.
But if you don’t ask for the sale, nothing happens.
People need clear direction on what to do next.
So, make it easy for them to buy.
Here’s how:
- Use strong calls-to-action (CTAs) like:
- “Buy Now”
- “Click Here to Order”
- “Claim Your Spot Today”
- Offer multiple payment methods (credit cards, PayPal, etc.).
- Reduce friction—the fewer steps they take, the better.
If they have to:
- Find their chequebook
- Write a cheque
- Address an envelope
- Go to the post office…
…you’ve lost the sale.
Make it as frictionless as possible.
Final Thoughts
Take another look at your sales pages, website, and pitches.
Are you following the A.I.D.A. formula?
If not, revamp them now and watch your sales and profits grow.
FAQs
Q: Does AIDA work for all businesses?
A: Yes! Whether you’re selling physical products, services, or digital courses, the AIDA model applies.
Q: What’s the #1 mistake people make when it comes to making sales?
A: Not asking for the sale. If you don’t tell people what to do next, they won’t take action.
Now, go implement this and watch your sales skyrocket!
