How do People want things?

A person may be apathetic to his problem and not care if he solves it or not. Or he may be thinking about his problem but not quite ready to buy a solution yet. Or he may be "hot" and ready to buy.

Nobody wakes up in the morning ready to buy a solution without having thought about their problem first. At least a little bit.

Some people make up their mind quickly. Others agonize to the point of nausea before buying. Most are in the middle somewhere.

AIDA works best with those who are "hot" and ready to buy, but it also helps move people in the other stages forward.

Alex

In my opinion, AIDA works like this:

Person is already at least a little interested in something (Your Topic). This means your topic is on his mind somewhere, even if it's just at the back of his thoughts for now. Which is why you need to get his attention, see?

So you say, "Hey, Alex - I Discovered XYZ About Your Topic!" (Get Attention)

Given this fellow's interest in the topic already, he goes, "Hey, somebody else has this on their minds, too, and they've discovered something. It won't hurt to check it out. See if it matches what I think I really want to know about this topic."

... and off he goes to do just that.

Once he gets past your attention getter, well, it's time to focus on holding his interest. Do that by asking him questions about the topic he is probably already asking himself: "Did you know X? Why did Y happen? Ever thought about Z in connection with this topic?" (Increase Interest)

If you know your reader well, he will be saying, "No, I had no idea. Wow! Hey, I think it's because... Hmmm. Now that you mention it..."

Alright, so now dude's interested in learning more, right?

So you keep talking to him about topic, hinting at this, alluding to that, and all the while, you are building desire in him to KNOW the stuff you're hinting at and alluding to that you're not spelling out.

You're creating curiosity and a need to see, to understand, to have and to know. (Desire)

Finally, when he's gone through enough of your hints and allusions he's wondering where in the world he can find out more, you say, "Hey, if you wanna know more, do this." (Ask for Action)

Hope this helps.

Hi, my reply would probably sound as equally retarded as your question: people begin to want something when they realize that they don't have it.

It's pretty much the reason why people buy and sell things.

Ok, I think, it's getting a bit clearer now.

Thank you guys and gals!

Thanks to your answers I have one more question...

How do you make person want to buy it right now? Scarcity? But there's no real scarcity in the Internet. Unless it's a seminar of membership etc. Guarantee, maybe?

How do people decide "OK, I can't wait anymore, I will buy it right now, not tomorrow!"

As off-topic as it is... I rarely buy things that I want. Just what I need. And the lottery money would be immediately invested - so I wouldn't have any money to spend anyway

Hi Art!

Thanks for the link.
Those sample questions make the whole sales process much simpler. I've heard everything before, but in these words, it's very clear.

So, it seems that... to make a sale I need to amplify the already existing desire or a need. Or to increase the awareness of the need/desire.

Thanks everybody!

Hannibal Lecter: First principles, Clarice. Simplicity. Read Marcus Aurelius. Of each particular thing ask: what is it in itself? What is its nature? What does he do, this man you seek?
Clarice Starling: He kills women...
Hannibal Lecter: No. That is incidental. What is the first and principal thing he does? What needs does he serve by killing?
Clarice Starling: Anger, um, social acceptance, and, huh, sexual frustrations, sir...
Hannibal Lecter: No! He covets. That is his nature. And how do we begin to covet, Clarice? Do we seek out things to covet? Make an effort to answer now.
Clarice Starling: No. We just...
Hannibal Lecter: No. We begin by coveting what we see every day. Don't you feel eyes moving over your body, Clarice? And don't your eyes seek out the things you want?



And that is one answer for you.



gjabiz