The first sales and marketing methodology I was taught, sometime in the last century, was A.I.D.A. It stands for Attention, Interest, Desire and Action.
Nowadays in face-to-face B2B sales it maybe deemed as cheesy and outdated now we’re well in to the internet and digital eras. But in the on-line world and at trade shows and exhibitions, I think A.I.D.A. is a must. The two characters I bumped into at a recent well known exhibition and trade show below were really great. They didn’t utter a single word. Instead, they had this open box full of their brand’s business cards. All they did was to stare and then gesture over to their stand. It just sort of worked…can’t explain why, it just did.
Grabbing people’s attention successfully is nearly always the first step to a sale.
So how do you do it?
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