by Steve Atlas, www.internet-marketing-dictionary.com

If you're even just a tiny bit interested in Internet marketing, you've probably heard people talk about the AIDA formula. This article is a general introduction to what the AIDA formula is all about and how you may use it in your sales copy.

If you own a sales web site you realize that the trick in succeeding is converting as many of your visitors as possible into customers. In other words, getting visitors to buy.

People who surf the web are impatient, and they won?t stay at a site longer than they have to. Most sites don't offer them valuable information about what they are interested in, so they click the back-button and leave.

Your job is to get them to stay long enough for them to be exposed to your brilliant sales text. This task begins with getting their attention. And a typical sales text begins with a headline.

Studies show that a great headline can increase your response by up to 1,800%! This shows the importance of creating attention-grabbing headlines.

Copy writers traditionally attract people's attention by using a headline that speaks directly to the target audience.

You have to know who you're selling to, and speak directly to them. Avoid wishy-washy, general statements to a large group of people.

If you're selling cheap camping tents, you could announce it right there in the headline: "The Cheapest Camping Tents You'll Ever Find!", or a more specific promise - We Sell Leading Brand Name Tents For Up To 33 % Under Retail Value?.

Tip number one: Know what your target market wants, and speak directly to them.

A great way of attracting attention is to offer something that sounds too outrageous to be true: "This Article Will Show You The One Simple Secret To Making A Fortune On The Internet?. Your objective is to get people to read the rest of your text. Because in the rest of the text, you will presuade your reader to buy.

This can't be done in the headline alone, so the headline is just a stepping stone. Use the headline to get people's attention.

AIDA. Attention, interest, desire and action.

Once you have the reader?s attention, you need to develop his interest. Tell the reader what's in it for him in the deal you're offering. What will he or she gain from buying your product? Focus on your reader, instead on yourself. "How will my life improve if I buy your product", is a question readers subconsciously ask. Answer this question for them.

Once you have their interest, you need to make them desire what you offer. People do not buy for logical reasons. They buy because they want to.

We buy expensive clothes because we think that we'll look great in them. Not because we actually need more clothes. The same with expensive cars. For example - some people who buy expensive cars like to show off in order to get other people's admiration, in that case - use it.

Tell them that if you buy this car, people will turn their heads. That they will get noticed.

Another reason for buying an expensive car could be the high quality of the driving experience. Tell them the wonderful feeling of sitting inside the comfortable car. Tell them how quiet the engine runs. Yet another reason is that people want to feel special. Not like everyone else. In that case, use it. Tell these people that this car is extremely exclusive, that only a tiny percentage of people can afford to buy it.

Make the reader desire your product by triggering their emotions.

The final step of the AIDA formula is "action".

Most people won't buy your product. And even fewer will buy if you don't compel them to act. One way of compelling people to act immediately, is to give them a time-limited offer.

Tell them that they need to act today in order to get the product for that low price.

If you're selling on the Internet you need to get them to find their wallet, get out that credit card and punch the number into your order page. People won?t do this unless you really persuade them to do so.

Tell them that the offer will expire tomorrow. Tell them that they should stop delaying things, and start moving their lives into the right direction.

Tell them that life is short and that tomorrow may never come.

Get them to act!

This is just a very short introduction to the big, important topic of copy writing, persuading people to buy, and how to succeed with the AIDA formula. But now you know what AIDA stands for and some of the reasons why the formula is used in sales letter writing.

Also keep in mind that although the AIDA formula is great, but not the only formula availible,

There are a few, highly powerful, other formulas that may deliver a massive response. For instance - have you heard about the ACA formula, and why it?s so important in Internet marketing?

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