Cold Calling for Professionals
Cold Calling 101: 4.14 AIDA
The classic model that we use for this process, which actually dates back to the 1930’s, is called “AIDA.”
AIDA stands for getting the prospect’s Attention, stimulating their Interest, getting them to Desire or want to do something about it, and then getting them to actually Act on that desire. Although it originally applied to consumer sales, we’ve found that these four steps are equally effective in B2B cold calling. And they provide an excellent model for designing both a cold call and a cold calling program.
Consequently, that’s what we’re going to do today, design a cold calling program, and your cold call, around this AIDA model so you can make more money, have more fun, and achieve the success you want to achieve.
Read "Lead Generation: The Missing Link Between Marketing and Sales"
and Learn Everything You Need to Succeed!
