Much has been written (by me and others) about the value and importance of attracting attention as the first step to a sale. Obviously, if you aren’t noticed, you will sell nothing.
It may not have been examined before to show why this is the most important step of the sales cycle. In this intentionally short article, I have isolated the vital components of this process and developed an easy to remember formula for use.
To appreciate the simplicity and power of the formula, you must understand the following four terms: attention, interest, imagination, demand.
First: Attention is directed interest.
Second: Interest is directed attention.
Third: Both generate imagination and desire.
Forth: Imagination and inspiration generate demand for action.
All of these four combined give wings to the mind, flight to the imagination, and a demand to be satisfied.
Now here is the formula for creating action:
1. Start with two units of directed attention and focused interest.
2. Stir until imagination is ignited.
2. Add in two elements of inspiration and desire.
3. Heat over medium heat until demand is visible.
4. Satisfy the demand for action with your product or service
Directed interest and focused attention lead to imagination and inspiration which increase desire and intensify demand for action.
Attention + Interest + Desire + Imagination = demand for ACTION
So, there you go. It’s a simple as it is powerful . . . and effective.
daniel w. jacobs
(c) 2009-2020, all rights reserved
