Month: March 2012

Photo by Leah Tautkute

Did you take the leap with me last week and admit to yourself that your writing is what needs improving–not your friends’ tastes? Are you ready to find out how to fix it?

Meet AIDA.

No, AIDA isn’t the personal writing coach I’ve hired to help you turn your novel into a bestseller, but if you want to think of it that way, go ahead.

AIDA is an acronym for Attention > Interest > Desire > Action: a basic formula marketers and salespeople use to guide them through each phase of the sales process. It goes like this:

Attention: Get noticed. In a media-saturated world, this is hard to do.

Interest: Once you have their attention, prove you have something worth their time–by giving them the most compelling part of your message in as brief a form as possible.

Desire: Once you have their interest, show them how the product will meet a need they have.

Action: Once they know they want it, tell them how to get it.

How does it apply to your novel?

Attention:

Getting a friend’s attention could be as simple as letting them know you’re writing a book (“Really? What’s it about?”). For a literary agent you’re querying, it’s spelling their name right and following all the submission guidelines. But for your toughest audience—the book store customer who’s never heard of you—it’s a lot tougher. You need a cover and a title that stand out among hundreds of others. We’ll talk more about this in the coming weeks.

Interest:

What makes this worth the time of the friend, literary agent, or customer? This one’s a bit trickier, but it follows the question your friend asked you when you got their attention: what’s it about? You have to summarize your story in the most compelling way possible, in a few sentences. This is known as your elevator pitch or “hook”—it’s how you’ll describe your book to people at cocktail parties, how you’ll begin your query letter, and what you’ll give to the writer or intern who’ll craft the copy for your book cover. This is the part that makes your friend ask to read it, the agent to request a full or partial manuscript, and the customer to flip to page one. I’ve actually already covered the hook extensively:

• How to write a hook
• Hook examples
• It also helps to have a killer first sentence. 

Action:

I’m gonna do a flip-flop on you and talk about Action first, because before we can understand the Desire phase, we have to understand what action we want our audience to take. For a friend it might just be to finish reading the book. For an agent it’s to offer representation. For the book-store customer, it’s to buy the book. It seems like three very different stages, but really it all boils down to the same thing: you want them to keep reading. You have to suck them in fast. You have to make them want to know what happens next. Which brings us to:

Desire:

How do you convince a reader this piece of fiction is something they need? Ask yourself—why do you read? Is it an escape from reality? An alleviation of boredom? A hunt for truth? A search for someone who understands you?

It’s sure to be one of those reasons. It may be all of them.

Those are the needs. And it takes the whole book to meet those needs. But the promise—and the evidence—that you can meet those needs happen in the first few pages. That bookstore customer is not going to keep reading to see if it gets better—you must grab them in the first paragraph. And to keep all your readers reading, you have to keep sucking them in deeper and deeper throughout the entire book.

A variety of factors affect this “sucking in.” But there are two main things you absolutely can’t succeed without:

1. A relatable protagonist.
2. Conflict.

If your reader relates to, or identifies with, your hero, you’ve begun forging an emotional connection. When you add conflict—which usually involves threatening the thing that hero loves most—you create the reader’s need to find out: “What happens next? Does the hero overcome the conflict?” And, since the reader relates to this hero, the subconscious question: “Could I overcome that conflict?”

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Discover the Whole AIDA Series:

Attention

•             5 tips for grabbing attention with your book cover
•             6 types of book titles that get noticed – and picked up

Interest

•             Hooking interest with a killer hook

Desire

•             20 tips for creating relatable – and lovable – protagonists
•             The 21 best tips for writing your opening scene

Action

•             26 tricks to keep readers reading
•             47 words and phrases that slow your reader down

–

How to get people to read your book.

image by Proxy Indian

I was terrified. I was ecstatic. Sending my novel – my brainchild – out into the world for the first time. By “the world” I mean, to a few of my closest friends. My brother and best friend finished within a week. Probably due in part to a feeling of obligation. “It’s great!” they said, “Wouldn’t change a thing.”

Months went by. I checked in with my other best friend, who hadn’t gotten past chapter seven. “I’ve been busy,” she said. “That’s fine,” I said lightly, but felt hurt.

Years later, she (and the few others I sent that draft to) still haven’t finished reading it.

Oh, I was hurt for awhile. Angry. I distinctly remember telling some of them off in a forum message about eight months after that draft went out.

See, I had poured my soul out into that book. My soul. And my soul wasn’t interesting enough to even tempt the attention of my closest friends? I told myself the writing wasn’t the problem – after all, no one could tell me a thing that needed changing, aside from a typo or two. No, my friends just didn’t understand how important this was to me.

Awhile later, I realized chapter seven was possibly the worst combination of English words ever typed on paper, and I began a complete overhaul of the novel (one of countless overhauls). It occurred to me that the people close to me are naturally going to look at my book differently from one they’d pick up at Barnes & Noble – they’re not going to notice much wrong with it, specifically. But if they can’t finish it – that’s a sign it ain’t too good.

I started to realize that the problem was the writing, not my friends.

But I didn’t fully realize what that meant until a few years later, after I had been in marketing for awhile. You see, if an advertisement doesn’t get any attention, nobody blames the audience. It’s not a shortcoming of the product advertised, either – it’s a shortcoming of whoever created the ad.

If people aren’t reading your stuff, it’s not because your soul is boring.

It’s because your writing is boring.

There, I said it. Don’t get offended; I’m in the same boat.

It doesn’t mean we have to get depressed and self-deprecating. It just means we have to get better.

See, I discovered something copywriters use, that few aspiring novelist even think about.

Strategy.

An example: What do most novelists think about? Grammar. Punctuation. Plot. Character development. Poetic descriptions.

Copywriters, on the other hand, are asking: Who is the target audience? What part of my message will resonate with them on the deepest emotional level? What’s the quickest way I can convey that message? How can I grab their attention and keep their attention? How can I make them feel a certain way? How can I make them take action?

Funny how a lot of those questions could be applied to a novel, huh?

Oh, we’re told a lot of the same things copywriters are told. Show, don’t tell. Create relatable characters. Keep the action moving. But if you’re like me – if you’re experiencing the same kind of thing I described at the beginning of this post – you’re just not getting it. Not really.

So I propose this: we step back and look at our work from a different perspective. From a marketing perspective. In the next few weeks, I’ll share some of the things I’ve learned, some of the things I’m implementing in my own novel right now – all while digging deeper into how basic marketing principles can be applied to fiction. We’ll learn together.

You see, I want to write a novel that no one can put down.

Who’s with me?

—

UPDATE: READ THE WHOLE SERIES

• An AIDA overview – 4 steps to convince people they NEED to read your novel

Attention

•             5 tips for grabbing attention with your book cover
•             6 types of book titles that get noticed – and picked up

Interest

•             Hooking interest with a killer hook

Desire

•             20 tips for creating relatable – and lovable – protagonists
•             The 21 best tips for writing your opening scene

Action

•             26 tricks to keep readers reading
•             47 words and phrases that slow your reader down