How to Boost Sales with the AIDA Copywriting Formula

AIDA Copywriting Formula: How to Apply it And Drive Results with Your Copy

The AIDA copywriting formula is one of the oldest formulas copywriters use today.

AIDA stands for:





AIDA is a copywriting formula that is widely used in both advertising and marketing circles.

The model was created to explain how ads and marketing communications become engaging to prospects, as well as how customers distinguish between brands before making a final purchasing decision.

The AIDA model then goes on to describe the number of tasks required to move a customer from awareness to the action that leads to a conversion.

What is the AIDA copywriting formula?

The AIDA copywriting formula is an “old standard” that consistently produces significant results, whether you’re new to copywriting or a copywriter staring at a blank page.

AIDA can be used for a variety of digital and offline marketing materials.

Web pages, emails, paid advertisements, direct mail pieces, and even radio and television advertisements fall into this category.

In 1898, Elias St. Elmo Lewis, who would later be inducted into the Advertising Hall of Fame, wrote an anonymous column about three advertising principles that he had found useful throughout his career.

That column, which appeared in The Inland Printer, one of the most influential American magazines of the nineteenth century, stated that all successful advertisements should follow a formula.

AIDA was conceived.

This is how the model functions.


As the name implies, the purpose of this stage of the formula is to raise awareness.

When it comes to audience research, thoroughness is required to generate adequate attention.

This stage of the formula is all about figuring out what your audience’s interests and problems are, which can only be done with thorough research and fully fleshed-out buyer personas.

With this information, you can create content that focuses on those problems and passions while also delivering your marketing message.

Because AIDA is still in its early stages, your marketing materials should be readily available to anyone who is interested.

This can be accomplished through natural Google SEO, social media, and your website.

If you can create content that grabs attention and engages your audience, you’ll pique their interest, leading them to learn more about your brand.


It’s one thing to get people’s attention. It’s another thing entirely to keep your prospects’ attention.

You must provide a reason for your advertising or marketing message to succeed in keeping your prospects engaged.

You can do this by informing prospects that the problem they’re dealing with is having a negative impact on their lives.

This can be accomplished through storytelling or another method that causes the individual to “feel” their urgent problem, prompting them to seek a solution.

The key to the AIDA Interest stage is to personalize the problem so that you’re only talking to the prospect and no one else.


The Desire stage is where you demonstrate to your prospects how your products or services can solve their problems.

Here you will describe the features of your product or service as well as all of the benefits.

Then you should show how the benefits will meet your prospects’ needs.

Before and after photos, which are used by cleaning products, orthodontists, and anyone else seeking to positively change lives, are common Desire techniques.

Your target audience should be able to see how your products can improve their lives, whether it’s in terms of money, health, romance, or another pressing need.

If done correctly, prospects in your Desire stage will be ready to make a purchase.


The next step is to persuade prospects to take immediate action after you’ve succeeded in creating desire.

This is the point at which you would ask for the sale if you were selling in person.

Advertisers can create a sense of urgency by limiting the deal’s duration or offering a special bonus to those who act quickly.

You should make it simple for prospects to take action at this stage of AIDA.

The difference between interest and desire

When discussing the AIDA copywriting formula, the terms “interest” and “desire” are frequently interchanged.

Once you’ve got a prospect’s attention, you need to convince them that their life isn’t nearly as good as it could be, at least not without your product or service.

You pique your prospects’ interest by educating them about your offerings and demonstrating how they will fit into their lives.

On the other hand, desire is about assisting the consumer in developing a favorable opinion of your brand.

To make your offerings irresistible, you can use the personal, emotionally-driven copy.

Consider common infomercials to see how Interest and Desire are at work.

The infomercials begin by demonstrating a problem (Attention), followed by demonstrating that there is a solution (Interest). The infomercials then go over all of the features and benefits that will improve your life, whether it’s by assisting you in cooking better, cleaning better, or losing weight faster (Desire).

Finally, the infomercials use a timer, limited inventory, a phone number, and a call-to-action to get you to take action.

The distinction between Interest and Desire can be seen clearly.

Making your offering appear interesting through entertainment, being memorable, or being funny is what interest is all about.

So, desire is all about how your product or service fits into your prospects’ lives.

You can grease the skids toward Action by showing them how your offerings will fit into their lives.

Why is the AIDA copywriting formula important?

The first step, once again, is to understand the potential customer or client before using AIDA.

This cannot be overstated.

Your marketing message can only be directly targeted at the person so that he or she will buy the product or service you’re selling if you fully understand their motivations.

AIDA, like any other copywriting formula, will only work if your message is perfectly aligned with your buyer personas, which include demographics, company and role details, and other critical data that can help you pinpoint your message even more precisely.

If you haven’t already created a buyer persona, your task is to conduct research and define the demographic and psychographic characteristics of each prospect or customer.

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Maku Seun is a freelance copywriter and direct response marketer. He helps digital marketers, coaches, and course creators boost sales by writing compelling sales copy which includes long-form sales letters, email copy, and website copy for their products and services. If you want him to write compelling sales copy for your business, click here.