Have you introduced your small business to the AIDA model (Attention Interest Desire Action)?

Have you introduced your small business to the AIDA model (Attention Interest Desire Action)?

August 12, 2021
(Reading time: 4 - 8 minutes)

Spreading the word about your business and making sure that it reaches the right people is the ultimate goal of any marketing campaign. 

There are many different methods companies use to generate leads and make sales, though. However, the AIDA model is the best-known classic marketing method used for decades.

AIDA stands for Awareness, Interest, Desire, and Action, which are the four main stages of the sales funnel used by companies all over the globe. It relies on high-quality copy that engages and motivates customers to make a purchase. 

Stay with us, and we'll explain everything in more detail.

History of the AIDA Model

AIDA was first used and established as a marketing practice by an American advertising pioneer called Elias. The company has managed to create a set of marketing rules that take the customer through four different stages to make a purchase. 

The idea was to create an effective model that companies can use to boost sales and improve the communication process between sellers and customers.

The model quickly showed impressive results, and it became one of the most-used sales methods to this day. It uses science and psychology to ensure that a marketing campaign yields the expected results.

Why is the AIDA Model so Successful?

Before you can adopt the AIDA model, you have to learn what your targeted audience wants. 

You have to analyze data and make sure that you pinpoint exactly what your audience wants to know. 

Based on the marketing information you get from your advertising strategy, you can find more details that will help you understand your audience and their needs.

Once you know that, you can align your findings with your audience and improve your future marketing campaigns to increase sales and boost your conversion rates. 

If you're still not sure about what your buyers expect, you'll have to do some research and crunch the numbers until you do. Keep in mind that this step is crucial as it will define the future success of your entire operation.

Four Stages of the AIDA Model

As mentioned above, the AIDA approach takes the customer through four different stages of the sales funnel. Some marketers call it the AIDAR model, with the additional letter R for retention, because making a single sale to a customer won't be enough to help you grow a company. 

You have to create a strong relationship with your customers to keep them coming back, but we'll get to that in a few minutes. For now, let's take a closer look at the four primary stages of the AIDA model.

1. Attention

1. Attention

The first and most important step in the AIDA sales model is capturing your prospect's attention. 

Although the AIDA model can be applied to any advertising model, including traditional methods, it proved to be very useful for online marketing. 

Almost every website design and development company uses this model to attract clients from all over the world. If done right, it can boost sales and help your company grow at a steady pace.

Today, most purchases are made online, and this trend will keep expanding in the future. 

As reaching out to potential customers became harder due to rising competition, capturing their attention is becoming a form of art. 

When someone wants to buy something these days, they usually start their search on Google. It's up to you to create an attractive website with relevant information that can capture potential customers. 

That means that you'll need excellent quality content with optimized SEO and other details that will help your website appear at the top of the search pages. 

Using the right information will boost your website's ranking in the SERPs and help you extend brand awareness further to generate more leads. You can do that using many different methods, including pay-per-click advertising (PPC), social media advertising, and other techniques that will help your site appear on the top of the search results.

 Use whatever you can to capture your customer's attention online, and results will follow.

2. Interest

2. Interest

Let's say that you came up with a marketing campaign that caught a customer's eye. They saw your ad, they became aware of your brand and offer, but that still doesn't mean a thing without the right follow-up. 

Your customers will want to know more about your brand, product, or offer, and that's the perfect time to serve them the information they want to find.

During this stage, your potential customers still don't trust your brand. The information you provide has to answer their questions, giving you the credibility you need to make a sale. 

You want to be as clear as possible, and to do that, you have to know what your customers want. Therefore, the content on the website should address customer's needs and answer their questions before they are even asked.

 There are many different types of content you can use to boost trust. That includes sharing e-books, organizing webinars, and sharing your knowledge on the topic at hand through blogs.

Your customers want information they can use, so sharing useful tips that actually solve problems will go a long way. However, the content you share has to be perfectly balanced between showing expertise and engaging the customer. 

You want to keep them interested enough to take the next step. If done right, the customer will connect with your brand, and the so-called hard sale will be successful.

3. Desire

3. Desire

By this stage, your customers are interested in finding out more details about your brand and offer. However, your job is not done until they make a purchase. That means that you have to keep building their interest until you turn them into leads. 

You can do that using a few different approaches, but getting them to subscribe to your newsletters is the best option. Once you have their email address, you can send them relevant content and motivate them to finally make a purchase.

If your content got the job done, they would follow your brand on social media, where they can learn more about how your product or service helps them get what they need. You can do that by sharing user reviews and other genuine user-generated content as proof. 

When people see how your brand, service, or product helped other people, they will want to jump on board and experience what you offer. 

The focus of this stage is to provide testimonials, case studies, and other relevant information to create desire. The more personal your proof is, the easier it will be to create desire.

4. Action

4. Action

You managed to grab your customers' attention and provided relevant information to stir up their interest. Now, they want to know more about your offer, and finally, they want to try it. It's time to close the deal. 

The fourth stage is the point where you have to be direct and present your offer in a way that will prompt them to make a purchase.

You don't want your customers to do any more work once they reach this point, as that might still push them away, and you'll lose a potential sale. So, you have to create an environment where it's super-easy for them to buy something. 

Cart abandonment is a serious problem for many online stores, and it's usually due to a complicated checkout process. In other words, if a competitor offering a similar product has an easier checkout process, you can still lose customers after all the hard work you've done so far.

To finalize the deal, you'll need an attractive Call to Action or CTA. It has to stand out from the rest of your page, making it easier for your customers to finally purchase what you're selling. 

You can do that by offering discounts, free trials or items, and other similar rewards. Again, the choice of words is critical in this situation. 

You want to come up with an offer that provides value and prompts them to take action due to a sense of urgency. It will probably take some time and a few failed attempts before getting the formula right, so it's not a bad idea to try multiple CTAs during the A/B testing phase.


The AIDA model is one of the best methods you can use to boost your brand's visibility and build trust with your customers. However, before you can try it in practice, you'll have to understand what your customers want and prove that you have the answers they are looking for.

Naturally, you won't be able to convert every click, but even if a potential customer doesn't make a purchase, you will still be able to boost brand awareness, generate leads, and increase trust. 

As long as you focus on creating engaging content that really helps people find what they need, success will surely follow. 

Lastly, don't be afraid to experiment with different types of copy, ads, and email content in your campaigns. Good luck with your future marketing campaigns using the AIDA model!

Written by: Christopher Oldman  |  August 12, 2021