When I write or critique a marketing project, I find it helpful to follow tested and proven copy formulas to create a winning campaign.
You should check your direct mail, landing pages, email, TV commercials and more to see if they break these rules of maximum response.
Let’s take a look at these 3 useful copywriting formulas:
1. AIDA: Attention, Interest, Desire, Action.
It works because it keeps you focused on the final goal: Prompting your reader to act.

  • Grab attention with a personal, benefit-driven headline.
  • Now that you’ve got their attention, what you say next is critical. You must create interest to keep them reading. Help them quickly identify that your message is relevant.
  • To build desire, use your strongest benefit-driven selling points to appeal to your prospects’ needs and wants.
  • Get that response with a strong call to action. Clearly state what you want your prospects to do. For example: “Call 1-800-XXX-XXXX to get your free Artificial Intelligence report” or “Click the Special Savings Certificate today to begin your FREE no-risk, 30-day trial.”

2. AIDPPC: Attention, Interest, Description, Persuasion, Proof, Close.
This variation on AIDA was developed by copywriting great Robert Collier, outlining his take on a winning formula.

  • After you’ve got attention and interest, your curious prospect will want a full description of what you’re offering. This is like the bait. Show your readers how this offer will improve their lives, and…
  • Persuasion goes beyond simply presenting interesting information. You must convince prospects that it’s in their best interest to respond to your offer.
  • After you’ve made your claims, provide proof. Today’s skeptical prospects demand that you prove your statements. Back up your sales pitch with cold, hard facts and testimonials.
  • Summarize the benefits and the offer and pair that with your call to action. If you’ve done it right, you’ll be on your way to a sales boost.

3. Another powerful formula the “4 P’s” I covered last issue.
If you didn’t see it, click here.