Sales letter

Last updated

A sales letter is a piece of direct mail which is designed to persuade the reader to purchase a particular product or service in the absence of a salesman. It has been defined as "A form of direct mail in which an advertiser sends a letter to a potential customer." [1] It is distinct from other direct mail techniques, such as the distribution of leaflets and catalogues, as the sales letter typically sells a single product or product line, and further tends to be mainly textual as opposed to graphics-based, although video sales letters have become increasingly popular. [2] It is typically used for products or services which, due to their price, are a considered purchase at medium or high value (typically tens to thousands of dollars). A sales letter is often, but not exclusively, the last stage of the sales process before the customer places an order, and is designed to ensure that the prospect is committed to becoming a customer.

Contents

Since the advent of the internet, the sales letter has become an integral part of internet marketing, and typically takes the form of an email or webpage. Unsolicited sales emails are known as spam, although spam typically consists of emails which are much shorter than a normal sales letter. Offline, unsolicited sales letters are known as junk mail.

Some relevant components

The sales letter is split into several key sections. In addition, other sections may be used, such as sub-headlines.

Headline

The beginning of a sales letter is considered to be its most important piece. In email sales letters this part is called email subject, and with webpages it takes the format of a title or headline, often followed by additional text called sub-heading.

Body copy

This section is typically quite long, with 4, 8 and 16 page letters being common formats. This section will typically contain testimonials from the firm's customers as well as pictures and information about the product. On the internet, the body copy may include embedded video or audio.

Conclusion

Sales Letter intended to get the customer to commit to purchasing the product or service, typically without any further intervention. Sales letter are a special form of advertising, aiming to sell company’s goods and services. Sales letter must be arouse interest, sound convincing, create a desire and encourage the reader to take action. Write in a positive, convincing style but don't be aggressive. Present advantages and benefits to the reader. Encourage a response from to the reader- a phone call, a visit, a reply on an attached form etc.

Graphic design

The graphic design of a sales letter is an important part of the branding. The font, layout, line spacing, paragraph formatting, images, etc. all have an effect on the efficacy of the letter.

Development of sales letters

Because of the direct response nature of sales letters, they can be carefully tested on an ongoing basis to determine which version performs best in terms of converting readers to customers. Sales letters are typically developed incrementally, with split testing of various elements. This allows the marketeer or copywriter to confirm which headline, body text or graphic design converts best. On the internet, it is possible to track additional variables, such as the open rate of emails, the bounce rate, clickthrough to the checkout, etc.

Related Research Articles

Email Method of exchanging digital messages between people over a network

Electronic mail is a method of exchanging messages ("mail") between people using electronic devices. Email entered limited use in the 1960s, but users could only send to users of the same computer, and some early email systems required the author and the recipient to both be online simultaneously, similar to instant messaging. Ray Tomlinson is credited as the inventor of email; in 1971, he developed the first system able to send mail between users on different hosts across the ARPANET, using the @ sign to link the user name with a destination server. By the mid-1970s, this was the form recognized as email.

Spamming Unsolicited electronic messages, especially advertisements

Spamming is the use of messaging systems to send an unsolicited message (spam) to large numbers of recipients for the purpose of commercial advertising, for the purpose of non-commercial proselytizing, or for any prohibited purpose. While the most widely recognized form of spam is email spam, the term is applied to similar abuses in other media: instant messaging spam, Usenet newsgroup spam, Web search engine spam, spam in blogs, wiki spam, online classified ads spam, mobile phone messaging spam, Internet forum spam, junk fax transmissions, social spam, spam mobile apps, television advertising and file sharing spam. It is named after Spam, a luncheon meat, by way of a Monty Python sketch about a restaurant that has Spam in almost every dish in which vikings annoyingly sing "Spam" repeatedly.

A mailing list is a collection of names and addresses used by an individual or an organization to send material to multiple recipients. The term is often extended to include the people subscribed to such a list, so the group of subscribers is referred to as "the mailing list", or simply "the list".

Various anti-spam techniques are used to prevent email spam.

CAN-SPAM Act of 2003 American law to regulate bulk e-mail

The Controlling the Assault of Non-Solicited Pornography And Marketing (CAN-SPAM) Act of 2003, signed into law by President George W. Bush on December 16, 2003, established the United States' first national standards for the sending of commercial e-mail and requires the Federal Trade Commission (FTC) to enforce its provisions.

Email spam Unsolicited electronic advertising by e-mail

Email spam, also referred to as junk email, is unsolicited messages sent in bulk by email (spamming).

Address munging is the practice of disguising an e-mail address to prevent it from being automatically collected by unsolicited bulk e-mail providers. Address munging is intended to disguise an e-mail address in a way that prevents computer software from seeing the real address, or even any address at all, but still allows a human reader to reconstruct the original and contact the author: an email address such as, "no-one@example.com", becomes "no-one at example dot com", for instance.

A joe job is a spamming technique that sends out unsolicited e-mails using spoofed sender data. Early joe jobs aimed at tarnishing the reputation of the apparent sender or inducing the recipients to take action against them, but they are now typically used by commercial spammers to conceal the true origin of their messages and to trick recipients into opening emails apparently coming from a trusted source.

Direct marketing

Direct marketing is a form of communicating an offer, where organizations communicate directly to a pre-selected customer and supply a method for a direct response. Among practitioners, it is also known as direct response marketing. By contrast, advertising is of a mass-message nature.

A bounce message or just "bounce" is an automated message from an email system, informing the sender of a previous message that the message has not been delivered. The original message is said to have "bounced".

Email fraud is intentional deception for either personal gain or to damage another individual by means of email. Almost as soon as email became widely used, it began to be used as a means to defraud people. Email fraud can take the form of a "con game", or scam. Confidence tricks tend to exploit the inherent greed and dishonesty of its victims. The prospect of a 'bargain' or 'something for nothing' can be very tempting. Email fraud, as with other 'bunco schemes,' usually targets naive individuals who put their confidence in schemes to get rich quickly. These include 'too good to be true' investments or offers to sell popular items at 'impossibly low' prices. Many people have lost their life savings due to fraud.

Email marketing is the act of sending a commercial message, typically to a group of people, using email. In its broadest sense, every email sent to a potential or current customer could be considered email marketing. It involves using email to send advertisements, request business, or solicit sales or donations. Email marketing strategies commonly seek to achieve one or more of three primary objectives, to build loyalty, trust, or brand awareness. The term usually refers to sending email messages with the purpose of enhancing a merchant's relationship with current or previous customers, encouraging customer loyalty and repeat business, acquiring new customers or convincing current customers to purchase something immediately, and sharing third-party ads.

Spambot Computer spam program (malware)

A spambot is a computer program designed to assist in the sending of spam. Spambots usually create accounts and send spam messages with them. Web hosts and website operators have responded by banning spammers, leading to an ongoing struggle between them and spammers in which spammers find new ways to evade the bans and anti-spam programs, and hosts counteract these methods.

Email harvesting or scraping is the process of obtaining lists of email addresses using various methods. Typically these are then used for bulk email or spam.

In online marketing, a landing page, sometimes known as a "lead capture page","single property page", "static page", "squeeze page" or a "destination page", is a single web page that appears in response to clicking on a search engine optimized search result, marketing promotion, marketing email or an online advertisement. The landing page will usually display directed sales copy that is a logical extension of the advertisement, search result or link. Landing pages are used for lead generation. The actions that a visitor takes on a landing page is what determines an advertiser's conversion rate. A landing page may be part of a microsite or a single page within an organization's main web site.

Email spoofing is the creation of email messages with a forged sender address.

A squeeze page is a landing page created to solicit opt-in email addresses from prospective subscribers.

The term email production is used in advertising and marketing to refer to the process of building HTML email from "creative," mockup images built by web designers.

Make Money Fast Electronic chain letter

Make Money Fast is a title of an electronically forwarded chain letter created in 1988 which became so infamous that the term is often used to describe all sorts of chain letters forwarded over the Internet, by e-mail spam, or in Usenet newsgroups. In anti-spammer slang, the name is often abbreviated "MMF".

Lead validation is the process by which sales leads generated by internet marketing campaigns are separated from other types of conversions. Lead validation is crucial for effective internet marketing management; without it, companies can neither accurately evaluate the results of, nor efficiently improve, their SEO, PPC, display advertising, email, content marketing and social media campaigns.

References

  1. "Sales Letter (definition)" . Retrieved 2009-11-15.
  2. Chierotti, Logan (2017-03-02). "Video Sales Letters: The Most Effective Online Sales Technique". Inc.com. Retrieved 2020-01-20.