Home | Contact | Advertising
Small Business, Information, Resources, Articles - SmartBiz.com
Members Login:
Sign Up Forgot?
SALES & MARKETING
Marketing Online
Email Marketing
Search Marketing
Selling
PR
ONLINE BUSINESS
E-Commerce
Website Creation
Productivity
Accounting
CRM
Web-based Software/SaaS
BUSINESS STRATEGIES
Case Studies
Smart Answers
Videos
Podcasts
Smart Blog
Human Resources
Management
BITS & BYTES
PCs & Online Equipment
Mobile Computing
Security/Business Continuity
Telecom/Office Networks
Small Business Products
FORUMS & RESOURCES
Free White Papers
Tools and Calculators
SmartBiz Forum
Legal & Business Forms
News Feeds
Featured Webcasts & Videos
Franchise Offers


 
SMALL BUSINESS AND STARTUPS INTERNET TECHNOLOGY RESOURCES
Search SmartBiz:
Forms and
Downloads
Free
White Papers
Special
Offers
SmartBiz
Blog
Free Email
Newsletters
Selling
How To Write A Sales Letter That Adds To Your Bottom Line
Email ArticleEmail Article
Print ArticlePrint Article
Increase Text SizeIncrease Text Size
Decrease Text SizeDecrease Text Size
Del.icio.us
Digg This
Bookmark and Share

By Jerry Purvis

Direct mail is big business. An estimated 50 billion pieces of direct mail are sent each year, generating an estimated $120 billion in direct sales annually.

Nearly every type of business or organization can benefit from direct mail to raise funds, boost sales, generate leads or get its message across. If you don't think direct mail is effective, just check your mailbox. If direct mail wasn't effective, smart companies wouldn't use it.

A direct-mail truism says "The letter sells and the brochure tells." Once a reader is sold on your product or service, the brochure reinforces his or her decision with features and benefits. But the sales letter has the task of selling the product or service in the first place. It's the most important element of your direct-mail package.

A good sales letter is essentially one-to-one communication, like talking to a friend. It's imperative that this personal quality comes through in the sales letter. The personal nature of the letter also
allows you to "proposition" the reader. That is, persuading the reader that he or she is being offered a special deal that's unavailable to the public.

Before you ever start to write, you need to thoroughly research the product or service you're selling. Read everything you can find on the product or service. This includes: press releases, testimonials, manuals, brochures, old sales letters, newspaper and magazine ads, and any other sales literature available. Gather information about competitive products and services, too.

Think of every objection, fear, doubt or excuse the reader could come up with for not buying from you, and write these down. Use *benefits* to address the objections. The sales letter's power is in transferring your excitement and convictions directly to the reader in a way that motivates action *now*.


| 1 | 2 | Next page »
Add a Comment View Comments
Small Business Home

SmartBiz Shop
Promotional Items with Your logo
 
     
 
Smart Services
Spacer
Spacer
Spacer
Spacer
Add Your Logo Now
Spacer
Get Your Business Online
Build a Website Host Your Website Market Your Business Online
Business Form Downloads
Legal Forms Business Forms
Smart Forums
Recent Postings
Stimulus or "Pork"ulus?
Blog: How Do You Know What Insurance Is Right for Your Business?
If Layoffs Are Necessary, Protect Your Business
Blog - Do You Have Email and Internet Usage Policies in Place?
MORE
Home | Contact | Advertising
© 2016-2018 SmartBiz. All rights reserved. Privacy Statement and Terms of Service
Small Business Home | Business Tools | Online Business | Bits & Bytes | Sales & Marketing | Business Strategies | Forums & Resources
Email Marketing & HTML Email Driven By: Hosted By:   Design By:
Email Marketing
 
XML LogoRSS Logo
Receive our stories via SmartBiz XML/RSS feeds.
Include our stories on your website through SmartBiz javascript content feeds.