Many people are intimidated by the thought of creating a sales letter in order to get people to buy their products. By rethinking the purpose of your sales letter, you can create one that is interesting, tells visitors about the benefits of your product, the features of your product, and how they can order it quickly online.
Headlines
Headlines are the most valuable tool you have when writing an effective sales letter. Headlines should not only direct visitors to the next section of your letter, but they should also create interest and suggest what the section will be about. While this may seem like a lot or work, you can reduce your stress by breaking the letter up into sections and finishing one at a time until you have a complete letter.
Creating headlines first can help you maintain your focus on each section. Your main headline should explain your product. For example, if you want to sell a product about starting an herb garden, which headline below do you think is better?
‘Starting an Herb Garden in Your Home’
Or
‘Five Ways to Start an Herb Garden Using Nothing More than an Old Flower Box, Some Dirt, and Seeds’
Which one grabs your attention and curiosity? Which one are you mostly likely to spend time reading? Don’t worry about your headline being too long or too wordy. The more you can explain about the product, the more people will want to read it.
Subheadings should be just as bold, but they don’t have to be as long. These headings should mention benefits of you product and continue to entice so the entire letter is read.
You may need to reword your headings a few times, but the time spent perfecting them will pay off in increased sales.
Tone of Sales Letter
The tone of your sales letter should be conversational. If this is difficult for you, imagine talking to a close friend or relative. While your letter should be grammatically correct, it should also appeal to your target audience. By now, you should have a pretty good idea about who your niche group is and what they are looking for.
Benefits vs. Features
It is this area that people have the most problems when writing a sales letter. Because most people buy products and services using emotional reasoning rather than logical reasoning, your sales letter should include all the benefits of your product that appeal to the emotional rather than the logical. Benefits can include:
Make a list of benefits that your product can provide and talk about them in your sales letter. The more benefits you can use, the better your sales letter will be.
It is important not to make claims you can’t back up, however. If you are selling a health product, for example, you will need to do your research and find benefits of specific ingredients, overall treatment, and include medical statistics and testimonials from experts in the medical field to back up your claims.
Even though you want your sales letter to include mostly benefits, you should include a few features, which invoke logical reasoning, so people will feel they are getting a full, honest explanation of what your product can do for them.
Features include:
You can create a separate section that explains these features or you can sprinkle them in with your benefits.
Keep in mind that your sales letter should include all relevant information you have about your product. While this may seem like a lot of work, the research you have gathered when creating your product should be enough.