It might not look much. But this one-page letter to a cold list (part of my 100 Days, 100 Grand project) returned an incredible response rate… between ten and twenty times what a snail mail campaign usually delivers. (And hundreds of times what you’d expect from anything beginning with “e-“.)
One director called it “the best piece of direct mail [he’d] received since starting the agency“.
As an exercise in navel-gazing, here’s the text of the letter… with my notes on why I think it worked.
The letter itself. Note extreme mailmerge fields.
Opening para: making friends
Nobody writes proper letters any more, do they? The kind you open without a click. Scribble notes in the margins. And delete with a crumple. When you do get a proper letter, you notice it.
Ah, the kick-off. It breaks most of today’s rules: no upfront offer, no call-to-action. It’s a preamble.
But… it interests you, doesn’t it? A straightforward truth: you don’t get personal letters any more. A real person wrote this, thinks the reader. And I’m guessing most of them got past this para without aiming it into the circular file. Takeout: before establishing your offer, first establish you’re human.
Body copy: setting the scene
I noticed «COMPANY». Because you're sky-high in SEO for "«CUSTOMPARA1»". (As I am for "London copywriter".) I'm writing in the hope you'll notice me. Because your "«CUSTOMPARA2»" approach syncs with what I do: custom copy for content marketers.
This para’s where I swing in the big guns: extreme personalisation in the mailmerge fields. (With a parenthetical riff on my own SEO rank.)
«CUSTOMPARA1» is the search phrase I used to build my list: the first few pages of Google results are, by definition, hot prospects. While «CUSTOMPARA2» is the agency’s (they were all agencies) approach to its work lifted from its website. (It’s usually a punchy portmanteau term like attract-convert-repeat.) So we’ve established rapport: I know what they do, and I took some effort to find out.
Add chrisdoescontent.com to your list of freelancers...
Now here’s the first part of the offer, centred and highlighted as if with a yellow pen. It only took two paras to get here, and it jumps off the page – most importantly, it tells the reader what they’ve got to do. Something a surprising number of mailings forget.
The support act…
Why use me? Because I've done a lot of what you want. My stuff combines fresh ideas (I'm an indie novelist on the side) with experience gained at top-10 ad agencies (200+ campaigns and 1000+ articles across Asia and Europe.) All backstopped by research methods from a top-1% MBA that keep the insights solid. That's why clients use me for years and stay friends forever. More at chrisdoescontent.com/what.
Once your reader’s interested you need to give them a reason to stick around, so I added the backup. Hard numbers and facts are what work here; your readers are getting down to business, and the touchy-feeliness of the intro is over. (Well, almost.) Yes, I do what it says on the tin. Now questions are forming, it’s also time for a link.
… with backing dancers
While I haven't worked for clients on your roster, like «CUSTOMPARA3» or «CUSTOMPARA4», I have created campaigns and programmes for big names like «CUSTOMPARA5». I'm mostly B2B, in tech /media /telecoms, finance, healthcare, automotive and aerospace. Know-how that may be of use to you: hit the ground running and all that...
Into the mailmerge forest again. The data here took ages to extract. <<3>> and <<4>> are the names of actual clients on the prospect’s roster. There’s no fast way to build metadata like this; until The Semantic Web hits its stride (at least another decade) trawling through websites by hand is the only option.
And <<CUSTOMPARA5>> is a handpicked selection of my clients – clients which match as closely as possible the sectors the prospect operates in. I’m moving in closer with every sentence.
...but it's pricey, right? Nope. Try £450 for a 1,000wd+ research paper or consideration content, less for snacks and snippets elsewhere on the nurturing pathway. Or £225 for a 500wd listicle with metadata. And turnaround times that can drop to 24 hours if your deadline's hot.
It’s time for go in for the kill. Content marketing – the point of this mailing – is price-sensitive, and while I try not to compete on price, it’s a reality of this space. I simply worked out what I need to work up a killer article (half a day min) and priced it in.
You can lean on me for teasers, pages, posts, blogs... Buzzfeeds, featurettes, infographics, and newsletters... microsites and Case Studies and White Papers. The whole kit and caboodle, with metas, tags and links whomped up and ready to go. I've worked on platforms from WordPress to HubSpot to Uberflip to SlideShare, in formats as diverse as PPC, ePub, and XML. I'm also conversant with 12 CMSs, HTML5 and CSS. See chrisdoescontent.com/portfolio for the exhibit.
Notice I used a couple of buzzwords in the previous para – listicle, metadata – to show I’ve got a grip on social and content marketing? They were warmups.
In this most verbose paragraph in the letter, I list the applications and formats I think they work with, and will expect me to know. It’s filler, but solid filler.
...and get your first content marketing brief answered for FREE
Again highlighted, the second of the 2 callouts communicates my offer without anyone needing to read the body copy. (As any good piece of marketing should.)
Closing para and call-to-action
But there's one thing you don't get: hassle. Contact me with a brief; I'll write you a sample you can use at no cost. I'm on 07876 635340 or firstname.lastname@example.org; current availability's about 9 days/mth. Let's talk.
It’s time to sign off. All the boxes are ticked here: offer front and centre, with a note that subtly communicates further proofs (I’m available, but not too available, ‘cos that’d mean I’m no good.) Hammered home with a homily.
Do I need to mention the letter was personally signed? My wrist’s still sore.
PS. You can download a PDF of this letter from chrisdoescontent.com/?attachment_id=«xxxx». (All right, proper letters don't work for everything. Let me know if you went all TL;DR on me.)
Every sales letter needs a PS. This one adds a neat trick: I uploaded each individual letter (not the template) to my site, and the reader can download the exact letter he received by clicking a unique URL. I finish the way all sales letters should: with a chuckle that gets the reader’s head nodding.
How could it be improved?
Being self-critical is a good trait for any copywriter, so here’s what I think I did wrong.
First, I should have put the offer in the postscript somehow. People still scan down to a PS before they get into the body copy. And using the too long; didn’t read euphemism was borderline; while agency bosses are web-savvy, they don’t always speak geek.
Second, the transition between the opening and second paras doesn’t quite hit the mark. I talk about letters being noticed, yet when “I notice them” it’s not because I got a letter. Small stuff, but it’s lapses like these that make tears in a piece of copy’s overall fabric.
Third, the backup in the middle. Lengthwise it works, but I’m divided as to its density. Too much jargon? Am I sounding clever rather than intelligent? On the edge.
But ultimately, this letter worked for me, so you be your own judge. And if you’d like me to do some content marketing for you – or just write you a sales letter or two – contact me here.