As writers, we encounter roadblocks. For myself, one main challenge is believing that my voice, tone, and style are appropriate for business. Letters are usually a personal message sent to a loved one or friend. They can also be a crucial marketing piece, a clever (business letters should be clever) tactic to generate warmer leads.
So, how then do we craft a letter to a prospective client? And is there a way to write a letter that has the voice, tone, and style of a personal message?
In my mind, I envision a communicative piece that is not only unique (resonates with the world) and relatable but effective in portraying a brand’s core message and purpose. After all, at this stage, we are not trying to sell, we are building momentum to get to the selling point. Through powerful storytelling, our approach should stir emotion, provide vital detail, and promote a new relationship that could ultimately blossom into conversion.
I’ve put together notes based on a course I’m taking about brand strategy and expression. The notes identify our writer, audience and customer along a certain trajectory, starting with an introduction to their wants and needs and ending with a transformed sentiment that ushers the participants toward exploring whatever they have defined it to be, on a deeper level.
Have a read and let me know what you think!
Using what we know about our audience, we want to paint a picture of our customer’s backstory. This backstory includes what they are familiar with, and how they see themselves. Our goal is to distinguish what type of information could draw the customer in. By identifying relevant demographics and psychographics, then establishing a matching voice, tone, and style, we can conjure an experience that the customer will be ready to associate with.
Whatever our customers may be struggling with is presented to us as their wants and needs. We must ask ourselves, what is their current conflict, what do they need from us, and what emotions should we spark throughout the entire experience. To capture our audience at this stage, messaging must resonate and provide an opportunity for our customer to feel empathy with the characters (voice, tone, and style) that we have now established.
Call to Action
At this step, our audience carefully embarks on the journey, as they have made the decision to call upon this obstacle in their life. Either through increased stress or via messaging that sparks action, our goal here now is to express in a clear and articulate manner the reasons why we are here for them on the journey, emphasizing benefits, launching a revelation or some educational insight.
Meeting the Guide
Here the customer finally meets the guide, who is us, the brand. After being presented with a call to action, the customer has assessed his situation, wants to be further enlightened, and find this so called trajectory to embark on. We have their hand the entire time, and soon after, they become the ones to guide us.
Upon the new journey, the customer must now reveal her vulnerability and innermost fears. This can be accomplished through emotional investment or writing that breaks up the challenge into little pieces, making it easy to consume and digest. Our audience may be struggling, however, their desire for a resolution has been roused, so they will continue to explore the presented avenue, unafraid, because they are one step ahead of us.
Once we have piqued our audience’s desire for change, mutual reciprocity can be established. The brand’s efforts are paying off and the audience begins to see the rewards. At this stage, it is important to portray contrast between what once was and what is today. This same contrast can be shifted slightly to represent what is today and what the future holds. The emotion felt now is hope, which leads to trust status between the customer and the beloved brand itself.
The New World
Armed with trust, our writer has a new perspective. The obstacle has been overcome and they are inspired to take new, specific actions toward changing the very framework of their business. At this step, belief is established and can continue to blossom under an established agreement or circumstance. I may not meet you, but you will meet my brand and it will help you to do your work, become a better entrepreneur and commit to a brand new cause, because we are here to create solutions for the betterment of humankind.
Go big, right?
Of course, writing the actual letter would not be so dramatic, and roles so cryptic. But what really works well reading the above, is watching a top-rated advertisement on YouTube (try using Elton John & John Lewis & Partners Piano Christmas Commercial), then immediately after, reading this post. You might find that the storyline makes more sense, and ultimately you should be able to apply it to your business letter sales process.
Have fun ingenues!