How to write collection letters that collect
Plan the content of your collection letter with the acronym "SPRA:" Situation - Proposal - Reason - Action.
Begin by describing the Situation. Next, make a specific Proposal to the debtor. Then, give the debtor a Reason (from the debtor's viewpoint) as to why s/he should do as you propose.
End your letter with Action, telling the debtor what to do as s/he puts your letter down. Action may duplicate Proposal. Write it anyway, just using different words. That's selling (selling and collecting are very much alike).
Based on SPRA, try five disciplines:
- Two sentences to a paragraph. Gives you read-sized paragraphs. Ignore grammar. People don't respond to grammar.
- Twenty-two words to a sentence, maximum. Long sentences confuse people.
- Keep words to a minimum of three syllables, with rare exceptions. It's being done on this page, with the exception of the word "situation."
- Begin no paragraph with We-I-My-Our. Use any other word in the language, but not a selfish first-person pronoun.
- One sheet of paper for your entire letter. Why? Because people are busy, frequently will not read more than one page.
Look at an ad which attracts you. See if most of the foregoing principles aren't followed there. Make your collection letter an ad. Make it sell (collect!).
Rewrite your present collection form letters to these formulae. When you do, you'll increase dollars collected with those letters.
Collecting with the Upside-Down Letter
This format collects money. Try it...