How to Write a Niche Marketing Sales Letter

Writing sales letters or letters of persuasion is part art and part science. Not every letter you write will work, but if you follow a scientific approach, your letters will be more effective and get higher responses.  The upside of niche marketing is that your messages can have a narrow focus and zero in on the elements that matter to your target demographic.

Effective niche sales letters follow four fundamental steps. All sales letters do, actually.  Each step follows a logical sequence that leads your prospect to a decision point. Here they are:

The Fundamental Four

  • Capture your prospect‘s attention
  • Identify a problem or need and then answer that need with a solution and its benefits
  • Create desire by presenting an offer and establishing credibility
  • Ask for the order or any other required action

Niche Marketing Letter Sample

The following sample letter demonstrates how a pool or spa business might target a “niche” of doctors and healthcare professionals.

Dear Dr. Elliot:

Allow me to let you in on a little secret about
doctors that may surprise you

Use an opening statement that intrigues your prospect

Did you know that more than 80% of all doctors own a spa? Why do you think that is? Probably because being a doctor is one of the most stressful jobs a person can have. Unfortunately, stress can wreak havoc on not only your professional career, but your personal life as well.

Continue the theme of the opening sentence revealing the secret
statistic and stating the prospect’s problem

This explains one of the reasons why so many doctors own a spa. Spa hydrotherapy can reduce the stress that mounts up after a long day of dealing with different patients with unique problems.

State how the problem can be solved with a benefit laden statement

Here is another secret that you may already know

This is a sad statistic but it‘s true, 60% of all doctors have experienced a divorce after only five years of practicing medicine. Could it be due to high stress and long work hours?


Heighten your prospect’s interest by stating another problem
with a shocking statistic

The interesting element in all this is that the spouses of these doctors said their marriage broke up because, ―We never had time to relax and communicate with one another.

State the root cause of the problem that hits home with the prospect

Dr. Elliot, I hope you received my audiocassette tape titled, ―The Ultimate Stress Reducer for Busy Doctors. If you haven‘t listened to it yet, please take a moment to toss it into your tape player as you go to work.

Remind your prospect that you sent him the answer to his problem

The Ultimate Stress Reducer for Doctors

The reason so many doctors like you own a spa is because it is the perfect solution to many issues that doctors face daily.

Spas give you the opportunity to relax and enjoy a quiet moment with your spouse, allowing you time to have the conversation your relationship needs to flourish.

Imagine coming home from a stressful evening and sliding into your warm spa with your loved one and feeling all your anxiety slip away. Your spa is the ultimate stress reducer for your busy lifestyle (and probably an answer to your partner‘s prayers).

State the solution once again but now paint a
mental picture of the benefits

Use Your Special Code!

Use this special code ―X54 today, and visit our website to receive the special gift we have just for you. Or you can call us and mention the special code and we will ship your surprise gift to you immediately.

Present the offer

We are the only spa dealer in the state of Washington that specializes in providing the highest quality and most affordable spas to doctors just like you.

Build more credibility

Here‘s What Other Doctors are Saying

Don‘t take my word for it. Listen to one of our recent customers, Dr. James Harris, an orthopedic surgeon, another prospect that became a happy customer.

Solidify your credibility with a testimonial

Dear Joe,

I can’t express how happy I am with my new spa. There’s nothing compares to coming home after a tough day and getting into our spa. It kind of melts my stress away.

My wife loves it. She says that it’s the first time we’ve been able to really talk in a long time. When she’s happy, I’m happy (you know how that goes).

Thanks again for helping me through the buying process and setting me up on the maintenance plan. Oh, and thanks for the fruit basket that you sent us as well. That was a nice touch.

Jim Harris M.D.

Many doctors have written us with similar messages. Their lifestyle has remarkably improved since they have begun using their spas.

Repeat your offer and give exact instructions
on how to take advantage of it

Dr. Elliot, go to our website and use your special code X54 to receive your special offer today.

Or call me personally at XXX-XXXX and I will make sure that your special gift is sent to you immediately.

Joe Pool

In your P.S. state your offer one more time and add a little intrigue

P.S. Use your code today to receive your special offer. You‘ll be glad you did. It will surprise you

The right letter with the right offer that speaks to the right niche simply can‘t fail.


The purpose of the headlines must be to convey a
message to people who read headlines, then decide
whether or not they will look at the copy.
– John Caples

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