Need honest Opinions on my Letter... Get the Lead or Sell?

10 replies
Hey guys,

***this is the newly re-drafted version of my letter still in the process of critique please send your feed back*****

I could really use some help. I have a big mailing going out, and i am not in the position to hire a top gun right now, but at the same time scared to try and find a diamond in the rough in the warrior forum.

This letter is to the parents of athletes al throuhout my county who are avid spenders at the new facility we are currently operating out of, and are all participating in extra activity consistently.

The athletes are between the ages of 13-18 and involved in sports. they are mildly affluent and have never had the privelege of seeing a sports eprformance training specialist, and there are no competitors in my area.
Does anyone have any tips for my letter? this wil include some testimonial pictures of the stated athlete, and a personal letter from our best client recomending us and offering a phone and email for further discussion.

any help is greatly appriciated!

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Dear Mr. & Mrs. Jones,

Does your child have what it really takes to compete at the collegiate level, or better yet - receive an athletic scholarship?

Well, did you know the NCAA reported that less than 2% of high school athletes even perform at a level high enough to qualify for an athletically-based college scholarship? That means that less than 130,000 high schools athletes - of the millions - will receive any type of scholarship based on their athletic performance.

But have you ever wondered how and why other kids are performing at such incredible levels, athletes as young as 10 years old? Well here's a little secret... many of those who ARE in the Top 2% have a huge advantage over your child; that up until now you've never known about. Wouldn't you like to know what that advantage is?

Good, because I would like to offer you a shocking and eye opening glimpse of that advantage... with a complete Performance Analysis and Nikeâ„¢ SPARQâ„¢ Rating valued at $95.00, free to the first 200 parents and athletes to register or call.

You see Mr. & Mrs. Jones, the sad truth is for many athletes their career will end at the high school level; but it doesn't have to be that way. Not for your young athlete...Not anymore, because it has become my personal goal to change these statistics for this area, and more importantly...Your Child. I am here to enhance the level of competition in Sarasota and Charlotte County, so more athletes can fulfill their athletic potential, get exposed, get scholarships, and even compete at the professional level.

My name is Joshua Morris, founder and master trainer at Iron Strong Performance. You are reading this letter because we have partnered with the South County YMCA in Englewood, Florida; to bring your young and growing athlete the training, the nutrition, and the guidance needed to make it to the next level. I am very proud, and excited to say that we are the first and the only performance training firm in Charlotte County developed solely for the enhancement of the athlete.

We are bringing the same training and systems that professional athletes like Adrian Peterson of the Minnesota Vikings, Freddie Adu of the United States National Soccer Team, Jacoby Ellsbury of the Boston Red Sox, and Brandon Roy of the Portland Trail Blazers use to dominate their opponents.

So ... what is this training? Well we are one of the elite-few nationally that are licensed by and conduct Nikeâ„¢ SPARQâ„¢ Training. SPARQâ„¢ is an Oregon based company partnered with Nikeâ„¢ in a mission to develop the most advanced performance training systems and equipment available today. By meticulously testing, certifying and licensing companies (like ours) and their trainers across the country; they are bringing this new and cutting edge technology to young athletes everywhere. And now we are bringing it to you.

In addition to What Nike SPARQ has done for the industry, we have developed radically effective training systems for almost every sport that is played on the field, court, or track, and each program is completely tailored around the biomechanics and physical demands placed on the athlete competing in that sport. Our training technology allows us to complete the athlete through the development of speed, agility, reaction, quickness, explosiveness, balance, flexibility, and mechanics specific to the demands of your athlete's sport so they too can dominate their opponents.

When your young athlete takes part in our dynamic performance training programs, he or she will notice an incredible amount of benefit; both mentally and physically that is sure to shine through during competition. Your athlete will:

· Drastically enhance maximum speed, first-step quickness, linear and lateral speed, acceleration, deceleration, and improve sprinting form and mechanics
· Build strong and explosive muscle mass specific to the physical requirements of your child's sport
· Develop ankle-breaking agility, razor-sharp reaction, unaltered balance, and much more!

My team is currently working with MANY athletes in the area that are now performing at levels they once only dreamed of, receiving incredible amounts of exposure, letters from a variety of universities, phones calls from collegiate coaches, snazzy box seats to games, and even more importantly scholarship offers!

Who are these athletes? Athletes like Kasey Wilson, basketball player for North Port High School and the Florida Elite Travel Team. Since beginning his training prior to his freshmen season, Wilson has been named a Top Basketball Prospect for the Class of 2011 and as ESPN reports "is leading a revamped ball club." Kasey has added 16 inches onto his vertical jump, 40 pounds of lean muscle mass, taken precious time of his ¾ Court Sprint, and has improved his performance on the court tenfold. If you've seen him play, then you are witness to the effectiveness of our training.

In fact, when coaches ask how he has become so strong, fast, and athletic at his age and size, his parents reply "his trainer Josh Morris at Iron Strong." Kasey's father, Brett has told me personally "what you have done for Kasey is just...amazing!"

But Kasey is not alone. Like I said, we have many athletes training right now, changing their game, dominating their opponents, and improving their opportunity to receive collegiate scholarships and beyond.

Of course, you want your child to succeed. But unfortunately, without proper performance development athletically-based college scholarships are not impossible, but very hard to attain even with natural raw talent. Why? Because today's top performing athletes, even today's top high school athletes are all training to out play and out compete your child. There are millions of athletes all hungry for the same thing, but it's their training that truly sets them apart.

Give your child the advantage, but even more importantly give your child a better chance at attaining a college scholarship and fulfilling their dreams. If they truly want to be a professional athlete, isn't time they started training like one?

I will warn you that because we are the only local performance training firm, and because of the effectiveness of our programs - we tend to fill up very fast. As a result, I only have 40 additional training slots available at this time; but included in this envelope you'll find a voucher for an incredible 50% Off coupon, Good ONLY to the first 10 parents and athletes that respond, and ONLY for the first 21 days following the postmarked date of this letter.

So please, call us at (941) 421-8201 to schedule your initial consultation which includes a Nikeâ„¢ SPARQâ„¢ Evaluation and Rating and a 35-minute training session, so you can see first-hand if our training is right for your athlete. Again this $95.00 package is free to the first 200 parents and athletes to call or register so don't wait!

Pick up the phone and call me personally right now, please understand that there are thousands of local athletes hungry for training with literally no other source for performance enhancement...

As a matter of fact, just as you read this letter so are another nearly-2,000 parents and athletes. With only room for 40 more full time clients, it's safe to say we will be at capacity VERY shortly...

So please Do-NOT hesitate to call us Right Now. Your athlete could be missing out on record breaking stats, incredible college exposure, Newspaper articles, and an unforgettable spotlight performance this season that will stay vivid in you and your child's mind for the rest of your lives.

This and more is all waiting for you and you're talented, but performance-coaching starved athlete... But you need to act fast. The 50% Off Voucher in this envelope is only good for the first 10 Athletes and Parents to come in, and it expires promptly 21 days from the post marked date of this letter. Call us RIGHT NOW at 941-421-8201.

Sincerely and to your success,

Joshua Morris
Founder Iron Strong Performance
Master Trainer &Licensed Nike SPARQ Trainer

P.S. Please feel free to email Kasey Wilson's Parents to ask their honest and unsolicited opinion on what my training has done for their child's athletic career. Email them at brett@floridagulfcoasttours.com
#direct #experienced #mail
  • Profile picture of the author Loren Woirhaye
    You have to be really shrewd about the appeal and testing
    with direct mail. I've been thinking about your selling issue
    because I've seen your stuff for the last year or so.

    How do you plan to get your letters opened?
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    • Profile picture of the author IRON_STRONG
      I was planning on doing handwritten plain envelopes with kitchen drawer return lables...

      I saw those express envelopes and they look really cool, but im kind of going more for the discreet personal letter feel, pluas they are highly priced

      Originally Posted by Loren Woirhaye View Post

      You have to be really shrewd about the appeal and testing
      with direct mail. I've been thinking about your selling issue
      because I've seen your stuff for the last year or so.

      How do you plan to get your letters opened?
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  • Profile picture of the author lisag
    Hi Josh,

    My husband and I owned a mailorder catalog company for years before selling it to Systemax, the same company that bought CompUSA and Circuit City. I do a lot of direct mail copywriting. PM me if you want to talk about your project.

    Best regards,

    Lisa
    Signature

    -- Lisa G

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  • Profile picture of the author IRON_STRONG
    can i get a bump?
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    • Profile picture of the author MikeHumphreys
      Hi Joshua,

      I have a client project that is due tomorrow so I only have a minute to give you a few suggestions.

      1) Personalize the saluation if possible. If you have the mailing list, you should be able to do a mail merge and personalize it like Dear Mr. Strong,

      If not, use something like 'Dear Proud Parent' instead.

      2) Your opening needs to grab their attention and right now it doesn't. It's too statisical... not emotional or hit the hot button. Off the top of my head.. with zero research and having put in 19 hours already today, I'd suggest using a curiousity style opening.

      For example... instead of saying the NCAA statistic... say something like 'Did you know that less than 2% of all high school athletes are good enough to grab a college scholarship? It's true. Now many of those 'lucky athletes' have a little competitive edge that the rest of their classmates never know about.'

      3) Shorter paragraphs. Mom or Dad are reading your letter with the rest of the mail... standing over the trash can. Make it easy for them to read quick.

      4) One offer for the letter. Either get them to call for the free consult or go for the sale. Don't try to do both... otherwise you probably won't accomplish either goal.

      Depending on your budget, you could also consider hiring a copywriter to do a paid critique for you. There's a number of very skilled copywriters who are Warrior Forum members and could help you pretty inexpensively that way.

      Hope that helps,

      Mike
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  • Profile picture of the author IRON_STRONG
    Thanx Mike, those are awsome pointers, will work on that now. my only concern is what will bring more profits? i know getting them in the door will generate a more targeted list of leads, but in the end its all about the net.

    in your experience is a 300 dollar product hard to sell through direct mail?
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    • Profile picture of the author MikeHumphreys
      Originally Posted by IRON_STRONG View Post

      Thanx Mike, those are awsome pointers, will work on that now. my only concern is what will bring more profits? i know getting them in the door will generate a more targeted list of leads, but in the end its all about the net.

      in your experience is a 300 dollar product hard to sell through direct mail?
      Depends on the product. If it's a desirable product being marketed to the right list and you make a great offer with strong sales copy than you can make a lot of sales. That was the combination that allowed one of my DM pieces to produce over $100K in sales for my client in 4 weeks time.

      I've sold a number of products and services over the years that were more than $300. I've also purchased $2000 home study courses from a direct mail letter I got. The higher the price, the more selling you'll need to do.

      What will bring in more profits? Depends on what your goals are.

      If it's upfront cash, then go for the immediate sale. If it's longterm profits, then it's get the leads into your marketing funnel and offer them multiple opportunities to buy from you.

      You need to ask yourself what you have to sell your customers. Is it one product or package... or is it ten? The more products you have that you can ethically sell to your customers, the more back-end sales (and profits) you'll make.

      You need to decide what your goals are for this mailing and plan accordingly.

      Hope that helps,

      Mike

      P.S. I'm mentioning this for your benefit and anyone else who may read this thread. The top three reasons why more "expensive" copywriters charge what they do:

      1) Their track record of producing successful marketing for their clients
      2) The amount of time they spend on each project (I usually spend 40 hours on an online sales letter project)
      3) Their ability to help advise their clients on the overall marketing strategy.

      The best written marketing piece in the world will bomb if it fails to make the right offer or if it does not target the right prospects.

      Getting the right offer, targeting, and sales copy in place is what frequently produces profits for a business. Doing it along with effective back-end marketing can produce massive profits over the long haul.
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      • Profile picture of the author Robert_Rand
        1) What is your headline?

        These people probably get a lot of "school related junk mail" so you need to capture their attention immediately and sell the ultimate benefit while simultaneously qualifying your prospect.

        2) The letter is ok but it's a little too objective. Sell the benefit more. Think about the emotional factors that might really be driving the parents to call you.

        For example, the text below:

        "I have many athletes working under my training systems that are now receiving incredible amounts of exposure, letters from a variety of universities, phones calls from collegiate coaches, snazzy box seats to games, and even more importantly scholarship offers!"

        It's good, but give details... paint the picture. Walk them through the before and after.

        Also, I wouldn't include prices.

        3) You need a better close beyond "call for a free consultation" although you can certainly still mention that. I'd offer a free report or a free recorded message that addresses their biggest desires...

        Good luck!
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        • Profile picture of the author Mark McClure
          Joshua,

          This is a long post :-)

          Some thoughts - all 11 of them:

          1- The start's missing a headline that clearly suggests the (potential) performance benefits and (possible, if very uncertain) college scholarship advantages on offer to just a limited number of local, high potential athletes... as a parent (of a runner) that's the very first thing that'd keep me reading.

          2- Which 'dream' goal are you targeting? The 1 in 130,000 chance of a college scholarship or the 'kudos' that goes with excellent and improved performance up thru the HS level? (I've seen lots of parents passionate about their offspring's performance 11-18 but who subconsciously already know the odds of that continuing beyond college for their child are very small.)

          I can see, in my mind's eye, a parent at a barbecue or game beaming with pride and happiness when watching their athlete perform way above where they were 3 or 6 months ago. And you could really crank up the emotional high of imagining other parents or coaches complimenting them on their athlete's game-winning score, championship home run etc.

          3- What % of Sarasota and Charlotte County athletes have received scholarships in, say, the last 2 or 3 years? Now that would be an interesting number to those local parents thinking of the scholarship dream... and what part your expert services might play.

          4- 2nd para
          ...but it has become my personal goal to change these statistics
          Sentence started off well but veered into your goal (not specifically theirs), worthy and valid as it may be. Remember WIIFM!

          5 -The letter's less than 1000 words.
          Please, call us at (941) 421-8201 to schedule your free initial consultation which includes a Nike SPARQ Evaluation and Rating and a 35-minute training session,
          I know you're including other stuff with the mailing but I got the sense (both as a copywriter and as parent of a teen female runner) that the letter was compressed into summarizing a set of features.

          I want to know more about this Nike Sparq program, how you deal with a mix of abilities, what exactly does the evaluation and rating include, how long does it take, how do you handle having athletes from different sports present etc.

          Basically, there are now a whole pile of 'possible objections' dancing around in my mind as to why I maybe shouldn't call just yet... and of course, if these questions remain unanswered I'll likely shelve your offer until... never ;-)

          6- Price
          This introduces more questions than answers (for me) because I'm not clear if those numbers apply to 1-1 and/or to group sessions. Another objection hurdle to get over before deciding to take action and call.

          What might be 'enticing' is to figure out how much a typical parent spends across 3 or 4 HS seasons on their athlete (equipment, uniforms, club dues?, traveling expenses, medical/physio fees) and compare it as a fraction of that spend for say a 6 month stint with you and your team.

          7- Where's The Unbeatable Offer?
          Buried in the copy I see 10% off for the first 10 parents... now that is not exactly making my heart beat faster :-)
          Maybe the DM Pros can step in here and advise - but how about increasing both the scarcity and the offer's value, as well as making it more prominent?

          Ideas: Include a voucher valid for just the next 30 days - 50% off (or more) the 1st month's training if they SIGN UP during the intro session. Otherwise it's the standard 10% for the 1st 10 (after the 30 days are up), which lets the offer run for a while.

          Make it so they not only get the evaluation services of a certified performance dev coach for 'free' (in the trial session) but they also have an incredible deal for the next month's sessions that they'd be crazy to pass on.

          (My assumption here, based on my own experiences as a track athlete and as a coach/teacher, is that both the parents and their athlete are looking for someone to work with over a period of many months, and maybe longer. So, perhaps you can afford to 'loss lead' the 1st month and build your net income in subsequent months. If a few lemons take advantage of the deal but drop out, then count yourself lucky not have to 'coach'/cajole them and their offspring any longer!)

          8- Is This A Product?
          You asked Mike Humphreys:
          ...in your experience is a 300 dollar product hard to sell through direct mail?
          Again, I'll defer to the DM experts here, but I'd say this is a service, not a product.
          So, the question becomes, is it hard to sell a (recurring) 300 dollar service via DM?

          Viewed through the eyes of a parent and their athlete, it seems to me they're buying into whey they assume to be a trusted expert's system and experience for molding and changing an athlete for the better. I don't say that lightly.

          As you probably well know - over training, wrong training, poor nutrition, inadequate physio can (and does, alas) destroy young athletes - physically and mentally. I don't know about the States for sure, but there are many instances of once promising, now burnt out teenage sport stars in the UK.

          That's why I believe what you're selling is a 'trusted service'.
          It's not as if they can return the 'product' 3 months after any damage is done. The body/mind is forever changed by what it has experienced.

          (btw, Joshua, I'm not saying that you will screw up - just that it is a probable concern and objection in the mind of a parent with a promising athlete. And a coach needs to be very aware of that.)

          All of the above leads me to think you should be convincing them in this letter on calling to book a unique and time limited 'experience' where both parent and athlete can find out more and also test you out.

          And since you've already got the 50% off voucher and tons of info in the package, most will arrive in that 1st 30 days at least ready to be convinced.

          9- Social Proof
          What would convince me further would be endorsements from local (and national, if you can get them) coaches in the various sports you are targeting. For example, an endorsement from Kasey's HS coach as to the improvement seen would carry a lot of weight for some parents.

          If coaches are not able/willing to give a specific endorsement maybe you could interview a selection and include a separate flyer 'Top 10 Things Parents Should Look For In A Performance Dev Coach', in the mailing.

          Then make sure to address those points somehow in your direct mail piece - and also demonstrate them beyond any reasonable doubt at the trial session.

          10- WIIFM
          I greatly look forward to meeting with you and your athlete and even more so to developing your athlete into one of the future's top performance athlete.
          While I'm sure this is genuine, it comes across (to me) as how much YOU are looking forward to... blah blah. It should always be about them.

          I do believe that your enthusiasm shines through in the letter but I think it will be magnified 100-fold when they meet you in person.

          The ending should be more of a direct call to action for all the incredible experiences and improvements waiting for their talented but performance-coaching starved athlete... if only the parent will just call you on 123-xxxx-yyyy.

          And make sure to include the number in big bold or yellow(?) letters, johnson box etc.

          The PS should remind them to bring that 50% (no obligation) discount voucher with them when they book the free trial and the fact it only runs for 30 days...else they get only 10% off (my example)... you can also remind them to bring it when they phone to schedule the session.

          11- SEPARATE LETTERS?
          I'm running out of time and finger power here but 1 last thing.

          Of the 2000 parents (letters?) how many are baseball, how many football, soccer, basketball?
          And which sports are the highest spenders? (Whether or not these are the most 'fun' parents and athletes to coach is another matter! I just ask from a business perspective..)

          Would it therefore make sense to mail 500 letters specifically targeted at baseball parents, another 500 to football parents etc?

          In the letter, you would be able to drill into the benefits and specific skills language for EACH sport and not 'bore' or turn off a parent in another sport - I'm assuming here that parents don't know much about the shared skills and athleticism across various sports that your performance coaching focuses on.

          But even if they know lots about it, what matters is what the parents think. Do they care to read about children achieving in other sports? Does it affect THEIR take up of your offer to their child in a specific sport?
          You'd have to test (and also ask them!) and find out next time - I appreciate you have 1 letter going out soon and are looking to optimize it.

          Here endeth War and Peace ;-)
          Good luck.
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  • Profile picture of the author IRON_STRONG
    Hey guys the new draft is up, am i on the right track here? i can also post a PDF so you can actually see what it looks like on paper, this does it no real justice on the thread.
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