An Unusual Source of Inspiration For Better Collection Letters
When writing collection letters, consider the goals of direct mail.
Advertising is organized to spark four basic reactions: Attention, Interest, Desire, and Action--AIDA.
Generally speaking, your letters will be more effective if they are constructed to arouse these same responses in the same order. Keep these four letters over your desk and remember:
- Attention - Grab the debtors' attention with the opening line
- Interest - Use the next paragraph to get the debtor interested in the problem
- Desire - Encourage payment just before your final sentence
- Action - Tell the debtor exactly how and when to send payment.
Using AIDA as a guideline, you'll be more likely to write collection letters that make debtors want to pay their debts.
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