Writing Persuasive Messages Letter
The ability to use argument or discussion to change an individual’s beliefs or actions is called
persuasion. The art of persuading someone to take a specific action or change an individual’s
beliefs is an important skill that requires understanding and practice. Chapter 7 shows students
how to create effective persuasive requests messages. To be successful at persuasion, business
communicators must be familiar with the products or services they sell and the audiences to
whom they sell them. Therefore, this chapter emphasizes how to analyze the purpose of the
message, how to adapt it to the audience, and how to appropriately research and organize data. In
addition, the chapter emphasizes blending the components of a persuasive message: gaining
attention, building interest, reducing resistance, and motivating action.
In this chapter, students will learn how to write messages that request favors and action,
persuasive messages within organizations, claim and complaint letters, effective and ethical sales
and marketing messages, and press releases. They will also develop an understanding of the
different approaches to writing persuasive messages to high- and low-culture audiences.
Do not forget to upload your work under TurnItIn in this section.
A. Effective Persuasion Techniques
1. Establish credibility.
2. Make a reasonable, precise request.
3. Tie facts to benefits.
4. Recognize the power of loss.
5. Expect and overcome resistance.
6. Share solutions and compromise.
B. The Importance of Tone
• Avoid sounding preachy or parental.
• Don’t pull rank.
• Avoid making threats.
• Soften your words when persuading upward.
• Be enthusiastic.
• Be positive and likeable.
A. Analyzing the Purpose
• Before you start writing your message or planning your presentation, know your
purpose and what response you want.
B. Adapting to the Audience
• A persuasive message shows how your request helps the receiver fulfill key needs
or solve a problem.
• To adapt your request to the receiver, consider these questions that receivers may
1. Why should I?
2. What’s in it for me?
3. What’s in it for you?
4. Who cares?
C. Researching and Organizing Data
• Collect data to support your message.
• Organize the message into a logical sequence:
1. Gain attention.
2. Build interest.
3. Reduce resistance.
4. Motivate action.
Questions for the persuasive request letters
1. Does the writer begin with a direct opening that suggests the purpose of the letter?
2. Does the writer discuss why the problem/need is relevant?
3. Does the writer discuss the real audience the proposal and report will be addressed to?
4. Does the writer indicate what secondary research has been conducted?
5. Does the writer specifically ask for approval?
How your submission will be graded:
Rubric Structure of Persuasive Messages Letter
• Discusses the relevancy of the problem/need (5 Points)
• Adapting to the audience (5 Points)
• Researching and organizing data (5 points)
• Specifically asks for approval (5 points)
• Uses correct spelling, punctuation, grammar; including attention to stylistic concerns,
including avoiding business jargon and clichés, omitting needless words, and using
parallelism (5 points).