Have posted this before.... Bit late I know and for those who have read it, sorry.....
1. First up introduce the name and a strap line i.e. - "RE: XXXX.com -- 400 visitors a day -- A one off rare sale of this unique web name" (do not use domain, to a non internet junkie 'domain' wont mean anything)
2. Next, a hard one, get past what in marketing is called 'the gatekeeper'. That person who filters the approaches made their organistaion yet holds little power. You might like to put something along the lines of - "I am sorry this letter goes without a recipient but this is an important and rare opportunity for your business and you should pass this onto the person responsible for gaining new business for your organisation". Again, this sentence is very dependant upon the size of your prospect, nature of domain, industry, value of domain etc etc
3. Next is the hook, heres where you have that short period of time to tell them why they need your name. "I am sorry for this crude and impersonal approach, but I have recently acquired the rare and generic web name XXXX.com. This web address alone receives 400 customers (again, do not use the words 'type ins' or 'hits') a day from people all looking for the kind of service your business provides. That equals 2000 potential new customers a week, 9000 a month".
4. Ok, they can now imagine the potential. Now you must now give them the benefits - though do give them too much here for you dont know their business. Maybe a question like "What would you pay for a salesman who could generate that kind of business for you?"
5. Now you must take away their internet industry concerns and this is more important than you might think. You must give yourself status and kudos and show that youre bonafide and not as a chancer looking to make a quick buck from an unsuspecting and naive company - for this will be your prospects fears - Something like, "I have been trading in web names for over 5 years now [this gives you stature], I only trade in valuable and generic names [kudos] and I target my marketing only to select organisations likely to be interested in acquiring such names ['big up' the prospect]".
6. Next, give them a bargain and be considerate and slightly self defecating. "This name has been independantly valued at $$$$$" or "names very similar to XXXX.com have been sold recently for $$$$$ (give examples)", "though, as I am sure you are aware, a name is only as valuable as what someone is prepared to pay for it"
7. The close. "Therefore from xyz date, I am taking offers for the lease of this name starting at $$$$ per annum or, if you would like to buy this name outright including all current and future rights, I will accept bids over $$$$$"
8. Where to next. "At the moment this name is exclusively being marketed to a limited number organisations and I reserve the right to remove this offer and sell this name elsewhere at any time. In the meantime, if you see value in owning or leasing this name and if you wish to discuss this offer further either by telephone or by email, my contact details are listed below".
9. The end "If for any reason this offer is not of interest to you, I thank you for your time, yours etc etc etc"
10. In the UK we are always urged to write "Without prejudice, no contract given or implied" at the bottom of such correspondences.
Hope this helps and good luck folks
Ian Collier
BA(Hons) MCIM