The
end result of book marketing is sales and the process of marketing is really
about networking. You are constantly introducing yourself to those who
may be able to buy from you or refer you to those who may be able to buy from you.
It’s an endless process that gets easier over time, as repeat customers,
referrals and their referrals grow, but the process of meeting people and
talking a good game will be a continuous activity.
Whether
you network online, by phone, or in person, consider these action steps:
BE POSITIVE – No matter what
you discuss, show optimism – no one wants to be around critics, negative-minded
people, and whiners.
BE ENTHUSIASTIC – Display, with
words and energy, your excitement and passion for whatever you are discussing.
SHARE IDEAS – it costs you
nothing to offer ideas on things that may be of help to another – it shows you
care about them.
BE INFORMED – Study up so
you know what you’re talking about.
BE RESOURCEFUL – Put them in
touch with people you know and score instant points.
BE THOUGHTFUL – Contact
people during business hours and don’t hound them (it sounds desperate).
RECIPROCATE – if they give
you something, give back more.
DON’T BE RUDE – Never pass
judgment or share potentially inflammatory opinions. Always be
respectful, courteous and polite. When in doubt, silence is better.
BE INSPIRING – Motivate
others to reach their goals.
BE INTERESTED – Let others
talk about what they are passionate about.
Second Impressions
They
are tough to come by, second impressions. If the first impression of a
potential customer is positive, you can build on it. If their first
thoughts about you are negative, you’re in trouble. If you need to
quickly turn around their perception of you, say something that will be
positive. Allude to favors, discounts, resources or something that will
turn the tide. Alas, sometimes it’s a personality clash and there’s
nothing you can do to bridge that divide. Just walk away and move onto
the next opportunity.
Preconceived Notions
Everyone
has preconceived notions, whether they realize or admit it. It’s only
natural. When one enters into a dialogue with someone who wants to sell
you something you naturally are suspicious of them. Perhaps they got
burned in the past or it’s the way they were raised. Maybe it’s just
human nature that people don’t fully trust anyone selling anything. But
when you try to sell something you work out of a deficit. You need to win
them over not only to what you want to sell, but to you. If they don’t
like or trust you – or believe you know yourself, or care about them, or show a
good attitude – they will not deal with you. So, in going into any
meeting or interaction with the hope of selling your book or services just know
that you need to address the questions, fears, misgivings, and needs that
likely go unstated but nevertheless are very much there.
Don’t Expect People To:
·
Instantly
tell you what they want or need.
·
Open
up to you and give you useful information.
·
Tell
you the whole truth.
·
Trust
you or like you until you give them a reason to do so.
·
Know
how smart, nice, or helpful you are until you demonstrate these things.
·
Be
ready to buy or say yes without their silent questions being answered.
·
Fully
understand and appreciate everything you share with them.
To
soar at book marketing, you will need to know how to talk to people, connect
with many people, and be on top of building your relationships.
DON”T MISS THESE!!!
Step out of your book marketing prison
Do authors have the right attitude to succeed at book marketing?
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How to model success of authors for your own book publicity
How to be persistent when marketing books effectively
How authors can sell more books
Celebrate National Thesaurus Day
Have You Set Your Book Marketing Goals?
The Book Marketing Strategies Of Best-Sellers
No. 1 Book Publicity Resource: 2019 Toolkit For Authors -- FREE
Brian Feinblum’s insightful views, provocative opinions, and interesting ideas expressed in this terrific blog are his alone and not that of his employer or anyone else. You can – and should -- follow him on Twitter @theprexpert and email him at brianfeinblum@gmail.com. He feels much more important when discussed in the third-person. This is copyrighted by BookMarketingBuzzBlog ©2019. Born and raised in Brooklyn, he now resides in Westchester. His writings are often featured in The Writer and IBPA’s Independent. This was named one of the best book marketing blogs by Book Baby http://blog.bookbaby.com/2013/09/the-best-book-marketing-blogs and recognized by Feedspot in 2018 as one of the top book marketing blogs. Also named by WinningWriters.com as a "best resource.” He recently hosted a panel on book publicity for Book Expo America.
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