To sell your book, consider these:
· Getting pre-orders
· Selling gift certificates towards a book purchase
· Package something with your other book or other product, such as a DVD or CD
· Provide coupons or discounts
· Sell a retainer on consulting and include the book
· Offer some type of membership with the book
· Sell your book with products, books, and/or services of others
When talking to someone, it helps to know early on if they are ready to buy. How much can they spend?
You’ll need to know what your expertise is worth to them. What can you do for them that will yield results they value? Can you quantify it?
Will he or she need approval from another to make a buy – a boss, a business partner, a spouse, a government agency?
Do they really know what they want? Are they mentally ready to buy?
What misperceptions do they have that need to be corrected in order for them to buy from you?
Can you anticipate their objections?
Any potential customer, no matter how big or small the sale, is looking for direction, affirmation, guidance, answers, reassurance, and leadership. They want to believe in you and trust you. They will allow you to seize control. They need to believe you have the experience, connections, training, knowledge and passion to advance their cause. Make them feel sincere, optimistic and wanted.
You can always use small talk to uncover key information about them and find out what is important to them. You can also use humor. In the end, your success depends on how well you tap into their desires and fears, and how well you manage and massage their ego, ambition and happiness.
Adopt a customer-focused attitude and be curious in them. Take an obvious interest by asking good questions, showing them you are listening carefully, and then advising them like you would a friend.
Customers enjoy being listened to more than they like being talked at. Find out what they are doing, what they think, what they want. See where you can help them the most and emphasize that. Offer referrals and advice on things you cannot directly do or address. Think of what you can offer that is better, different, new, unique, or more of what they want. Know their agenda and deliver it.
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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 email@example.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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