Wednesday, May 1, 2019

Book Sales Do’s & Don’ts For Speakers

Here are insights for speaking successfully about your book:

1.      Speaking speed: Too fast and you lose people; too slow and they zone out. Pick a reasonable speed, but alter it during the course of your conversation or presentation.

2.      Confidence: People need to hear confidence in what you say and how you say it. No one wants to buy from someone that sounds like they don’t feel certain or sure of themselves of what they are selling. From handshake, look them in the eye, smile, and speak based on preparation.

3.      Speak with inflection, not a monotone voice.

4.      Come across as sincere and honest.

5.      Express interest in the person you speak to.

6.      Sound passionate about your book and the needs it serves.

7.      Be polite. Don’t interrupt or talk over the other person.

8.      Avoid words or phrases associated with doubt, weakness, liars, or ignorance, including:

“I guess”
“I hope”
“I think”
“Sort of”
“To be honest with you”
“You know what I mean?”

9.      All meetings and conversations go smoother when you:

·         Show up or call on time
·         Follow-up on questions
·         Deliver on promises
·         Show that you are listening
·         Are not too aggressive
·         Show up prepared

10.  There are many ways to close a deal and the method you employ will depend on the circumstances but generally, the assumptive close is an effective approach. You act as if the deal is moving forward and speak confidently and assuredly. Instead of asking a question you make a statement. For instance, after pitching your book, rather than asking if they are interested, act as if they are. Instead of asking if they will buy the book, ask them how many copies they would like or if they prefer cash, check or credit card.

11.  Provide all necessary information to avoid leaving others to make wrongful assumptions or to feel in the dark.

12.  Express your ideas completely and succinctly, so you can build rapport and maintain attention.

13.  Use (and respond) to questions to keep your conversation focused on results.

14.  Build professional rapport by using empathy, confessions of harmless information, and the sharing of your life (but don’t get too personal).

15.  You must be customer-centric, as opposed to only speaking about yourself or your book, service, or product.

16.  Use words that present your book or ideas in a shining light:
unique             original            incomparable               fresh                           
unrivaled         uncommon      hard-to-find                never-before-seen
leader              exceptional      unusual                                    rare
distinctive       special             exclusive                     amazing
remarkable       triumphant       super                            best
first                  unparalleled     knows no competitors premiere
savvy               valuable           above all others                       enriching
profound         incredible        number one                 not found elsewhere

17.  Act with urgency, but not desperation.

18.  Communicate with a purpose – serve everyone’s goals.

19.  Give of yourself to others – provide info, an idea, or words or support – act as if you are a paid advisor.

20.  Play their therapist. Show support for them and they will feel attached to you.

21.  Provide answers by way of statements -- before they ask: Why should I buy from you? Why now? Why this? vs. others?

Catch Me At Book Expo America May 31

Don’t Forget To Give Back
Don’t some of your book proceeds to a worthy charity. Feel free to consult these reosurces:

This nonprofit is dedicated to finding worthy giving opportunities.

This ranking system evaluates tons of charities.

Here are the 100 largest U.S. charities.

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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 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 and recognized by Feedspot in 2018 as one of the top book marketing blogs. Also named by as a "best resource.” He recently hosted a panel on book publicity for Book Expo America.

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