How Authors Become Good Salespeople

 

For authors to sell books they must transition to the mindset of salesperson. They may be a writer inside, but they have to think and act like a salesperson when looking to sell books. A writer may see himself or herself as a creative, helpful, and insightful talent. That’s fine. But to see the cash register ring, one must now wear the mental armor of a salesperson.

The salesperson is a hunter. He or she looks to capture customers. That is it. The salesperson serves one purpose, one function: to make a sale. The whole objective of this game is to get others to say yes to buying your book. Each sale does not validate the greatness of your book, only the greatness of your sales pitch.

To sell effectively, you will need to: 

·         Create a pipeline with direct outreach and follow-up to potential customers.

·         Expand your network and referral base.

·         Promote via traditional and social media.

·         Publicly speak and participate in events.

·         Explore advertising.

·         Locate lists of groups, businesses, non-profits, and government agencies to sell in bulk to.

·         Piece together or mailing list to send emails to.

·         Make your website a selling machine.

·         Improve your presentation skills and appearance.

·         Ignore the “no” to get to those who will say “yes.” 

To sell books, you don’t have to be slick or a fast-talker. But you do need to present your offering in the best possible light and to not merely describe the functions or attributes of your book but rather to offer its benefits and show how it will help others fulfill their needs or desires.

Selling is really about treating people fairly, with respect, enthusiasm, honesty, and in a friendly manner. You are connecting with someone and developing a relationship. This means you listen, you support them, and you ask questions to show engagement and concern.

Determine why people should want your book. Then, feed them what they want to hear. Develop your selling persona. Do you tell jokes, share statistics, or make strong claims? Do you offer reviews, testimonials, and awards to back your assertions up? Do you get emotional or intellectual or aggressive? Find your style and look to sell others in a customized manner.

Words fill your book and it will be words that will sell it, too.  Choose your words wisely and watch them convince others to invest in your book – and themselves.

Learn, Grow, Succeed!!

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Brian Feinblum, the founder of BookMarketingBuzzBlog, can be reached at  brianfeinblum@gmail.com.  You can – and should -- follow him on Twitter @theprexpert. This is copyrighted by BookMarketingBuzzBlog ©2021. Born and raised in Brooklyn, he now resides in Westchester with his wife, two kids, and Ferris, a black lab rescue dog. His writings are often featured in The Writer and IBPA’s The Independent.  This was named one of the best book marketing blogs by BookBaby  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. For more information, please consult: linkedin.com/in/brianfeinblum.