Book-Marketing Tip of the Day – April 30, 2017

Writers know they should show and not tell, thus helping the reader understand and get involved with what the author is trying to communicate. Similarly, when selling books to corporate buyers you should ask about them and not tell about your book for much the same reasoning. Use questions to get people to buy instead of selling to them, and there is a big difference. Here is an example:

What if you could wave a magic wand? What would you want to accomplish? These are excellent questions to use when negotiating a large book sale. They are broad enough to let your prospect talk about overall or long-term objectives before getting down to the current needs. The sales manager wants to increase sales, and the marketing manager may want to introduce a new product into a new market. The Human Resources manager may want to increase employee productivity or safety. Each requires a different tactic in your proposal and presentation.

Book-Marketing Tip of the Day – April 29, 2017

Have a big message, a big idea for how buyers can use your book. You inspire people when you have a dream that is bigger than theirs. Come to every sales encounter with passion and a big reasons why they should buy your content and how they will benefit.

Book-Marketing Tip of the Day – April 28, 2017

To not fight a bull when you are afraid is not courageous. To fight a bull when you are not afraid is not courageous. But to fight a bull when you are afraid, that is courageous. What gives you the courage to act on your ideas – to pick up the phone and call a prospective buyer? Having a well-thought plan? Encouragement? Faith in the idea? Past successes? "Bravery is being the only one who knows you're afraid." Col David Hackworth

Book-Marketing Tip of the Day – April 26, 2017

"One reason Goliath lost is that he anticipated David's response and didn't think of options," said Malcolm Gladwell. Go into every selling situation with alternative ways to reach the buyer's objective using your content. During the negotiation, be open to other solutions as they arise.

Book-Marketing Tip of the Day – April 26, 2017

Find the second right answer. The best way to get a good idea is to get lots of ideas. Don't stop with the first right answer your find. Look for others. Don't ask, "How can I…" Instead ask, "In how many ways can I…" Example: "In how many ways can I sell my children's book? To PTAs, daycare centers, children's libraries, museums, zoos, parks, moms' groups, toy stores, supermarkets, airport stores, homes-schooling associations, etc." What is your next right answer?

Book-Marketing Tip of the Day – April 25, 2017

In a book-selling situation, ask questions and listen to the answers to find reasons why the prospects will buy. "Most people do not listen with the intent to understand. They listen with the intent to reply." Stephen Covey

Book-Marketing Tip of the Day – April 22, 2017

People do judge a book by its cover. Invest in a high-quality, professional cover design and designer.

Book-Marketing Tip of the Day – April 22, 2017

The Readers Digest Foundation, via its R.E.A.D. Together campaign has joined forces with United Through Reading to promote the benefits of parent involvement in childhood literacy. Now operating out of more than 200 command posts and USOs around the world, UTR has worked with early two million men, woman and children. Maybe they could use your books. Find out at www.unitedthroughreading.org

Book-Marketing Tip of the Day – April 21, 2017

The three major criteria for selling real estate are location, location, location. Three mayor criteria for selling books are location, location, location. Have your books available where your buyers are (airport stores, supermarkets, bookstores on association websites, catalogs, schools, etc.).

Book-Marketing Tip of the Day – April 20, 2017

Stop selling your books. Start selling the benefits that people receive from buying your books. Retail-store managers want increased traffic and profits. Demonstrate how your promotional efforts will drive people into their store. Librarians are not profit driven, but they want to help their patrons. What do your customers need and how can your content  help them meet their needs?

Book-Marketing Tip of the Day – April 19, 2017

Book marketing is like a 21-speed bike, with gears we never use. Here is a checklist to help you switch gears: www.bookapss.org/PostLaunchChecklist.pdf

Book-Marketing Tip of the Day – April 18, 2017

You don't always have to ask a question to get your prospects talking. You can do it with a statement like, "Tell me more about that."

Book-Marketing Tip of the Day – April 17, 2017

"When writing an ad, use sentences composed of 12 words or less." David Ogilvy

Book-Marketing Tip of the Day – April 16, 2017

What does your book do? Say it in one sentence: (Title) helps (your target readers) who want (problem they want to solve) get (the reward they seek).

Book-Marketing Tip of the Day – April 15, 2017

Do 3 things to create a sustainable advantage: 1) Publish high-quality, unique content, 2) Develop a distinctive brand, and 3) promote the benefits of your content

Book-Marketing Tip of the Day – April 14, 2017

The Readers Digest Foundation, via its R.E.A.D. Together campaign has joined forces with United Through Reading to promote the benefits of parent involvement in childhood literacy. Now operating out of more than 200 command posts and USOs around the world, UTR has worked with early two million men, woman and children. Maybe they could use your books. Find out at www.unitedthroughreading.org

Book-Marketing Tip of the Day – April 13, 2017

Your written marketing material should reflect the 7Cs: creative, credible, complete, concise, current, convincing and clear

Book-Marketing Tip of the Day – April 12, 2017

Your prospective corporate buyers are thinking, "Tell me what and tell me why, for if you do then I will buy"

Book-Marketing Tip of the Day – April 11, 2017

Be passionate when bragging about your book. It is contagious. Saying "I am really proud of this and want to share it with you," is a good opener. Elizabeth Bernstein, Wall Street Journal

Book-Marketing Tip of the Day – April 10, 2017

An author's job is to make readers uncomfortable. The impetus for them to think differently is to become dissatisfied with one's current circumstances.

Book-Marketing Tip of the Day – April 9, 2017

"Growth Gap" is the distance between where you are now and where you want to be. What is your Gap and how will you close it in 2017?

Book-Marketing Tip of the Day – April 8, 2017

Know why you are publishing your book. When the why is big enough the how will appear. 

Book-Marketing Tip of the Day – April 7, 2017

Would the optimist say half a glass of arsenic is half full or half empty? Sometimes a person's perception is situational. The circumstances of each selling situation are unique, perhaps even with the same person at different times. Take some time to read the dynamics of each situation before plunging into your pitch. 

Book-Marketing Tip of the Day – April 6, 2017

A college class was told they had to write a short story in as few words as possible, and the story had to contain the following three things: 1) Religion, 2) Sexuality and 3) Mystery.  This person got the only A+ in the entire class: "Good God, she's pregnant. I wonder who did it."

Book-Marketing Tip of the Day – April 5, 2017

A toast to entrepreneurs: "May you have the hindsight to learn from where you've been, the foresight to know where you are going and the insight to know what is best for you."

Book-Marketing Tip of the Day – April 4, 2017

Never exaggerate when bragging about your book. Or steal credit. Or lie. You'll turn off people. "And if they find out they won't believe anything else about you," Elizabeth Bernstein says. Wall Street Journal

Book-Marketing Tip of the Day – April 3, 2017

Punctuation matters. You could send flowers to your spouse with the note, "I'm sorry, I love you" or "I'm sorry I love you"

Book-Marketing Tip of the Day – April 2, 2017

People complain about SPAM, but it has been around for a long time. Here are some examples: augmentith thy codpiece; buy a toner cartridge for all Gutenberg presses; you are pre-qualified for 10 pieces of silver from Black Beard Finance

Book-Marketing Tip of the Day – April 1, 2017

Start "speed-date-the-boss" meetings (as used by HP) where your employees meet with you to answer three questions: Who are you and what do you want to do at this company? Where do you think we should change and what should we be focusing on? What do you want to contribute beyond