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.