April 29, 2019– Many years ago there was an ad in a very famous newspaper of a stern-looking executive in a suit with his arms crossed and a scowl on his face. The copy read:
I don’t know who you are, I don’t know your company, I don’t know your company’s product, I don’t know what your company stands for, I don’t know your company’s customers, and I don’t know your company’s reputation…now what is it you wanted to sell me?
Whoa, talk about powerful and true. We’ve all been in situations where we are approached by someone trying to sell us something and sometimes it feels icky. It feels that way because we don’t know the person, the company, or the product. This happens to me on Instagram, constantly; someone will either slide into my DM’s or they will comment on my post about how I should buy their product, or sell their product or follow them or their friends. It’s obnoxious and leads me to more often than not blocking them and the person they’ve recommended. Harsh? Maybe, but I don’t have time for BS. The bottom line? People ONLY buy things from people they feel comfortable with, from people they trust, and from people that their friends recommend.
If you’re an indie author who is trying to sell your book please keep in mind that it’s a long road and you’ve got lots of work and years ahead of you. This isn’t to discourage you, but to remind you that you’ve got to spend time building relationships before anyone will be interested in buying your work. Relationships are the key to everything and they must be authentic.
And if you own a business, you need to make sure that people know who you are, that they know about your company, your products, what your company stands for, who your customers are and what your reputation is! Only then, can you begin to even THINK about selling.
March 15, 2019-Reciprocity is defined as the process of exchanging things with others for mutual benefit. Think of the last time you were in Costco and against your better judgment you stopped to sample a tantalizing mouthful of a single, perfectly garlic-stuffed olive. The person who is behind the table that prepared your sample smiles and says, “These olives were picked on the south side of a mountain in Tuscany by a family that has been growing and harvesting olives for three generations.” Yum. He then hands you a coupon for $1.00 off your purchase of the garlic-stuffed deliciousness and says, “I hope that you enjoy these delicate olives and that every mouthful will transport you to the charm and elegance of an Italian lifestyle .” Over the top? Maybe, but I just put six jars of them into my shopping cart.
Yes, the salesperson went above and beyond by providing imagery with his sales pitch, but the reciprocity effect was in full swing. He provided me with a sample and a coupon and held my attention at his table long enough to provide a beautiful description of the product. I felt that because he gave me a sample and a coupon and that I LIKED THE PRODUCT (this is key) that I would return his kindness by purchasing his product. This works 99% of the time because this social psychology is ingrained into our beings; when someone gives us something, we instinctively want to give them something in return.
How does this all come together as an author? Well, if you want people to buy your book/service/product, sometimes you have to give them something to whet their appetite. And I know that some of you may be thinking, well aren’t we supposed to give without expecting something in return? Yes, we are, but when you believe in your product and its value, you want to share your product with as many people as possible because you know it will enhance their life in some way. Basically, giving out something free allows the person receiving the item to then come and listen to what you have to say at the very least. They’re reciprocating your gift of a free fridge magnet with their gift of taking time to view your product and maybe even chat with you.
Let’s say that you’re trying to sell your beekeeping book at a local farmer’s market.
- You could provide free recipe cards that use honey as the main ingredient.
- You could provide free bookmarks with adorable bees on them or a list of beekeeping facts.
- You could provide a pamphlet of the ancient uses of honey as remedies for sore throats etc.
- You could provide a magnet of your book cover. Who doesn’t love and need magnets?
- You could provide free honey suckers to anyone who passes your booth.
The list goes on and on; all you have to do is be creative! I wish you the greatest success in all of your writing and selling adventures. X LLB
August 27, 2018- You are a self-published author. I want to know how well you do this one thing. It’s something that some of us shy away from, it’s something that can be uncomfortable for most, but it’s something that is imperative to your success.
Some of you may be saying, “Of course I do this!” But, for others, death is more welcoming than completing this task.
What is that one something that is imperative to your success as a self-published author? It’s self-promotion! Here’s usually what happens:
- Author writes the book. Edits are done, cover designed, etc.
- They get someone to print it.
- Hundreds of copies of their book sit idle in their garage.
I’ve broken this down to the simplest point. Of course, there is much more that goes into the in-between of writing to print. So, let’s get to the meat of the conversation and talk about the hundreds of copies that just sit idle in the author’s garage and what to do about it! Self-promotion is the key to your success. If people don’t know about you and your book how the heck do you expect them to buy it? Your biggest problem is obscurity. Once people start to take notice in what you’re saying they’ll take notice of what you’re selling.
- You MUST create a marketing plan BEFORE your book comes out. Why? Because you need to know where you’re going to know when you’ll get there. Set goals, but develop a comprehensive marketing plan. Author platform is also crucial, but that’s a whole other blog post:)
- Self-Promote. Yep, I said it. Get used to talking about yourself, your book, and your work. Get ready to start promoting your book to everyone you come in contact with. Get ready to pound the pavement, have doors slammed in your face, and get ready to be told NO a thousand times. You have to develop a thick skin. There are a lot of haters out there and do you know why? Because they can’t do what you do.
- Believe in yourself and your work. You must believe that what you’ve written is valuable and that people want to know about it! I remember reading the 10 X Rule by Grant Cardone, and one thing in the book stuck out in my mind, it went something like this: “I don’t want to push my product on people!” and Grant Cardone said, “It’s a shame you have a product you don’t believe in.” This hit me like a ton of bricks, and I NEVER hesitated again to approach someone with my books. Do you believe in your words? Do you believe in yourself? If not, don’t bother writing another word. If you don’t care, neither does anyone else. Stop, go get a different job, and chase another dream. Let me tell you something though, believing in yourself is the only way to make your dreams come true. It starts with that. The second thing is taking action. That’s it. It’s that simple.
So, how well do you self-promote? How much do you believe in yourself? How much action do you take?