Biking and selling your book

This may be a stretch, but follow my logic.

Yesterday I biked the White Pine Trail which runs over 90 miles from Cadillac, MI to Comstock Park just north of Grand Rapids. The trail is part of the Rails to Trails Conservancy which is transforming abandoned rails to bike trails. http://www.railstotrails.org It is a tremendous program we should all support.

For myself I have experienced some issues with the systems of trails. Mostly it is because rail lines were built on a flat plain so trains did not have to endure the ups and downs of conventional roads. As a result when riding on these trails you do not experience the normal climbing and descending of the natural terrain. It is almost as if riding a stationary bike with moving scenery.

This experience reminded me of authors marketing their books. There is a common perception among authors (and publishers) that if a book is properly marketed upon release, after an initial high rate of sales it will settle down to an even rate that it will maintain throughout its lifetime.

In my experience, nothing could be further from the truth.

I have found that books have sales cycles that begin with great promise as the first copies are sold. But then, after that initial period of exhilaration, there is a slowdown as a book begins to find its long term market. In my opinion this is the most crucial time in the life of a book and when the author must be most involved, even if a book is published by a traditional publisher.

This is because a book, like any new business start up, starts its sales journey with some initial marketing intended to make the market aware of its existence. But, unless a book is continually marketed, it will soon disappear from the consciousness of the market. This is because every second of every day, someone else is also launching their book (or product). As a result the general public is overwhelmed with new marketing messages which then get in the way of you selling your book (or product). Even in the case of having your book published by a traditional publisher, they will only market your book during its first publishing season before moving on to its next list of books.

It is like the comparison of riding a bike along an abandoned rail as opposed to riding on the open road. Marketing can be compared to dealing with the challenges a bike rider experiences when riding the natural terrain. It is easy to descend a hill but hard to climb back up the other side. Those who have the willpower and strength to learn to climb hills enjoy the ride much more than those who do not. Book marketing (or any other type of marketing) is not like riding on flat ground. One cannot expect good results unless they are willing to do the hard work.

That is what marketing is. It is all about the things you do once your book (or product) is available. Yes, there are initial steps that are taken prior to its launch which need to happen with every new venture. But today it could be argued that good marketing is all about what is done on an ongoing basis.

Does Proctor and Gamble stop marketing its Crest brand toothpaste just because it dominates sales in its category? Absolutely not. I imagine the company spends at least as much now to promote its Crest brand than ever before. That is what good marketing is all about.

If you are an author or publisher are you still marketing your book as much now as you did the day it was released?

Take Away Points:

Selling a book (or any product or service) requires continuous marketing.

Books (and many other products) do not have due date nor do they expire on a particular date.

As I've said before; sadly, authors are usually the first to give up on their own book.

Sales cycles are like roads with rolling hills. Those who push hard when sales tick downward will have the most success.

Blogging: Note to Self

I fear that I've become like the plumber who fixes his own house last. In January I pledged to myself to post a new blog every week throughout the year. But, as we reach the beginning of the last quarter of the year, I am averaging less than two per month.

Seems the doctor is not taking his own advice.

Each day, during conversations with colleagues, I tell them to keep writing their blogs.

Yet, I seem to find every excuse not to post new blogs of my own.

Like...

riding my bike


Or...

shooting photos


Or even....

walking the dog

But no matter the excuse, obviously I am not taking the time to follow through on my own promise to myself.


Take Away Thoughts:

What excuse do you use to avoid doing what you promised to do?

How will you get back on track?

Do you have a plan that is doable?

Learning about learning from Benjamin Franklin

Last week I viewed a remarkable interview of Ralph Nader on C-SPAN's In-Depth program. While I do not agree with much of what Nader says, I respect him for his unwavering commitment to his beliefs.

During the interview Nader talked about Benjamin Franklin, who is one of his heroes. Nader said:

Franklin is the demonstration of the power of self-education. He came from nowhere—was curious, observant—and taught himself. With all the current talk about education, there was never any reference to self education, which, of course, is the only way to learn. Instead we have a bureaucratic process of education when self education should be the progenitor. Anyone who wants to teach their children should learn from the autobiography of Benjamin Franklin who once said "he was born too early and in the wrong century." Franklin was a diplomat, writer, negotiator, merchant, printer, publisher, inventor—all self taught.

While we must continue to embrace all forms of education, it is most important to stress life-long learning and the value of having a curious mind.

The world of publishing is undergoing a revolution with new technologies and devices to provide accessibility to learning we would not have dreamed of just a few short years ago.

At the same time the value of great intellectual content is as important as ever. Now, though, we can imbed huge amounts of content through the use of technology and broadcast it instantly around the globe.

Devices like the iPad allow publishers to insert video, photos, audio clips, links to websites, blogs, you name it within and next to the written word. Unlike one dimensional e-readers such as Kindle and Nook, iPad type devices can provide a much richer experience. Within the next year or two there will be an incredible number of new products with even more capabilities. We are just scratching the surface.

While some my bemoan the transition from printed books to these multichannel electronic devices, we must embrace this new technology and use it to its utmost. After all, what would Benjamin Franklin do?

My bet is that ole Ben would be at the forefront of this new technology.

Amazon Kindle sales stats easily misinterpreted

You may have seen the headline earlier this week: E-Books Top Hardcovers at Amazon in the New York Times.

Sometimes it is important to dig a bit into a story to see what is hype and what is reality. While the information is true and, amazingly, in just a couple years Kindle sales have skyrocketed resulting in huge e-book sales at Amazon and other online merchants. However book sales consist of several formats and are not all hardcovers. In fact hardcovers are around one third of book sales with other sales divided between trade paper and mass market paperback. Also, Amazon has been selling Kindle versions of bestselling hardcovers at around ten dollars compared to the normal average list price of twenty-five dollars for a print copy. Many decisions for purchasing a Kindle download are made at point of sale. In other words, the customer is shown two choices. They can buy the print version or save a substantial amount by downloading a Kindle copy.

So while this is certainly worthwhile news it is not as earth shattering as what Amazon would like us to believe.

Will e-book sales continue to grow? You bet.

Is the printed book going the way of the dial tone? Not at all.

If one drills down into the statistics they will find that some genre sell extremely well as e-books while others are best suited as print copies.

Let's say you want to read the latest novel from John Grisham. You may be tempted to buy the e-book and load it onto your reading device so you can bring it along on an upcoming trip.

For other books you may want to have them in your library as a reference. In those cases you may prefer to have a printed copy.

Bottom line is that e-books are a great option and we, as consumers, like having choices in how we access our media. Rather than e-books being the way all books will someday be acquired, instead we will have multiple ways to access written content. What is important is that we embrace both future, present and past technologies so that the consumer can receive written content in whatever way they wish.

It would be a mistake to embrace one technology and cast off all others.

Will these changes in how written content is accessed make our lives more complicated. Absolutely. Get used to it.

Today we have so many choices in how to broadcast our intellectual content. From starting a blog to publishing conventionally, and everything in between, there has never been a time when we have had so many opportunities to share information.

Truly a great time to be alive!

Blogger Buzz: Blogger integrates with Amazon Associates

Blogger Buzz: Blogger integrates with Amazon Associates

To keep your rights or grant your rights, that is the question

Many prospective author's dream of signing their first contract without learning about the ramifications. Did you realize by granting the right to publish to a publisher you have entered into what is likely to be a lifelong agreement? Especially these days in light of the advent of electronic (virtual) technology that allows a publisher to keep a book in print well after all physical inventory of conventionally printed books has vanished.

Way back when, at the turn of the 21st century (ten years ago), pretty much every book published was an actual printed book. Publishers had to pay to store excess inventory on pallets in a warehouse. It made sense to take books out of print and sell the remaining inventory to so-called "remainder" companies who specialize in disposing of excess inventory through half-off discounters. Once a book was out of print the rights reverted back to the author who could repurpose the content to other venues or self-publish on their own.

But today we live in a world where books can be "repurposed" as electronic e-books at very little cost to the publisher. It is hard for a publisher to justify ever granting rights back to the author. Heads you lose, tails they win.

In addition, one should ask why they would ever want to grant rights to a publisher in the first place. For that grant of rights an author only receives a miserly portion of the proceeds, generally 8-10 percent of the retail price minus any returns (in the book business between 30 and 60 percent of books sold to retailers are returned for credit). As author you receive the smallest cut from your book sales with the retailer getting 40 percent, the distributor 15 percent and the publisher receiving the rest (somewhere around 35 percent). Not actually that fair given the fact that without the author there is no book to sell.

The justification for the publisher, distributor and retailer receiving a larger share than the author is that the retailer provides space in their bricks n' mortar store, the distributor has to ship to and bill the retailer and the publisher bore the costs of developing your book (editing, design, printing) and promoting it.

But in today's world most books are sold through alternative channels (the Internet, the author, through organizations, etc.) making the retailer and distributor less important. And publishers only promote "select bestsellers" by combining what they should have spent promoting your book with the promotional funds from other books into a single promotional budget that supports the sale of bestselling authors. The most a publisher is going to do for your book promotionally is to list it in their catalog and website. Or, as commonly said in publishing circles, "promote one book and take the others and throw them against the wall to see if they stick." Sounds cruel but it is true.

So... what to do?

• Do not sign your rights to publication to a publisher unless they are willing to agree to returning your rights once your book is no longer stocked in printed form.
• Have the publisher provide you with an actual marketing plan and budget for promoting your book.
• If you already have access to the marketplace (website, speaking platform, access to an audience via conventional media, appearances or the Internet) consider self-publishing. If you can justify the costs of development and see a way reach an audience and make a profit, why would anyone settle for a small percentage of the proceeds through a conventional book contract.

Not Famous? Try Piggyback Marketing

When advising authors I try to find ways to use whatever media or organizational platform they have to extend their sales potential. More often than not, the author lacks relationships with large media or organizations. In order to develop a platform for promoting their book I often suggest piggybacking with others who are more well known.

In the May 23, 2010 issue of USA Weekend, the second largest circulation Sunday newspaper insert publication with over 22 million circulation (Parade magazine is the largest with 32 million circulation), there is a wonderful example of piggyback marketing. On the cover is a photo of actor Ashton Kutcher holding barbeque tongs with the headline, "Me. Like. Grilling." and the subhead "Ashton Kutcher reveals the secret to making all your cookouts taste brilliant."

I was intrigued by the idea of a young actor posing on the cover of a national magazine talking about outdoor grilling.

Upon further investigation the actor spends much of the interview, written by Brian Truitt, speaking about his upcoming film releasing next week titled "Killers." He only briefly talks about his interest in grilling, which mostly takes place during his growing up years in Iowa and how his family enjoyed their outdoor grill. Next to the article are recipes and tips written by cookbook author Pam Anderson. Below the photo of Mr. Kutcher are plugs for two photographers, the stylist in charge of his grooming, the prop artist, the company providing his blue jeans and the maker of his t-shirt.

Perfect piggyback marketing. Everybody wins:

• USA Weekend is provided with a great cover article for the beginning of summer
• The actor gets a cover shot on a national magazine while plugging his new movie
• The writer of the article receives great exposure
• Each of the two photographers get a nice project to place in their portfolios
• Both clothing companies receive national advertising
• The stylist also gets good national exposure
• And the author, Ms. Anderson, receives a great plug for her cookbooks

This is a great lesson for new or lessor known authors looking to promote their book. By piggybacking with others looking for publicity it is much easier to gain the attention of well known publications. The same kind of piggybacking can also work in other venues. For example, how about approaching a large retailer with an idea for promoting one of their services. Or think about helping a manufacturer looking for a way to get their product in front of new customers. Piggybacking can also work with organizations wanting to extend their own audience. All it takes is someone with an original idea willing to do the legwork to pull the promotion together.

For example, you are the author of a self-help book on improving relationships between spouses. Why not approach a large circulation magazine with an idea based on the six ways to build a loving relationship with your partner. You convince the editor to use their influence to attract a well-known personality who is in a long successful relationship and is about to star in a new television series. The magazine could also use its connections to find the right combination of writer, photographers and stylists to provide the main cover article while you write a sidebar article affirming how great relationships are maintained. Bingo! You receive national exposure in a large publication which would have otherwise been unachievable.

Take away points:

• If you are not well known you need to piggyback with others to gain exposure
• Magazines and other media are constantly looking for celebrities to feature
• Product makers are interested in placing their products where they will be seen