What Makes You So Special? The Magic to Selling Books
I’ve worked both sides of the business fence—the creative and the corporate (and continue to do so). The strange things is that all industries are facing the same challenges as our world gets smaller, more integrated, and increasingly populated with competition. All types of businesses, whether we are selling tacos, signs, t-shirts, cardboard, technology or books must answer the same questions or face extinction:
Why not someone else?
What do you offer ME?
What makes you so special?
WHO ARE YOU and why do I (the consumer) care?
A Lesson from SEARS
For generations, Sears was a corporate juggernaut. Sears promised quality products at an affordable price. Then, Kmart came on the scene. So, Sears decided to get a bit fancier and more like a higher end department stores like Macy’s in reaction to increasing competition.
Yet, herein grew the confusion. Those who viewed Sears as a place for discount goods simply shopped at Kmart. Those who viewed Sears as a department store just went to Macy’s.
Sears had inadvertently muddled it’s brand. The company lacked focus, and, without focus, they lost domination over their market and have yet to reclaim it.
They couldn’t answer the above questions.
Why Sears and NOT Kmart or Macy’s? What did Sears offer the others didn’t? Why their products/stores? What makes me (the consumer) care?
There are only three core successful strategies whenever selling books (or even tacos or video games for that matter). Yes, THREE. Hey, I dig simple. Though, I will offer a caveat: There is overlap between corporate business and publishing (writing/selling books), but they’re hardly the same creatures. Yet, the smart writer understands that making a living doing what we love involves good business sense. Why not harness the great ideas both worlds can share?
Okay, some of you might think I am cheating a bit here and putting two in the same category. Yet, I will say that there are many successful authors (indie and self-published) who aren’t writing The Great American Novel, but they turn out a lot of books people enjoy reading. Brain candy.
Sometimes people just want a burger, and they consume Big Macs with a lot more regularity than foie gras. These (burger) authors will never win a Pulitzer, but they frequently do very well because they tell good stories and a lot of them. Thus, offering e-books for $1.99 or $2.99 or $3.99 (for the trilogy) is a sound business strategy. Because when one has fifteen, twenty or more titles to sell (I.e. John Locke)? Those numbers add up exponentially.
If we spend more time on quality, then cost is less of a factor (though don’t get crazy). No one would respect a fine-dining establishment run from a food coach selling escargot for .99 in a paper boat. In fact, we might call the Health Department O_o.
Truth is, quality can command a higher price (because it takes longer to produce) .
My book, Rise of the Machines–Human Authors in a Digital World is the culmination of two years and over 20,000 pages of reading/research (some of it highly tedious). There’s a ton of information about neuroscience, marketing, advertising, the history of communication and how technology’s very literally changed the structure of the human brain (why ads have lost so much power). I teach how to form a viable, sustainable brand that connects to readers, and the book also include a simple step-by-step plan for branding and blogging that has proven to work time and time again and has helped sell (now) millions of books.
And I’m funny :D.
This is why I won’t be selling this book for $1.99 (aside from, perhaps, a short promotion for the e-book). Why? No one would respect the information I offer.
That and I read Gutenberg Galaxy. Brilliant man but…. O_o.
Product (books) can contribute to this factor, but differentiation is why I’ve been pushing for writers to have a meaningful and effective social media platform for YEARS. In a world deluged in books? Why you? Why me, for that matter? Social media helps us stand out in a sea of choices. We (readers) gravitate to who/what we know and like.
Brick-and mortar businesses have the benefit of a storefront and location. Maybe Joe’s isn’t the best place for a burger, but it’s next to my work and cheap and I can eat in the 30 minutes I’m allotted for lunch.
But even with the most premium real estate, if a business can’t differentiate and offer quality at a good price, it can still tank.
When I was in NYC in 2012, there was a juice bar across from the Hyatt. PREMIUM real estate, but they didn’t open until after 9:00 a.m. and closed at 4:00 p.m. They had the best (and likely most expensive) location, but they offered nothing different or special that would make regular commuters streaming the streets to and from work deviate from Starbucks. They were missing the people most likely to buy their product—those going to work and home from work.
Not surprisingly, they were out of business when I returned in 2013. Yes, I was bummed.
They had a great product, but, like Sears, they failed to answer the critical questions. WHY YOU? WHY are YOU so special? What do you offer that will make me deviate from a
Kmart Jamba Juice?
As authors, we face the same problems. The modern consumer wants to know, Why should I READ instead of playing XBox or watching Duck Dynasty? Isn’t reading WORK? Why your book, when there are a quarter of a million others?
And there are a lot of writers out there paying for fancy marketing and ad campaigns thinking it’s the Golden Ticket. I’m certain that juice store thought the same when it rented premium space in Manhattan. But this is no longer enough. We have to be unique, special, offer value, connect to the consumer and be able to answer the critical questions…
WHY US? WHY OUR BOOKS?
Business used to be BIG. Big was BETTER. Big business, big papers, big publishing, but big is dead and the remaining few are barely able to sustain their bulk.
Small business makes up most of the commerce. The future is niche. Nintendo is a fabulous example. They didn’t try to take on XBox or PlayStation. They came out with the Wii. Nintendo spotted a huge audience being left out of the gaming experience—those who wanted to play and have fun, but weren’t hardcore gamers.
Unlike XBox, they didn’t seek to be an all-in-one technology device where one could play games on-line with ten buddies in five countries, watch YouTube, browse the web and check in on Facebook. Nintendo focused on simplicity, on the inexperienced gamer (who likely never would play First-Person-Shooter Games).
Grandma could bowl and Grandpa could swing a tennis racket. Toddlers could dance and Nana could dance with them. Whether bowling, wielding a virtual sword, or working out? Wii was SIMPLE….which meant Nintendo didn’t have to compete with the bigger gaming consoles. They could also beat the bigger boys on price and make a profit far sooner by filling an overlooked need with a far less expensive product.
Focus is one of my pet peeves about having multiple pen names, but that’s another blog :D. It’s also why we don’t need to be everywhere all the time on social media. It dilutes the power of focus.
For writers? Look around. Who is a forgotten or overlooked audience? Where can you find a niche audience just waiting for you to see them? To connect with them? I teach how to do this in my book, btw ;).
Beyond social media, what genre boundaries can you break as an artist? Sure, write urban fantasy, but there’s a ton of competition. Why not an urban fantasy with a thirty-something, forty-something or even Baby Boomer heroine? Hey, just because we get older doesn’t mean we’re dead and don’t want to believe we still got it :D.
Trust me when I say I am not interested in a book with a twenty-something protagonist. I want older women to ROCK, and maybe writers can help our society stop looking at getting older like it’s a disease.
For the love of CHOCOLATE, they’re smile lines not psoriasis! What’s with all the CREAMS? I am NOT contagious and you will ALL be here eventually, so why can’t “being older” be HOT?
What are your thoughts? As readers, do you get tired of the same tropes? What is a favorite book or movie and what made it special? Why was it different than all the other choices? Why did it stand out? Do you struggle with focus? Shouldn’t being older be hot? It was for Sean Connery, why not us gals? Oh, and big thighs. Stop stuffing us in Spanx and just let a gal with a booty and curves/cushion be HOT…ok, that just went a weird direction *hangs head*
I love hearing from you!
To prove it and show my love, for the month of December, everyone who leaves a comment I will put your name in a hat. If you comment and link back to my blog on your blog, you get your name in the hat twice. What do you win? The unvarnished truth from yours truly. I will pick a winner once a month and it will be a critique of the first 20 pages of your novel, or your query letter, or your synopsis (5 pages or less).