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Kristen Lamb

Author, Blogger, Social Media Jedi

Kristen Lamb — Photo

Posts Tagged: marketing for writers

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

How many times have we been told we should be targeting our readers, audience, and customers? Am I the only one disturbed by this advice? Targeting seems like it should involve a Predator Drone…or at least a trebuchet.

For the record, I imagine many authors would view sales (and targeting) with far more enthusiasm if book launches involved a trebuchet.

#MaybeJustMe

In the olden days—before Web 2.0—the world was vastly different. It was a horrible existence rife with uncertainty, anxiety and dread.

Case in point, for most of the 20th century, if the phone rang? WE HAD NO IDEA WHO WAS CALLING.

Planning a Friday night? Want to watch a movie at home? You had to bribe that pimply-faced kid at Blockbuster to squirrel away the NEW RELEASE of Speed 2 before they were all gone. Then, after you watched Speed 2 and wondered why Hollywood didn’t just…STOP?

YOU COULD ONLY COMPLAIN TO PEOPLE YOU ACTUALLY KNEW.

Before Web 2.0 life was ugly, brutish and short.

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

As if pay phones, shoulder pads, and the regular onslaught of boy bands weren’t bad enough? When you went on a date and he/she said they had a good time and would call you, and they didn’t? Two options. Move on like a mature, confident person or engage PSYCHO mode.

#GoBigOrGoHome

There was no ‘checking online activity’ to see Brad really WAS working late like he said when you called him for the 37th time. No, you had to dress up, hop in your 1987 Mazda and find his workplace using the YELLOW PAGES and a PAPER MAP.

Oh and on the way over, you had to make up some reasonable explanation of how you just ‘happened to be in the area’ in that new outfit from Express. The one exactly like Paula Abdul’s—giant hoop earrings and all. #ForeverYourGirl.

We had to own the crazy O_o .

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers
Me in the 90s…okay until yesterday.

This said, language frequently reflects the emotional state of the times. Words mirror the collective ennui of a culture. Back then? Needy and codependent behaviors couldn’t be properly measured with metrics (I.e. ‘Likes’).

We had to TRUST our hair looked great or that skirt didn’t make our @$$ look like we had two @$$es…all on our own. No posting, getting votes, feedback, and digital flattery to boost our confidence.

Before Web 2.0, we were a skittish bunch. Every moment waiting, wondering…

Old School Marketing

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

Suffice to say, in a world where we were largely flying blind, it makes sense why so many military words and phrases crept into the marketing vocabulary.

**It’s also the only logical explanation for harem pants.

Terms like strategy, bombshell, media blast, marketing blitz, ad campaigns, and targeting buyers were common, and consumers didn’t take it personally. We didn’t take it personally because business was business and personal was personal.

Back in the day, it was perfectly fine for businesses to think in terms of blitzing, blasting, or targeting because we understood we were consumers, not FRIENDS. 

We didn’t mind kitschy slogans to make us feel a company cared because, deep down, we knew they were only pretending to care.

In the 90s, when Budweiser repetitively asked us ‘WASSUP?’ we were pretty sure that was a rhetorical question. No one at Budweiser was waiting for our answer…except Sheila.

This, of course, is no longer the case. Now, in 2018, if Budweiser asks us ‘WASSUP?’ They’re likely hoping we WILL answer. The reason is because branding and buying behaviors have changed.

Brave New Buying

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

A lot of writers (and companies) gripe that social media is ineffective because there’s no way to trace what, which, and how much activity translates into sales. You know, like a formula or recipe that’s simple, scalable and easily replicated.

Something you could train a weasel to do, because studies have shown ferrets will work for cat food (though raccoons are cool with exposure dollars).

***Note: Remember raccoons are NOT weasels (which are often preferred for direct marketing). Raccoons are marsupials and DO have those adorable opposable thumbs. BUT they’re also attention addicts that require management to ensure they’re not gaffing off texting and posting selfies on Instagram.

#TrueFactIJustMadeUp

Thing is?

Social media is not direct marketing, though the two are often confused. 

See, in direct marketing, activity can be measured. Businesses can put out an ad, monitor click rates and see how many clicks led to a purchase. Companies can send out so many coupons and then measure quantitatively how many of those later translated into a purchase.

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

Why Web 2.0 has been so vexing for marketers is they keep trying to treat social media the same way as direct marketing…and they can’t. Because this isn’t 1999. And, if we do social media correctly (keeping it social) there’s no way to accurately measure, control or quantify results.

It also becomes way too obvious we’re mixing social and market norms and that creeps people the hell out.

Example:

Market Norms are when a prostitute expects money in return for *wink wink nod nod* ‘favors.’

Social Norms are when a wife does those same ‘favors’ for her beloved husband out of love because getting paid for it would be seriously strange.

That seems obvious, right?

But what if wife has a wonderful and romantic evening with her husband, but then early the next day, she asks him to fill out an on-line survey rating how he enjoyed his night? And tells him that, when he completes his survey, he will be texted a code he can then redeem for free pancakes?

Yes, I just took that to a WHOLE NEW LEVEL of weird!

But y’all see what I mean when I say that you just can’t sneak that stuff in there! We SEE it. We FEEL it.

Don’t Cross the Streams!

While many businesses still use direct marketing tactics, these methods are becoming increasingly less effective when used exclusively. Companies need to be on social media.

Another observation to point out.

Unlike a company, authors are humans. When we don’t act like a human…people grow quickly suspicious.

A lot of authors rightfully feel dirty when told they need to be targeting their readers. Are we selling a book or doing a mob hit?

***Because if this is a mob hit shouldn’t we get paid better? Asking for a friend.

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

We’re writers, which means we appreciate words have power. If we are targeting people so we can bait, blitz, or bundle them, it’s tough to hide our less-than-authentic motives.

Words impact thoughts, thoughts directs actions, and actions create results. If, behind the scenes, we view people as resources only to be plundered for personal gain (by targeting them), it makes us feel ookie when we try to pretend like we really care.

…unless you’re Brad.

It’s All in Our Head

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

I’ve spent the last several posts working to make ‘sales’—which is pretty critical to success—far less icky. It doesn’t need to be icky at all, actually.

As mentioned, words hold tremendous power, and a simple mental shift can make a massive difference. This is why I dedicated a lot of my branding book (Rise of the Machines: Human Authors in a Digital World) to neuroscience. How is the human brain impacted as technology shifts?

Technology changes, but humans remain the same.

How does the human brain operate in a virtual world? What factors can render content invisible? Why do humans SEE certain types of content and yet remain oblivious to other types?

Words play a massive role in first, being visible and then, making a positive connection. For instance, did you know the human brain only begins listening at the first active verb?

When we tell people, ‘Don’t forget to buy my new book,’ their brains hear, ‘Forget to buy my new book.’

This is one of the reasons negative goals are virtually useless and produce terrible results. Try this simple exercise in your everyday life. I make it a point to phrase as much as possible in the positive. State what I want, as opposed to what I don’t want.

‘Remember to pick up the dry cleaning’ or ‘Remember you put your keys in the side pocket of your gym bag’ yields far better results than lecturing myself on all the stuff ‘I don’t want to forget.’

Why I take time to mention this is because a simple adjustment in vocabulary can ease our own anxiety, allow us to feel authentic, and thus we’ll come across to others in a far more genuine way.

No Targeting? So WHAT Do We DO?

When we are targeting our audience, the core objective is for us to do all we can to ensure we’re respecting our audience’s time (I.e. Don’t repeatedly pitch people who rent an apartment about the benefits of vinyl siding…unless you want to be stabbed).

These days when we’re all about social, community and friending, I recommend we define then identify our audience.

If I write books about dragons and sorcerers, what kind of people are likely going to like these kinds of stories? What do we share in common? Maybe they like WoW, or GoT or ASOF, OMG!

I write suspense thrillers. We share a love for Dateline, podcasts about serial killers, and a morbid and socially unacceptable sense of humor. In my case, targeting my audience could be fatal. But identifying them is pretty simple. If they laugh at my memes and add additional morbid commentary? We’re peeps! If they report me to FB? Likely not my audience.

Kristen Lamb, targeting readers, how to target readers, marketing for authors, marketing for writers, how to sell more books, author branding, social media for writers, sales for writers

I give ways and specific exercises for how to find ‘friends’ in my book. Why? Because I was a nerd with paralyzing social anxiety and no social skills. Meaning I had to break all this down using science.

Don’t judge me.

***There was a good reason I was single until I was almost 35.

Anyway, what I realized (while researching ‘how to make friends without using chloroform’) was that ‘identifying our audience’ is something we’ve been doing since we were kids.

You love Dragonlance books? Me too! Did we just become best friends?

***Kids who liked Dodgeball, conversely, ‘targeted’ their audience. 

When we identify our audience and all the hobbies, topics, interests we’re likely to share, then it’s far simpler and more authentic to strike up a conversation and connect. Instead of targeting victims to pummel with BUY MY BOOK, we can locate others who like what we like.

We can talk about video games, movies, hobbies, crochet, pets, unicorns and untraceable poisons… You know. FUN STUFF!

Ideally, these conversations will lead to conversions.

Using common ground and shared emotional touch points, we can make loose connections that then foster relationships and perhaps grow into actual friendships. This means that one day—when we have a book (or another book) for sale—we’ve already done the ‘hard’ work.

We’ve cultivated an audience of friends, advocates and hopefully fans eager to see and help us succeed. Since we’ve created a micro-community, we come across as vested because we are. We have a reputation for giving more than we take.

What Are Your Thoughts?

Do you hate the Old School marketing jargon as much as I do? I hated it back when I was in sales. Always made me feel greasy, as if I had to view people with dollar signs over their heads.

Do you see the value of simply rephrasing targeting to identifying? Does that notch the terror down to maybe low-level-eat-some-chocolate anxiety?

I love hearing from you!

What do you WIN? For the month of JULY, for 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).

NEW CLASSES!

steampunk, writingClass Title: Building a Believable Steampunk World

Instructor: Cait Reynolds

Price: $50.00 USD Standard

Where: W.A.N.A. Digital Classroom

When: FRIDAY, July 20, 2018. 7:00-9:00 p.m. EST

REGISTER HERE

Who doesn’t love some steampunk cosplay? Corsets, goggles, awesome hats…

Steampunk has become one of the hottest genres today, crossing the lines of YA, NA, and adult fiction. It seems like it’s fun to write because it’s fun to read.

However, there’s a world of difference between the amateur steampunk writer and the professional steampunk author, and the difference lies in the world they create.

Is your steampunk world historically-accurate enough not to jar the reader out of the narrative with anachronisms? Does your world include paranormal as well as steampunk? Are the gadgets and level of sophistication in keeping with the technologies available at the time?

Steampunk is not an excuse to take short-cuts with history. Good writing in this genre requires a solid grasp of Victorian culture and history, including the history of science, medicine, and industry.

This shouldn’t scare you off from writing steampunk, but it should encourage you to take this class and learn how to create a world that is accurate, consistent and immersive.

This class will cover a broad range of topics including:

  • Not-So-Polite Society: Just how prim and Victorian do you want to get?
  • Grime and Gears: How to research Victoriantechnology, science, medicine, and industry without dying of boredom?
  • Putting the ‘Steamy’ in Steampunk: How to obey (and more importantly, break) Victorian rules of romance;
  • Keeping it Real…ish: How to drop in historical details without info-dumping, and how to describe and explain your steampunk innovations without confusing.

A recording of this class is also included with purchase.

DYSTOPIA!!


Class Title: World-Building for Dystopian Fiction

Instructor: Cait Reynolds

Price: $50.00 USD Standard

Where: W.A.N.A. Digital Classroom

When: Friday, July 27, 2018. 7:00-9:00 p.m. EST

REGISTER HERE

There’s no greater fear than fearing what dwells deep in the dark corners of human nature. Dystopian literature, for all its bells and zombie whistles, shines an unforgiving light on all those shadows.

Can’t think of any dystopian-genre books off the top of your head? How about:

Farenheit 451, The Hunger Games, The Handmaid’s Tale, 1984, The Lorax, The Stand, Neuromancer, Ender’s Game, Divergent, World War Z, Underground Airlines, Brave New World, Ready Player One, A Clockwork Orange, and Do Androids Dream of Electric Sheep? (just to name a few…)

Still, it’s a challenging genre to write. Done badly, dystopian fiction is the equivalent of that emo kid down the hall in your dorm who drinks way too much coffee and just won’t quit playing The Cure.

Done well? We get the dangerous thrill of skidding close to the edge of moral insanity, looking through a mirror darkly and seeing ourselves and our neighbors, and a hyper-creative outlet that combines the dubious fun of post-apocalyptic totalitarianism (zombies optional) with chilling truths about human nature.

Topics covered in this class include:

  • Having fun with things you shouldn’t: why destroying society is just so much fun!
  • ‘First Fright’ vs. ‘True Fright’: sure, we’re afraid of enforced barcode tattoos because totalitarianism!…but maybe we’re really afraid because it really sounds so seductively convenient;
  • Picking and choosing ‘normal’: how to balance having enough familiarities with society today with creating shocking changes that go right to the heart of our fears;
  • Fear leads to the dark side (unless you’re already there): creating dystopian characters that invite both shock and sympathy;
  • To apocalypse or not to apocalypse: do we really need nuclear fallout or an alien invasion…or can we do it all ourselves?
  • Playing with your food: how to put a new and unique spin on zombies, aliens, and food shortages (i.e. asking critical questions like whether Soylent Green is gluten-free).

A recording of this class is also included with purchase.

About the Instructor

Cait Reynolds is a USA Today Bestselling Author and lives in Boston area with her husband and neurotic dog. She discovered her passion for writing early and has bugged her family and friends with it ever since. She likes history, science, Jack Daniels, jewelry, pasta, and solitude. Not all at the same time. When she isn’t enjoying the rooftop deck that brings her closer to the stars, she writes.

 

BRAND NEW CLASS IN AUGUST!

Kristen Lamb, W.A.N.A. International, business for authors, selling for writers, sales for writers, how to sell more books

Instructor: Kristen Lamb

Price: $50.00 USD Standard

Where: W.A.N.A. Digital Classroom

When: Thursday August 9th, 2018 7:00-9:00 p.m. EST

SIGN UP HERE

Writers are in the entertainment business. Notice the second half of our job title is business. The lifeblood of all business is sales.

But, to be blunt, most creative professionals would rather be stabbed in the face than ‘do sales.’ Yet, if we don’t sell books, our career is doomed (regardless of how we publish).

One of the MAJOR reasons so many people are afraid of sales is because what’s being taught as ‘sales’ is actually ‘direct marketing.’

Direct marketing is NOT sales. It IS, however, pushy, icky, and hasn’t been effective since The Spice Girls were cool.

Sales can be fun. In fact, believe it or not, humans are wired for sales. It’s part of our biology. Problem is, humans are also wired to overcomplicate things…which is why so many of us freak out over sales.

This class is to remove the fear factor and clarify what selling entails for the professional author. Not all products are sold the same way…which is why there are no late-night infomercials hawking Hadron Colliders or F-16 fighter jets. Our sales approach must align with the product we’re selling, or we’re doomed before we begin.

This class will cover:

  • Why direct marketing doesn’t sell books;
  • Tame wasters versus time savers;
  • How to be paid what we are worth;
  • Ways we can make ads, promotions and marketing far more effective;
  • The unique way books must be sold;
  • How to set goals and create a scalable strategy;
  • Explore the S.W.O.T. analysis and why we need one;
  • How to differentiate our brand and product in an over-saturated marketplace;
  • AND MORE!

***A FREE recording is included with class purchase.

 

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

Sales can be one of the most terrifying words in the English language. If one happens to be a creative professional, let’s just multiply that fear level by ten…or a thousand.

In fact, many writers long to sign with legacy publishers for the sole reason they believe a major publisher will tend to all that vulgar sales business for them so they can simply write and create!

*clutches sides laughing*

It’s cool. I once thought the same. We’re all friends and philistines here.

The hard truth is that, even if we are fortunate enough to score a contract with NYC, if our book doesn’t sell, the publisher will eventually have to cut their losses (‘losses’ being code for ‘writers who fail to sell enough books’).

Publishing houses are businesses not charities, and throwing good money after bad is better left to Hollywood. This said, the idea of having to ‘do sales’ is still enough to make many creatives break out in hives.

Deep Breaths

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

We writers have a nasty habit of black-and-white thinking in regards to sales. In our minds, there are only TWO approaches to selling.

One approach is to be on every single social site running marketing blitzes, promotional campaigns, holding contests, and blasting people with emails/newsletters until they buy a book…or file for a restraining order.

The other option is we never tell anyone we’re an author or—GASP—that we have a book(s) for sale. Short of applying for WITSEC, we do everything and anything to hide that we’re a writer, including our NAME (refer to The Problem with Pen Names).

In an effort to avoid ‘sales’ we pretty much guarantee we’ll never sell any books…thus fulfilling the societal assumption that writers are all broke losers.

***We’ll tackle that bugaboo later.

I believe most writers are afraid of sales because they don’t understand what sales actually IS. Remember, we writers are in the entertainment business. Notice half that word is business and I dare you to name any business that will last very long without any sales.

And before y’all have a panic attack, what’s the title we authors covet most? New York Times Best Selling Author. Notice the title isn’t New York Times Best Writing Author. 

Even though it should be *grumbles*.

Evolution is Real

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

Before we tackle misconceptions about sales, I want to point out that we’re no longer in the 20th century. I know, time flies, right? The audience (customer base) of 2018 has evolved and what worked in the 90s no longer works today. Doing MORE of what doesn’t work is…well, stupid.

Alas, I cannot count how many sales books, training programs, etc. still push tactics that are almost twenty years out of date.

Our customers have evolved, which means sales, promotion, marketing, branding, etc. must evolve as well or it will be virtually impossible to create meaningful connections that yield results.

Think of the English language. Have you ever tried to read the original Beowulf in Old English? To spare your eyes and WordPress from a cascading font meltdown, just listen to this for 15 seconds.

Or five.

YES, THIS IS ENGLISH! Brought to us courtesy of Realm of History who apparently got someone drunk enough to be able to pronounce the words properly (as if anyone other than Cait would correct them *rolling eyes*)…

Can you imagine if we tried to hold a conversation speaking this way? Good luck getting a date, a job, or ordering a hamburger.

If the world has evolved, we’re wise to keep pace.

Sales Has NOT Evolved…Much

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

This profession is as old as time. In fact, sales has been around since Og first realized others wanted the pointy sticks he’d become rather adept at crafting. #TrueStoryIJustMadeUp

Once Og grasped that others were willing to give him berries, nuts, and shiny rocks in exchange for one of his pointy sticks, the concept of business/trade emerged and an entrepreneur was born!

Og, being the clever Homo ergaster he was, eventually realized a fellow tribe member might even offer a couple of hot daughters in exchange for a large order of extra-pointy sticks. So, he recruited his drinking buddies Ag and Ug to help.

In doing this, Og unwittingly discovered scalability.

Og understood that, the more pointy sticks he could fashion and the pointier the pointy stick, the better. This meant he also needed to find ways to let others know about his pointy sticks. Maybe even demonstrate some advantages of owning a pointy stick on say a fish, a squirrel, or an annoying neighbor.

Welcome to SALES!

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

Once we appreciate sales has been around since the dawn of time and is vital and necessary, we can relax a little. While sales in and of itself is a permanent societal fixture, tactics have to evolve. Don’t believe me? Try stabbing an annoying neighbor to demonstrate that knife you’re trying to sell and…point made.

*Bada bump snare*

Now that we’ve settled that sales is a good thing that’s here to stay, let’s do some myth-busting. I feel once we separate facts from fiction, it will be far easier to face our fears.

***Bonus points there for alliteration 😛 .

Myth #1: The high-pressure, fast-talking, aggressive personality is necessary to be good at sales.

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb
AHHHHHHH!

Wrong.

There seems to be this cultural idea of what ‘personality’ is required in order to be successful in sales. Usually this is the fast-talking, Type A ‘extrovert’ willing to pummel any prospect into a purchase.

This is total bull sprinkles.

Yes, this type of salesperson exists and, odds are, we’ve all run into one…then run away from one. Good news is we’re now in the digital age.

The high-pressure, fast-talking, aggressive salesperson is a relic best left in the 90s with shoulder pads, fanny packs, the McPizza…and these things.

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

In the old days, badgering had no consequences. Now? We now can unfriend, unfollow, block, and unsubscribe. Or, if nothing else works, we can post on social media that this business or product is to be avoided more than The Black Death pandering a litter of rabid kittens in need of a loving home.

Myth #2: Salespeople Sell Stuff & Good Salespeople Sell A LOT of Stuff

Yeah, no. Not exactly.

Salespeople solve problems. Good salespeople solve a lot of problems or solve bigger problems.

That’s it.

The better a person solves problems, the more money they make. Why? Because happy customers LOVE to share a win because it makes us feel super smart, and we like to brag. Also, humans dig being helpful.

This is called ‘word-of-mouth.’

Simple.

Why so many ‘sales tactics’ fail is the seller fixates on selling the product (their needs) instead of focusing on the best way to solve problems (the consumer’s needs).

I get that newsletters, automation, and email marketing are all the rage. Somewhere, somehow my business email was rufied and taken hostage. I’m relentlessly bombarded with emails from authors (or ‘PR firms’ representing authors) all wanting something FROM ME.

Read MY FREE book. Review MY FREE novel. Share MY FREE series with YOUR friends!

This is NOT SALES.

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

Sales is when someone solves my problems, not when some stranger ambushes me to solve a long@$$ list of their problems.

Some random writer’s lackluster sales are NOT my problem. When the author (or their ‘PR firm’) craps up my email with fresh lists of demands guised as doing me some kind of a favor (I.e. Offering ME a chance to interview THEM about THEIR BOOK…on MY BLOG?)…

*deep cleansing breaths* ….they’re not a solution to ANY of my problems.

They’re an additional problem.

Because when I get an average of twelve of these kinds of emails a day, it makes it a bugger to find messages salient to doing my job. This doesn’t make me want to buy their books.

It makes me want to save that money to fund anyone willing to develop technology that delivers a non-lethal but painful electrical shock to anyone who spams me.

Myth #3: More is MORE

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

I mentioned earlier that we were no longer in the 20th century, but many marketers and promoters simply don’t grasp this. Or they don’t care to because being lazy and uncreative is easier.

See, it wasn’t until the late 90s and early aughts that computers and laser printers lowered the barrier to entry for businesses who wanted to use printed material for advertising.

This might seem like no big deal, but Kinko’s (and their ilk) started a small trend that’s turned into an unrelenting MONSTER—direct marketing.

Y’all have to understand that, before roughly 1998, printing was ridiculously expensive. Only big companies with massive budgets could afford to print anything on a large scale.

***This is why business cards used to actually impress people. Also, if you lost your cat, you only put up fliers if you liked (or feared) that cat…a lot.

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

Anyway, cheap printing breathed life into the golem we know as direct marketing (a.k.a. junk mail). Then, once more people owned computers and used email, direct marketing simply migrated to another place to bug the $#@! out of us.

Now? Social media is experiencing this same devolution. Too many authors (mistakenly) believe they need to be on all sites all the time to sell, sell, sell which is why there’s so much automation.

But riddle me this.

If we didn’t want the spam served as paper in our mailbox, and we didn’t want it served virtually in our email, why would it magically become appealing when plastered on our Facebook wall?

Hint: It doesn’t.

Capitalism 101

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

We live in an age with countless choices, unlimited options, lower and lower prices, and in every color we could want. Even with SPARKLES! Cheap and FREE are invasive species glomming up the business ecosystem and making us all sick.

To succeed in any business, the goal is not to replicate what’s already abundant, but rather to take time and zero in on what is scarce.

So what’s scarce? For the sake of brevity I’ll name a biggie.

Trust

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb
I’m just watching you. Honest!

All brands, businesses, services and products must earn the customer’s trust. The reason spamming ‘readers’ with free books is so ineffective is that FREE alone is insufficient to close the trust gap, especially in areas the customer stands to lose more than they gain.

There are many instances where FREE has zero impact and perhaps a negative impact on the purchase decision.

For example, would you hire a nanny to watch your children while you went to work because she offered her first week on the job FREE? A new skydiving business opens and first jump from 16,000 feet is FREE! New tattoo artist, and first tattoo is FREE!

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

Granted, my examples sound crazy but why is FREE not super valuable in these instances? Because whoever is offering the FREE product or service is a stranger we don’t know or trust. We (customers) also stand to lose more than we gain. This is the important difference when considering FREE as a sales strategy.

The COST of FREE

If I’m in the store and a smiling rep offers me FREE a sample of sparkling juice, cool! Costs me nothing and the worst case is I dislike the taste. But, when an author who’s never so much as said hello to me offers me a FREE book, this costs my most valuable resource and the one that’s nonrenewable.

TIME.

And, since the book is being handed out to total strangers FREE, this makes me question why. If the book was actually good, why are they giving it away for nothing? This is when I deduce that FREE will cost me and I decline.

My decision might have been different had the author done something ahead of time to close the trust gap between us. This is why the social media platform and brand is essential if we hope to sell books.

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

Social media isn’t a new and improved way to spam people and push ads.

Used properly, social media is one of the most powerful ways to close the trust gap between unknown author and potential readers by establishing then growing relationships.

Too many writers are using social media ‘for business’ and then hang out with their ‘real friends’ elsewhere. They’re mystified why their books aren’t selling yet they’re failing to recognize they’ve skipped a crucial step.

In their rush to promote, they never created rapport with their potential audience and thus remain an unknown. The harder they market and the more they promote, the more they widen the trust gap into a trust chasm.

What is Our BUSINESS?

sales, book sales, how to improve book sales, book marketing, marketing for authors, marketing for writers, how to promote your book, Kristen Lamb

We writers are in the business of storytelling. Great stories are our business, our product and our single greatest selling tool. Outstanding books solve a lot of life’s problems.

Just ask anyone stuck in an airport with no wifi.

The best ‘sales strategy’ for selling a lot of books is to take the time, effort and money one might be tempted to pour into a steady stream of ‘promotional campaigns’ and write excellent stories instead. LOTS OF THEM. Write books people enjoy so much they can’t wait to share their experiences.

Delighted readers are the best salesforce of all…and they not for sale 😉 .

What Are Your Thoughts?

***Sorry to be away so long. Got summoned for jury duty and NO they didn’t pick me *shock face*.

Does this post make you feel a little bit better about sales? Clearer about what to DO on social media? Yes, it is OKAY to have fun and YES, post the kitten videos. It is also perfectly okay to advertise, promote and market…eventually.

Just that whole horse ahead of the cart thing.

Are you afraid of your email, too? I have three that I finally let go feral. There has to be a name for ‘fear of email.’ Do y’all have a theory why I wasn’t picked for jury duty? Bonus points for creativity 😀 . Let’s have some FUN!

I love hearing from you!

What do you WIN? For the month of JUNE, for 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).

NEW CLASSES!

steampunk, writingClass Title: Building a Believable Steampunk World

Instructor: Cait Reynolds

Price: $50.00 USD Standard

Where: W.A.N.A. Digital Classroom

When: FRIDAY, July 20, 2018. 7:00-9:00 p.m. EST

REGISTER HERE

Who doesn’t love some steampunk cosplay? Corsets, goggles, awesome hats…

Steampunk has become one of the hottest genres today, crossing the lines of YA, NA, and adult fiction. It seems like it’s fun to write because it’s fun to read.

However, there’s a world of difference between the amateur steampunk writer and the professional steampunk author, and the difference lies in the world they create.

Is your steampunk world historically-accurate enough not to jar the reader out of the narrative with anachronisms? Does your world include paranormal as well as steampunk? Are the gadgets and level of sophistication in keeping with the technologies available at the time?

Steampunk is not an excuse to take short-cuts with history. Good writing in this genre requires a solid grasp of Victorian culture and history, including the history of science, medicine, and industry.

This shouldn’t scare you off from writing steampunk, but it should encourage you to take this class and learn how to create a world that is accurate, consistent and immersive.

This class will cover a broad range of topics including:

  • Not-So-Polite Society: Just how prim and Victorian do you want to get?
  • Grime and Gears: How to research Victoriantechnology, science, medicine, and industry without dying of boredom?
  • Putting the ‘Steamy’ in Steampunk: How to obey (and more importantly, break) Victorian rules of romance;
  • Keeping it Real…ish: How to drop in historical details without info-dumping, and how to describe and explain your steampunk innovations without confusing.

A recording of this class is also included with purchase.


Class Title: World-Building for Dystopian Fiction

Instructor: Cait Reynolds

Price: $50.00 USD Standard

Where: W.A.N.A. Digital Classroom

When: Friday, July 27, 2018. 7:00-9:00 p.m. EST

REGISTER HERE

There’s no greater fear than fearing what dwells deep in the dark corners of human nature. Dystopian literature, for all its bells and zombie whistles, shines an unforgiving light on all those shadows.

Can’t think of any dystopian-genre books off the top of your head? How about:

Farenheit 451, The Hunger Games, The Handmaid’s Tale, 1984, The Lorax, The Stand, Neuromancer, Ender’s Game, Divergent, World War Z, Underground Airlines, Brave New World, Ready Player One, A Clockwork Orange, and Do Androids Dream of Electric Sheep? (just to name a few…)

Still, it’s a challenging genre to write. Done badly, dystopian fiction is the equivalent of that emo kid down the hall in your dorm who drinks way too much coffee and just won’t quit playing The Cure.

Done well? We get the dangerous thrill of skidding close to the edge of moral insanity, looking through a mirror darkly and seeing ourselves and our neighbors, and a hyper-creative outlet that combines the dubious fun of post-apocalyptic totalitarianism (zombies optional) with chilling truths about human nature.

Topics covered in this class include:

  • Having fun with things you shouldn’t: why destroying society is just so much fun!
  • ‘First Fright’ vs. ‘True Fright’: sure, we’re afraid of enforced barcode tattoos because totalitarianism!…but maybe we’re really afraid because it really sounds so seductively convenient;
  • Picking and choosing ‘normal’: how to balance having enough familiarities with society today with creating shocking changes that go right to the heart of our fears;
  • Fear leads to the dark side (unless you’re already there): creating dystopian characters that invite both shock and sympathy;
  • To apocalypse or not to apocalypse: do we really need nuclear fallout or an alien invasion…or can we do it all ourselves?
  • Playing with your food: how to put a new and unique spin on zombies, aliens, and food shortages (i.e. asking critical questions like whether Soylent Green is gluten-free).

A recording of this class is also included with purchase.

About the Instructor

Cait Reynolds is a USA Today Bestselling Author and lives in Boston area with her husband and neurotic dog. She discovered her passion for writing early and has bugged her family and friends with it ever since. She likes history, science, Jack Daniels, jewelry, pasta, and solitude. Not all at the same time. When she isn’t enjoying the rooftop deck that brings her closer to the stars, she writes.

 

AUGUST CLASSES

 

Kristen Lamb, W.A.N.A. International, business for authors, selling for writers, sales for writers, how to sell more books

SALES…for those who’d rather be stabbed in the face.

Instructor: Kristen Lamb

Price: $50.00 USD Standard

Where: W.A.N.A. Digital Classroom

When: Thursday August 9th, 2018 7:00-9:00 p.m. EST

REGISTER HERE

Writers are in the entertainment business. Notice the second half of our job title is business. The lifeblood of all business is sales.

But, to be blunt, most creative professionals would rather be stabbed in the face than ‘do sales.’ Yet, if we don’t sell books, our career is doomed (regardless of how we publish).

One of the MAJOR reasons so many people are afraid of sales is because what’s being taught as ‘sales’ is actually ‘direct marketing.’

Direct marketing is NOT sales. It IS, however, pushy, icky, and hasn’t been effective since The Spice Girls were cool.

Sales can be fun. In fact, believe it or not, humans are wired for sales. It’s part of our biology. Problem is, humans are also wired to overcomplicate things…which is why so many of us freak out over sales.

This class is to remove the fear factor and clarify what selling entails for the professional author. Not all products are sold the same way…which is why there are no late-night infomercials hawking Hadron Colliders or F-16 fighter jets. Our sales approach must align with the product we’re selling, or we’re doomed before we begin.

This class will cover:

  • Why direct marketing doesn’t sell books;
  • Tame wasters versus time savers;
  • How to be paid what we are worth;
  • Ways we can make ads, promotions and marketing far more effective;
  • The unique way books must be sold;
  • How to set goals and create a scalable strategy;
  • Explore the S.W.O.T. analysis and why we need one;
  • How to differentiate our brand and product in an over-saturated marketplace;
  • AND MORE!

***A FREE recording is included with class purchase.

About the Instructor

Kristen LambKristen Lamb is the author of the definitive guide to social media and branding for authors, Rise of the Machines—Human Authors in a Digital World. She’s also the author of #1 best-selling books We Are Not Alone—The Writer’s Guide to Social Media and Are You There, Blog? It’s Me, Writer. She’s just released her highly acclaimed debut mystery-thriller The Devil’s Dance.

Kristen has written over twelve hundred blogs and her site was recognized by Writer’s Digest Magazine as one of the Top 101 Websites for Writers. Her branding methods are responsible for selling millions of books and used by authors of every level, from emerging writers to mega authors.


steampunk, writing

CLOCKWORK & CORSETS: BUILDING A BELIEVABLE STEAMPUNK WORLD

Instructor: Cait Reynolds

Price: $50.00 USD Standard

Where: W.A.N.A. Digital Classroom

When: FRIDAY, August 3, 2018. 7:00-9:00 p.m. EST

REGISTER HERE

Who doesn’t love some steampunk cosplay? Corsets, goggles, awesome hats…

Steampunk has become one of the hottest genres today, crossing the lines of YA, NA, and adult fiction. It seems like it’s fun to write because it’s fun to read.

However, there’s a world of difference between the amateur steampunk writer and the professional steampunk author, and the difference lies in the world they create.

Is your steampunk world historically-accurate enough not to jar the reader out of the narrative with anachronisms? Does your world include paranormal as well as steampunk? Are the gadgets and level of sophistication in keeping with the technologies available at the time?

Steampunk is not an excuse to take short-cuts with history. Good writing in this genre requires a solid grasp of Victorian culture and history, including the history of science, medicine, and industry.

This shouldn’t scare you off from writing steampunk, but it should encourage you to take this class and learn how to create a world that is accurate, consistent and immersive.

This class will cover a broad range of topics including:

  • Not-So-Polite Society: Just how prim and Victorian do you want to get?
  • Grime and Gears: How to research Victoriantechnology, science, medicine, and industry without dying of boredom?
  • Putting the ‘Steamy’ in Steampunk: How to obey (and more importantly, break) Victorian rules of romance;
  • Keeping it Real…ish: How to drop in historical details without info-dumping, and how to describe and explain your steampunk innovations without confusing.

A recording of this class is also included with purchase.

About the Instructor

Cait Reynolds is a USA Today Bestselling Author and lives in Boston area with her husband and neurotic dog. She discovered her passion for writing early and has bugged her family and friends with it ever since. She likes history, science, Jack Daniels, jewelry, pasta, and solitude. Not all at the same time. When she isn’t enjoying the rooftop deck that brings her closer to the stars, she writes.

 


When Your Name Alone Can Sell

Instructor: Kristen Lamb

Price: General Admission $55.00 USD/ GOLD Level $175

Where: W.A.N.A. Digital Classroom

When: Thursday, August 16th, 2018. 7:00-9:00 p.m. EST

REGISTER HERE

LEARN TO BE A BRAND BOSS!

All authors need a brand, so this class teaches how to locate and cultivate your audience into passionate fans who BUY YOUR BOOKS!

How can you grow your platform and turn your name alone into a bankable asset? Not as hard as you might have been led to believe.

You DO NOT need to be a tech guru/mega-high-pressure-sales person to excel at this. In fact, best you aren’t.

Yet, the reality is that in the digital age of commerce, consumers rely on brands more than ever in human history. They’re overwhelmed and we can help them out….by finding US.

Consumers (which is code for readers) buy from who they know, like and trust. In a sea of infinite choices a powerful NAME is a tremendous asset.

Can you say “James Patterson”?

The single largest challenge all writers face in the digital age is discoverability and connecting with our audience is a challenge but nothing we can’t handle.

This class will address:

  • What is a brand? How to make one uniquely your own.
  • How to BE YOU! You’re a writer, not an insurance salesman!
  • Harness your imagination & creativity for better results (No one likes SPAM, so don’t serve it!).
  • How to use this information to locate, engage and cultivate an audience.
  • Myths about exposure.
  • Common scams that will wreck your brand and earning ability.
  • Why most promotion is a waste of money.
  • A list of expensive and not-so-bright ideas for reaching readers.
  • Knowing when and HOW to promote.

Overall this class is about working smarter not harder. This class is to teach you to think strategically so all energy is focused. Sure, we have to hustle, but why not hustle and there be an AUTHENTIC PAYDAY for all that hard work?

GOLD LEVEL AVAILABLE: This is you working with me (Kristen Lamb) for 90 minutes building, defining, refining your brand and putting together a PLAN! Time is money and professional consulting saves BOTH.

****A FREE recording is included with purchase of this class.

About the Instructor

Kristen LambKristen Lamb is the author of the definitive guide to social media and branding for authors, Rise of the Machines—Human Authors in a Digital World. She’s also the author of #1 best-selling books We Are Not Alone—The Writer’s Guide to Social Media and Are You There, Blog? It’s Me, Writer. She’s just released her highly acclaimed debut mystery-thriller The Devil’s Dance.

Kristen has written over twelve hundred blogs and her site was recognized by Writer’s Digest Magazine as one of the Top 101 Websites for Writers. Her branding methods are responsible for selling millions of books and used by authors of every level, from emerging writers to mega authors.

 

Screen Shot 2013-03-08 at 7.05.24 AM

Any of you who regularly follow my blog know that I am totally out of my mind a bit eccentric. The seed for this brilliant idea was actually planted a couple years ago when I was speaking in Idaho. I have a doctor’s appointment this morning, so I’m taking this opportunity to rerun my all-time favorite post.

Anyway, where was I? Oh yes. Idaho. After lunch, I had to dash to the Ladies’ Room. As I closed the door to the stall, I noticed all the advertising on the back of the bathroom door. This cluttered wall of ads made me think about all the authors spamming non-stop about their books on Facebook and Twitter.

Writers were becoming worse than an Amway rep crossed with a Jehovah’s Witness. I mean, could the author book promotion get any more invasive?

Wait…

Maybe it could *evil laugh*.

I’ve blogged so many times about the dangers of automation and how spamming people is counterproductive. I’ve talked until I am blue about how advertising our books has a terrible ROI (return on investment) and how most people don’t pay attention to it. Ah, but then it hit me. The main reason spam doesn’t work is because people ignore it and no longer “see” it, but what would they see?

Panty Prose—Not Advertising, PADvertising (TM)

We all know that roughly 85% of readers are women, and what do women need? Panty liners. YES, but what do they need more than springtime fresh girl parts? More FREE! books. Indie authors shouldn’t spam about their latest book release or free title on KDP select.

Why?

Because it’s rude? No! Because it is obnoxious? Not quite. Because it smacks of desperation? Not at all. The reason authors shouldn’t spam about their books is because spam is for amateurs.

The real writer of the Digital Age doesn’t settle on blasting out non-stop self-promotional tweets. That is SO 2011. The REAL writer of the Digital Age realizes a captive audience is a a buying audience.

Catch readers with their pants down with Panty Prose.

Panty Prose is perfect for the indie author. Most readers are female and even females need something to read in the bathroom. We at Panty Prose (a new imaginary division of W.A.N.A. International) have teamed up with Always against their will to offer your readers the best deals right in their pants.

Panty Prose not only offers you PADvertising to a guaranteed clientele, but we have all kinds of layouts to suit your PADvertising needs. Technology is your friend with Panty Prose. Put your book where it counts…

Screen Shot 2013-03-08 at 7.06.52 AM

At Panty Prose, we even make it affordable for you to place your face in your reader’s pants…

Screen Shot 2013-03-08 at 7.07.23 AM

As you can see, Panty Prose is inserting your ads into a virgin market begging to be tapped.

Why are all the romance authors hyperventilating?

Anyway, while others might see a protective strip that gets tossed in the bin, we see an unused space to PADvertise your latest novel AND save trees! Instead of throwing away that paper strip, we can print of lines from your book so fans can collect them ALL…

Kristen Lamb, Author Kristen Lamb, WANA, We Are Not Alone
Make Your Readers Want MORE….

Make Your Readers Your Fan for ALWAYS….

Panty Prose is dedicated to keeping women fresh while selling your books. Attending a writing conference? Well, there is a bathroom and everyone knows that even agents can’t hold it forever. They will have to go potty sometime. Why not help them out? Keep them springtime fresh and give them your query. Elevator pitches are for losers, when you can use the Panty Pitch. The Panty Pitch comes in three fragrances, Sonnet’s Eve, New Office Supplies, and Cinnabon.

Panty Pitch:

Save agents time and keep them fresh!
Save agents time and keep them fresh!

Panty Prose for the Published Professional is a smart, savvy way to stand out from all the competition that still is relying on scheduled tweets and auto-DMs. Make an impression that will last for Always.

Okay, okay I’ll stop. You know you’ve reached a whole new level of weird when you spend an entire day Photoshopping your face onto panty liners. But you know I am on to something! W.A.N.A. is dedicated to giving you the evil genius you need for success. Aside from Panty Prose, what other “free spaces” could we exploit for book advertising? You know, to catch those who missed our 23 tweeted links, 6 auto DMs and five form letters.

So what do you think? Has the book spam gotten completely out of control? Are there other ways you can think of that are utterly invasive creative ways to market our books (Keep it PG, Please :D)?

What are your thoughts? And make sure to check out the upcoming classes below! Especially the Book Bootcamp!

I LOVE hearing from you guys!

****The site is new, and I am sorry you have to enter your information all over again to comment, but I am still working out the kinks. Also your comment won’t appear until I approve it, so don’t fret if it doesn’t appear right away.

Also know I love suggestions! After almost 1,100 blog posts? I dig inspiration. So what would you like me to blog about?

Talk to me!

And to prove it and show my love, for the month of APRIL, 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).

SIGN UP NOW FOR UPCOMING CLASSES!!! 

Remember that ALL CLASSES come with a FREE RECORDING so you can listen over and over. So even if you can’t make it in person? No excuses! All you need is an internet connection!

Be a Better Hooker (How to Write a Compelling Newsletter)

April 29th $45

In this class, learn how to compose a newsletter that is entertaining and compelling—and all without stealing most of your writing time. Learn how to get your hooks in your readers and keep them until the end.

With a mailing list of over 15K subscribers, mystery/thriller author Jack Patterson will share some of his tips that will spice up your newsletter and get your subscribers opening it up every time you send one out.

BUNDLE DEALS!!! 

Book Bootcamp  $99 ($130 VALUE)

Book Bootcamp GOLD $269 ($430 VALUE) This includes the log-line class, antagonist class, the character class AND a three-hour time slot working personally with ME. We will either plot your idea or, if your novel isn’t working? Fix it! Appointments are scheduled by email. Consults done by phone or in virtual classroom.

Individual Classes with MOI!!! 

Pitch Perfect—How to Write a Query Letter and Synopsis that SELLS! $45 May 25th, 2017

Blogging for Authors $50 April 27th, 2017

Your Story in a Sentence—Crafting Your Log-line $35 May 4th, 2017

Bullies & Baddies—Understanding the Antagonist $50/$200 (Gold) May11th, 2017

The Art of Character $45 May 18th, 2017

NEW CLASSES/INSTRUCTORS!!! 

Growing an Organic Platform on Facebook $40 May 6th, 2017 Lisa Hall-Wilson is BACK! She is an expert on Facebook so check out her class!

Method Acting for Writers: How to Write in Deep POV $85 for this TWO WEEK intensive workshop with editor and writing instructor Lisa Hall Wilson.

Shift Your Shifter Romance into HIGH Gear $35 May 19th with powerhouse editor Cait Reynolds.

Researching for Historical Romance (How to NOT Lost 6 Hours of Your Life on Pinterest) $35 May 20th

 

For those who need help building a platform and keeping it SIMPLE, pick up a copy of my latest social media/branding book Rise of the Machines—Human Authors in a Digital World on AMAZON, iBooks, or Nook

 

Screen Shot 2016-04-27 at 11.42.26 AM

Last time we all commiserated about feeling stuck. Lately, it’s been really bizarre. I’ve been at this writing thing since long before self-pub, but recently the feeling of author despondency seems to be heavy…everywhere. Maybe it’s the vastness of the internet, the fact that all the old ways and old rules are gone. Sales are stuck. We are stuck. We have this general feeling of anxiety and I do feel it’s worse now than ever.

So no, you were NOT imagining it.

Stuck happens, especially for those who choose to go pro. See, success in anything is not this straight line that shoots at a perfect angle ever upwards. It is fraught with setbacks. Some we can control, some we can’t.

Screen Shot 2016-04-27 at 10.14.05 AM

But as I said last post, the most critical step is to admit we have a problem lest we give up and OD on brownie batter and Game of Thrones.

What Do We Do?

The next step is to see exactly what kind of problem(s) we are having.

If we don’t stop and assess what precisely might be going sideways, we’re just going to sink ever deeper into despair because the right brain is terrible at planning. The right brain tells us we aren’t selling books because we are a fake, that our thighs are chubby and that ice cream solves all that ails us.

Right brain is a bit of a drama queen.

Typical day as a writer...
Typical day as a writer…

Left brain is better at problem-solving.

What If My Career Is Going Nowhere?

I always like to begin by looking at the actual product for sale. The writing is where we exercise the most control and why waste energy fixing marketing if the product needs help?

Good marketing sells good books faster.

It’s science 😛 .

If the product is fine good great, then maybe we need to shift to the marketing end of things and stop editing the magic out of something that is actually good to go.

Do we have a brand? Really. An actual brand? Or are we unfocused? Is our message unclear? Is it failing to resonate? Why? Why aren’t people picking up on what we are putting out?

Perhaps our sales tactics are off. Now, there’s the word that makes almost all writers break out in hives—sales—but before we progress I want you to breathe and I am going to tell you that most people love a good salesperson. These days even more so.

Seriously.

THIS IS NOT AUTHENTIC SALES…

AHHHHHHH!
AHHHHHHH!

Unfortunately, though, this is what too many writers are doing.

You don’t believe me that people love a good salesperson? All right. Think about when you get a really excellent server at a restaurant. Don’t you return time and time again? And ask for that server?

I LOVE shopping at the stores where, if the pants don’t fit, a smiling friendly salesperson appears with the next two sizes so I don’t have to struggle back into clothes and pack up the Spawn to find a bigger pair. Or maybe she even brings the ones that I missed that were ON SALE and cut to fit me better.

*swoons*

Don’t you miss the bookstore where the staff had read every new title and could save you buying a real stinker?

AUTHOR MOJO KILLER—Mass Marketing and the RACE to FREE!

Screen Shot 2014-07-25 at 10.33.50 AM

In my opinion, mass marketing and well, mass “everything” ruined the art of sales. See, if you look at what a salesperson truly does, it looks absolutely nothing like all this spam crap we’ve seen.

With the advent of mass marketing and mass mailers in the 90s, we began to see the decline of the true salesperson. It became more about businesses flinging out a thousand coupons into the ether and hoping someone bit. It was far cheaper to send out mailers and coupons (and later e-mails) than it was to employ an actual sales staff who went out, in person and connected.

In the 90s and early 00s this shotgun tactic was pretty successful, namely because not everyone was doing it. But then our culture hit a saturation point and the actual structure of the human brain evolved to literally un-see all the crap being flung its way.

The only way (initially) to counter the ineffectiveness of mass mailings became a race to the bottom on PRICE. Who could give away the most stuff and the deepest discounts and the most FREE?

This has happened in publishing and writers are seriously hurting from the over reliance on mass marketing which breeds this unnecessary race to the bottom. But how do we avoid this, especially these days where there’s all this noise?

Refuse to Play By the Rules

BOO-YAH!
BOO-YAH!

There’s a saying, You can’t win if you don’t play. And this is the one a lot of writers bite….then get bitten.

Let me posit this instead.

You can’t lose if you don’t play.

Refuse to play the game by the “given” rules. History has proven time and again that the little guy who wins big refuses to play by the “rules.”

Think of one of the greatest underdog stories in history! David and Goliath. David, the little shepherd boy who killed the giant and saved Israel. On the surface it seems nothing short of a miracle that he won.

But upon closer inspection…

Back in the day, armies had a tradition of pitting their best warriors to combat. Winner took all. This minimized casualties. As the story goes the Philistines put out their best warrior, Goliath and he was the size of a semi. He was heavily armored and his sword was so massive regular men couldn’t lift it let alone wield it.

The Isrealites were all losing their mind. How can we beat this guy? We…are…doomed.

David steps up with some smooth stones from a river bed and puts Goliath down in one shot. Miracle! Perhaps but not totally.

Here’s the thing, David was a slinger. Slingers were projectile warriors (artillery). An experienced slinger could seriously injure or kill a target up to 200 yards and they were crazy accurate (precursor to modern snipers).

Goliath was challenging the Israelites to “single combat” and expected a hand-to-hand fight that relied on strength and armor. David understood he could not lose if he didn’t play. He refused to play Goliath’s game.

Instead, he used speed and maneuverability and hit Goliath between the eyes (only place not protected by armor) with a projectile that had the force of a modern handgun.

In layman’s terms? Goliath didn’t realize he was the first dude who brought a knife to a gunfight.

Screen Shot 2016-04-27 at 11.21.44 AM

What Does This Mean?

First of all, I advise losing the fear of sales because most of what is going on around us (book spam, free stuff, giveaways) is not sales. If we are in a modern world filled with overwhelmed and distracted people? They are going to gravitate to those who authentically connect them to what they want and need (brand built on relationships).

Secondly, we have to ask why we just don’t bring a GUN to the knife fight? If we can’t win this thing doing the same stuff as everyone else? Then how CAN we win?

Good question.

A Handy Checklist To Help

  • Am I spending too much time feeling instead of planning and doing?

  • Have I been really honest about where I need to improve?

  • Have I done everything I can to make my product appealing?

  • Is the writing really strong enough? Have I had enough good feedback to know? (Btw, ten members of a critique group and a handful of reviews might not be giving you the accurate picture you need).

  • If I am querying, do I have a good pitch? Am I shooting myself in the foot because my idea is not solid? Do I have enough feedback/information to repair it on my own?

  • Do I have enough books for sale? Am I resting too much on too little?

  • Am I too slow at plotting?

  • Am I marketing the same way as everyone else? Am I really being fresh or am I bringing a knife to a knife fight?

  • Do I have a brand? Really? Is my name alone a bankable asset?

  • What can I do differently that others are not?

  • Am I spending time in the right ways or even in the correct places?

I know some of this sounds “No, duh, Kristen” but really it isn’t. I edit SO many works where the prose is beautiful, but there is no plot or a weak plot. Or the story is all over. Or it needs some serious cutting. Or the author is new and has crammed what should be a five-book series into one book.

Same in marketing. A lot of big problems can be repaired with simple solutions.

So to get that mojo back, distract right brain with some free candy and sit down with left brain for an adult conversation. Then take heart that sales (real sales) is not the stuff turning people off. It is OKAY to sell your book.

Finally? We DO NOT have to play by the rules we are handed. Stop letting Goliath pick the battle plan!

Yes, I Brought a “Different” Battle Plan

To take this beyond the cheerleading for some practical stuff I am going to tell you about what I have coming up to specifically help you. If you’re cool with my pom-pom waving? Thanks for coming by for just the blog ((BEAR HUG)). See you in the comments 😉 .

But for those who need a little more…

Kristen’s Battle Plan

I’m a solutions person and so I’m here to help.

We posited a lot of nagging questions Monday, so I put together ways to answer each of these nagging doubts. For those who follow my blog you know I NEVER do this, but time is of the essence. I’m not going to be able to space classes out like usual so I want to tell you about them now.

My tech guy is going to be taking vacation (slacker) so I won’t be able to offer classes in June and so we are going to barrel through this together and I am offering some seriously awesome stuff to help get your mojo back and get you cooking again!

And most of this costs less than dinner at Chili’s.

#1 Is my writing any good?

Good question.

The first five pages of any book are the best selling tool we have aside from the cover. We get a cool cover, it catches attention and then what is a reader going to do next? Look at sample pages. This is where we hook ’em or ‘lose ’em.

Yesterday, I talked about the question we all have of “Gee, am I any good? Is it that my writing sucks?”

Hard to know, but a good way is to get a pro like me who will be brutally honest with your work. I’m offering my First Five Pages class Saturday, May 14th 3:30-5:30 P.M. EST but I’m sweetening the deal.

Come on, the basic class is $40 and you get TWO HOURS with ME 😀 .

Anyone who signs up gets double pages for that level.

Pay for the platinum that offers 20 pages and you get 40. Hey, summer is coming and Spawn will be home from school so take advantage while you can. I now have a PA who can help me make sure edits are returned within 15 business days from the time they are turned in and I seriously have NO idea when my schedule will let up next to do something like this.

I have only done it once before and that was almost a year ago.

Not only do you get the class where I’m going to go over dos and don’ts of hooking a reader (and the recording for free), I’m also offering a way to see if your stuff really is good (and you are imagining things) or maybe it needs more work.

I will give detailed content feedback on your pages. Tell you what to fix and how.

Conversely, if I am all “Yes, and angels where singing while I read!” you know maybe marketing or sales is the problem and you will stop over-editing your stuff.

I’ve also been known to pass that awesome work on to agent friends who love that I do some of the heavy lifting.

#2 Is my plot flawed?

If your plot seems like it is meh or it is falling apart? Take my antagonist class Bullies and Baddies Saturday, May 7th 3:00-5:00 P.M. EST. This is going to answer the BIG questions and the Basic class is $50 for TWO HOURS.

No antagonist? No plot. Weak antagonist? Weak plot.

This class will help make you a master plotter, meaning you can write leaner, meaner faster and cleaner and we all know that compounded sales (more books) is where we start making a good living.

#3 Does my idea stink? HOW is my plot flawed?

I am also rerunning my log-line class Your Story in a Sentence on Friday, May 6th 7:00-8:30 EST and the first ten signups are guaranteed to have their log-line shredded in class. We should be able to tell others (an agent/readers) what our story is about in ONE sentence. If we can’t? Probably a problem. I love this class because it is the best way to diagnose a major problem. This class is only $35.

#4 Is my sales plan (or lack of one) hurting me? Should I do a newsletter?

If you are fairly sure of your product and want other answers, then I highly recommend THIS SATURDAY’S class (3:00-5:00 P.M. EST)  Making Money with FREE. I am team-teaching with Jack Patterson who has sold over 150,000 books in less than four years.

We are going to talk about when and how and where to use free and address why sales might be going nowhere. Also, Jack is a master at the effective newsletter which is largely why I asked him to join me and as always, the recording is FREE.

#5 Do I have a brand? How can I build one?

I have a Branding for Authors class Monday, May 16 7:00-9:00 P.M. EST to help you learn how your name alone can drive sales. Again, only $35. Spend more time writing and less time marketing. This class is all about doing more with less. As always the recording it automatically included.

WHEW!

Thanks for spending time with me and letting me share that and now I love hearing from YOU! Where have you been stuck? Have you been hiding under the covers instead of focusing on a plan? Have you had no idea where to start? Do you think the vastness of the internet is making writers even MORE neurotic?

I love hearing from you!

To prove it and show my love, for the month of APRIL, 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).

For those who need help building a platform and keeping it SIMPLE, pick up a copy of my latest social media/branding book Rise of the Machines—Human Authors in a Digital World on AMAZON, iBooks, or Nook

Image via Drew Coffman courtesy of Flickr Creative Commons
Image via Drew Coffman courtesy of Flickr Creative Commons

Today, we’re going to do something a little different. You want to know one thing I love probably more than anything in the world? Spotting great talent and getting to share it. Thus, today I would like to introduce you to one of my followers who snagged my attention over the holidays and I asked her to come and share her wisdom today because I think we can all gain something from her (even me because am always learning BAY-BEE!).

I would like to introduce, Britt Skrabanek!

****

Indie Author Britt Skrabanek
Indie Author Britt Skrabanek

A lot of you may be wondering how I ended up on Kristen’s blog in the first place. She’s pretty big-time, an influencer—she’s worked her tail off to build her brand presence. Many of us look to her for writing tips we can actually use, knowing some esoteric BS like “If you write it, they will come” will not be waiting in our inbox to insult us.

Chances are, you have no idea who in the heck I am.  But, Ha! Now you do 😀 .

I’m an indie author.

Image via Drew Coffman courtesy of Flickr Creative Commons
Image via Drew Coffman courtesy of Flickr Creative Commons

The other thing I am, even though it’s more difficult to say than “writer”…I’m a businesswoman. Me—a beer-drinking, tree-hugging Yogi in Portland—I’m in the marketing biz.

When Kristen and I were working out logistics for the topic of this guest piece, she said to use my business/social media wisdom with you guys. In her typical no-nonsense wisdom, Kristen said: “There is some savvy to this.”

You know what? There is.

Writing here is a big honor for me. I’ve been following Kristen’s blog since I started my indie author adventure many moons ago. The reason why she was kind enough to invite me over to her place was, quite simply, because I did some savvy marketing.

I was greatly inspired by one of her blogs on branding, Why Our Author Brand is More Important Than Ever. So I mentioned her in the post I wrote, and though we hadn’t talked more beyond a casual conversation on her blog, I asked if she would share it on social.

Screen Shot 2016-01-25 at 8.58.53 AM

She shocked the hell out of me when she asked me to write a full piece on her blog. My small-time blogger heart went pitter-patter. You know what? I took a chance with a marketing tactic and put myself out there. All she could say was No. But maybe…just maybe, she’d say YES.

:D.

Many of you introverted writer types are totally cringing right now. But if you want others to know what you’ve written, you have to do more than shut up and write.

Writing is only half the battle. We have to market it—tell people about it and hope to God they’ll listen.

Quitting Is Easy, Not Savvy

Like many of you, I threw myself into this writing thing without knowing diddly-squat about marketing, sales, and branding. I believe that writing a novel is one of the greatest achievements of the creative mind, and though anyone can self-publish, not just anyone can pull it off.

Wallpaper image courtesy of David Turnbull via Flickr Creative Commons
Wallpaper image courtesy of David Turnbull via Flickr Creative Commons

Sure, they can put some crap out there on a whim. Amazon makes the process nice and easy—and free. To actually write a novel, you must have a die-hard imagination, you have to be relentlessly organized, and above all, you have to have the vision to see it through.

WAY back in 2012 when I self-published my first book, Beneath the Satin Gloves, I thought people were going to buy it. Real cute, isn’t it?

With great diligence, I followed the indie author rules. I had the almighty platform, with a weekly blog and consistent social media posts. Such a sweet little nobody writer I was…I started building my platform two months before my book release.

So, you can guess what happened. My friends and family, out of pity and curiosity, were my paying customers—my only fans. After that release weekend, my sales fell off.

I’m not going to lie to you. I was devastated and I wanted to quit writing. I was editing the final draft of my second book when all of this was going on, and I had to stop before I chucked my laptop out the window.

Image via Flickr Creative Commons, courtesy of Sally Jean
Image via Flickr Creative Commons, courtesy of Sally Jean

About a week later, my temper tantrum was done. There was no moment of clarity or anything—I just realized how ridiculously naïve I had been. As Kristen said, there’s some savvy to this. We can write a badass book, but it will never see the light of day if we don’t learn how to sell it.

To sell our book, we don’t need to sell our souls, but we do need to sell ourselves.

Why Writing Isn’t Enough

I’ve self-published three novels and I still have a day job. I know how heartbreaking it is to hear that writing isn’t enough. Writing the best content possible—whether it’s a blog post, a tweet, or a full-on novel—is a must-do. Also, a must-do is engaging people. One of the ways I’ve found to make a living as a writer has nothing to do with fiction. (Shocked, aren’t you?)

I’m a Content Manager at a B2B (Business to Business) marketing agency. While writing about email metrics and marketing automation isn’t as fun as writing about a lounge-singing female spy in WWII Berlin, I’ll tell you what is fun about it. I get to learn what it takes to get people’s attention.

Everyone's a critic...
Everyone’s a critic…

Because every business has a blog these days, we’re in the same boat as indie authors. That boat is rickety as all get-out, and most of the time we’re trying not to sink into the sea of online noise.

We have to work our buns off within our niche, we have to provide value to our target audience, and we have to be consistent and tactical.

These are the non-negotiables of creating content to bring awareness to your brand. Awareness is just the tip of the iceberg of the buying cycle, and people have a very long way to go before they make a decision to buy.

I know that’s a lot of B2B jargon, but I hope you’re still with me. Because these realizations are critical for any indie author to understand.

Knowing this will keep you from bailing on your dreams.

There Are No Short-Cuts in Marketing

Image courtesy of EpSos De via Flickr Creative Commons
Image courtesy of EpSos De via Flickr Creative Commons

By now, you may be thinking that I’m just a spineless marketer. As a fellow indie, I’m just trying to keep it real. If we go back to this savvy idea, think about what that means. Someone who’s savvy is intelligent, but they’re also cool and charismatic.

As writers, we have to be Rico Suave. Remember that song? Watch this and you can have it stuck in your head for a week. You’re welcome…

In the 90s it was a one-hit wonder, but the singer, Gerardo, left us with an unforgettable image. Like “ubered,” Rico Suave crept into our English slang. Seriously, it’s in Urban Dictionary. This is branding, people.

We’re running a business. We creative types freak when we hear this, but the likelihood and longevity of our writing careers depends on it.

Have you ever seen a business become a sensation overnight? Me neither.

Starry eyes can happen to anyone—not just indies. In fact, starry eyes happen to businesspeople all the time, and guess what? Their business fails.

I had the craziest conversation with a guy I know, who is basically a B2B marketing superstar writer. He really has a handle on business writing and blows my mind with his ability to bust out copy on a daily basis that consistently engages people.

BUT, Mr. Savvy B2B Marketer had starry eyes when he started his personal blog. I had seen his first blog post release, and I congratulated him. As we talked, he told me he wanted to have 5,000 blog subscribers by the end of the first month.

My jaw dropped open. 5,000 subscribers in the first month? Holy s*&t…how?!

I asked him to share his master plans, because with almost four years of blogging under my belt, I have yet to reach 1,000 subscribers. (P.S. This is something I’m totally okay with, because engagement is more important than follower numbers any day.)

Anyhoo, he discussed duplicating the blog content on LinkedIn and possibly some social ads.

Aha, aha. Though I would never dare to copy and paste the exact blog content on LinkedIn to potentially piss off the Google Gods, I nodded along with the tactics. Getting your content in front of different audiences through different channels is good stuff.

I waited for more master plans that never came. We talked a couple of months later, and he was disappointed in his traffic. He wore that defeated writer expression I was all too familiar with, and he was already considering quitting his blog.

Because 5,000 subscribers in the first month of blogging would be a damn miracle and…because there are no shortcuts in marketing.

So, How Do We Stand Out as Writers?

AHHHHHHH!
AHHHHHHH!

Write good s&*t and become Rico Suave. Kidding, kidding. Kind of.

As devout followers of Kristen’s blog, you all know there are so many elements at play, and one measly blog post isn’t going to cover it.

I’ll be completely candid with you guys and tell you I’m one of the most impatient people I know. Now perseverance is a very different thing. Perseverance will propel you forward, so you can finish the novel you’ve been working on for three years. Impatience will disappoint you, make you think you’re not good enough when people don’t come running to buy your book you worked so hard on.

Impatience doesn’t serve us in the self-publishing world. Perseverance does.

I know we’re sick of hearing it, but it takes time. Building a brand/business is a necessary part of being an indie author, and it doesn’t happen on its own.

We have to keep going. We have to be savvy. And most of all, we have to do it for the love.

***

THANK YOU, Britt! Just so you guys know, I actually do pay attention when you link to me or talk to me. Most posts I do take time to read and this year my goal is going to be cultivating and promoting a fresh crop of W.A.N.A. talent because that’s what W.A.N.A. is all about. Teamwork. Big fish helping the baby fish so THEY can become big fish…who then help the next baby fishies.

I hope you enjoyed Britt’s perspective and please check out her site and all her social networks are listed at the bottom of this post so you can follow her. I asked her here simply because I wanted you to know that what you are feeling right now is NOT unique to writers. Yes, most of my job is working with you guys, but I’m also a consultant for I.Q. Solutions in major big brand marketing with companies like Absolut, Budweiser, Luis Vuitton, etc.

Trust me, when we are in a world that BEER companies are struggling? You know it’s tough.

I can tell you that even the big names are having to hustle to keep, gain or maintain an edge. So don’t get too hard on yourself because this is just the tough reality of the digital age. We cannot do business like it’s 1992 and survive let alone thrive.

But good news is… We Are Not Alone.

I love hearing from you!

To prove it and show my love, for the month of JANUARY, 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.

And yes, I am a complete and total slacker. December’s winner will be announced later because I seriously had three posts go viral. Great problem to have…but tabulating a winner? Gonna take a little time. Love you *air kiss*

Remember to check out the new classes listed at W.A.N.A International.  

Registration for Branding for Authors has been EXTENDED (thanks to me getting a stomach bug). This is your best way to get PAID in the digital age. We have to cultivate that 1000 die hard fans who won’t settle for FREE.

Also, I have one craft class listed.

THIS SATURDAY Your Story in a Sentence—Crafting Your Log-Line. Our stories should be simple enough to tell someone what the book is about in ONE sentence. If we can’t do this, often there is a plot problem. This class is great for teaching you how to be master plotters and the first TEN SIGNUPS get their log-line shredded for free, so you will be agent ready for the coming year.

For those who need help building a platform and keeping it SIMPLE, pick up a copy of my latest social media/branding book Rise of the Machines—Human Authors in a Digital World on AMAZON, iBooks, or Nook

Britt Skrabanekis the spirited indie novelist of Nola Fran Evie, Everything’s Not Bigger, and Beneath the Satin Gloves. Her blog is a whimsical snapshot of life, musings, and the glory of the written word. She is blissfully married, has two delightfully incorrigible cats, and loves to experience the world—all of its quirky beauty inspires her endlessly. When she’s not writing, she’s a bike-riding Yogi who loves to dance.

Links: Website | Amazon Author Page | Twitter | Facebook | LinkedIn | YouTube