Pitching your book to retail bookstores and chains can be a time consuming and frustrating process. In this issue, we help prepare you for increased chances of success. Read more.
Getting your book successfully onto the shelves of a bookstore is easier said than done. Major bookstore chains are notoriously difficult to win over. Even smaller bookstores, where your chances of reaching the person with the purchase authority are more likely – are still very choosy and cautious. Especially when presented with new books from unknown authors.
Without the representation and backing of a major publishing house, you will be entirely responsible for every aspect of this process. Promoting your book to stores is not complicated. But it can be a long and disheartening process that requires persistence, staying power, determination, conviction and total
belief in the ‘great read’ quality of your work.
Identify your targets
The key to successfully selling into a bookstore is to start small. Identify and target smaller local bookstores and boutique stores specific to the topic of your book. Aim to saturate your entire local market place. Having a measure of regional success will also help in convincing larger chain stores that your book is a worthwhile commercial product, suitable for a national and even an international marketplace.
Develop and prepare your pitch
Initiating contact and approaching bookstore buyers in the right way is essential. Sending an initial ‘sales package’ followed up by a polite phone call, is probably the most effective platform for getting your foot in the proverbial door. The package should be based on a carefully developed sales letter, accompanied by a complimentary copy of your book.
By sending a package through the post, you are allowing the bookstore buyer time to absorb and consider your book and proposal. When you call a week later, you are then ‘warm calling’ rather than cold calling – as they have already had initial contact from you. They are a lot more likely to be receptive and interested. Getting your sales letter right is vital. Keep it at two pages maximum, and ensure it contains all the following core points:
* Introduction: introduce yourself and your book, and state that your reason for contact is to enquire as to their potential interest in purchasing your book
for stock.
* Book summary: a short (one paragraph) summary of the core plot of the book
* Book commercial impact: state who would want to read your book (target audience) and why (USP)
* Your credibility: clarify any background and experience you have in writing, or your specific experience and authority in the subject matter.
* Pricing proposal: put forward your proposal for the retail price of the book, and bookstore commission or preference for outright purchase.
* Business development: state that you are engaging in a comprehensive marketing programme for promotion of the book, and that the marketing plan is available for them to review.
* Guarantee: state that you will offer a full refund for books purchased outright, that do not sell within a specified timeframe (8-10 weeks)
Know what the bookstores want
Referencing to your marketing plan within the sales letter is important. It indicates your proactive and professional business approach to the sale of your book. Bookstores will want to know what you are actively doing to promote your book. They do not like to sit on dead inventory. If they feel confident that any books they buy from you can be promoted and sold through marketing and promotional activity directly driven by you – they are more likely to purchase.
Create strong relationships
The founding principle behind successfully selling anything is by establishing genuine and positive human connections. Taking the time to initiate and
cultivate lasting relationships with bookstore owners and buyers will dramatically increase your chances of getting your book on their shelves.
Even if initially, they feel your work is not right, by presenting yourself as a professional and credible author and self publisher – they are significantly more likely to be open to being pitched on any subsequent projects you may develop. Even if they do say no the first time, keep the relationship open and positive. Send a short follow-up email or letter thanking them for their time regardless. It could pay dividends in the future.
This article has been written by Terence Tam, CEO of Book Pal, a self publishing and book printing company based in Brisbane, Australia. Terence is a self publisher himself and is a keen supporter of experienced and budding self publishers. He also specialises in print on demand books. Terence can be contacted at terence@bookpal.com.au . Also, please visit http://www.bookpal.com.au
