Rosanne Dingli, a Chicken Scratchings reader wrote, “This is great Bill (referring to the previous post How to Lose a Book Sale in 2 Seconds Flat!) now tell us a bit about the actual graphics that go on the cover of a standard perfect bound.”

Good question.

You’ll think I’m copping out if I respond with, every publisher whether traditional or self wish they knew the answer to that. Wouldn’t it be great if there were an ABC design formula guaranteed to grab the reader’s attention? There isn’t one. At least not one that I know about. On the other hand, there are design faux pas that contribute to buyer indifference. Avoid them if you intend to sell books.

1.  They create cover art that misses the target. For example, and this would be an extreme example, you would not want a pulp romance style picture on the cover of your children’s book, nor would you want a children’s book illustration on a political expose’. The artist should be familiar enough with the content to design images that reflect the purpose of the book. To do otherwise is like dressing a member of the board of directors of a large financial firm in a clown costume and sending her into the most important meeting of the year.

2.  They attempt to design over their heads. A self-publishing author doesn’t have to spend top-dollar to hire the best graphic designer in the world, but employing anyone other than a professionally trained graphic designer is a mistake. Computers and design programs have come a long way. Owning a computer and buying a graphics program doesn’t make one a competent designer. Keep in mind that computers are just tools just the way a hammer and saw are tools. In the right hands, a hammer and saw can build the Empire State building. In the wrong hands, like mine, the best they can do is build an off-kilter birdhouse. Give your book a fighting chance by investing in a professional. It’s well worth the price.

3.  They play Hide and Seek with the title. Authors give a great deal of thought to their titles. The title is meant to reveal something about the book and intrigue the reader. If an artist, just to be artistic, buries the title in graphics, it is a big mistake.  What do I mean by bury it in graphics? If the title isn’t clearly visible because of poor font, graphics, or color choices then it is buried.For example, let’s say the cover has a beautiful but busy illustration. You can lose the title easily with a font that is too thin, the wrong color, or too small. Remember this rule–the title must be clearly readable from a distance of 10 feet.

Four examples of brilliant cover design.

4.  They practice TMI (too much information). Think of a book cover like a billboard. The most effective billboards are those who deliver their message to drivers going  freeway speeds. Books are just like that. Whether browsing at a bookstore, online, or looking through a catalog the buyer makes a decision based on precious little information. Do not ever try to give them more than they need to choose to buy the book. It won’t work.  The job of the cover is to attract attention and setup the sale. That’s all.

5. They capitulate to the author’s ego. Authors are proud of their accomplishment and they should be. They naturally want everyone to know that the book is theirs, but unless the author is a well-known celebrity, who cares what they look like? That sounds mean spirited, but really who cares, other than friends or family members? Do not put an author’s photo on the cover, front or back. Also, withhold most endorsements. Are you convinced to buy the  because a notable stranger is quoted as saying they like book? Either it stands on its own or it doesn’t. Now if someone you know, like a friend, or a teacher recommends the book, that’s an entirely different story.  What should go on the book besides the title, author’s name, ISBN and compelling graphics, maybe an excerpt from the book? That’s about it.

Before this post gets overly long, I think I’ll hold off on the other 5 Stupid Things and put them in my next post.

No Sales = No Royalties

Spending too much or even too little on your book production can harm you as a self-publisher in ways your may not ever know. You may have the greatest story or the best information on the planet, but if the book buyer isn’t attracted enough to your book to at least pick it up and review the cover and some of the pages, you won’t get a sale.

And why should you as the author be as crass as to dirty your hands with such a mundane thing as book sales? There is a sales to royalty equation that goes like this no sales = no royalties. It would be nice if we could earn money on our writing without having to convince a reader to give it to us, but we can’t. Book sales and book marketing isn’t just a silly inconvenience, it is the truly the engine of publishing.

Critical Questions for the Self-Publishing Author

• What form should your book take to maximize marketability and sales?
  • Do my prospective readers want a hardcover book?
  • Will a soft-cover book appeal more to the readers?
  • Are the readers looking for a bargain or a keepsake?

Presentation Makes All of the Difference

Example of Celestial Seasoning's art

I learned this lesson myself some twenty years ago. At the time, I was working for a natural health magazine in the advertising sales department. One of my favorite advertisers was Celestial Seasonings herbal teas. Their marketing was second to none. Every time they introduced a new product, they hired top-notch illustrators to create the image used on the boxes and ads. They were beautiful. It wasn’t uncommon to have two to three Celestial Seasonings full-page ads in every issue and I can tell you they really dressed up the magazine.

Then as a foil to Celestial Seasonings, was a 1/6 page, black and white, ad for a book which I won’t name for obvious reasons. Their advertisement was ugly to the point of hideousness. It was poorly designed and the photo looked like someone kicked around before inserting it. We tried to bury the ad in places where it wouldn’t wreck our precious image.

We had in place a system to help track advertising results. Celestial Seasonings, of course, always pulled a good response, but at the end of the day, the ugly little black and white book ad would pull equally well, and often more, than Celestial Seasonings. Why? We came up with a lot of theories, but the one that sticks with me after all these years is that book advertisers were consistent with their target buyers. Celestial Seasonings appealed more to the artistic, upscale, yuppie audience. The ugly book ad looked cheap, and offered their product at a discount. It was consistent. The look of the ad matched the purpose. How many books would be sold if they went in with beautiful, full-page ads? I think that their cost would be much greater and their sales would have been less because the message wouldn’t match the purpose.

Make Sure the Message is Consistent with the Marketing

Authors, think about the main purpose of your book, and how you intend to market it. If you can get a clear picture in your mind, many of the questions will answer themselves.

It has been said that we all have the capacity for good and evil inside of us. I suppose that is true because as a child I found myself doing something mean for no particular reason. I’d like to believe that I’ve outgrown that, and have risen above my mean streak. Mature people learn to replace hostility with nobility of character. Don’t they?

Therefore I was deeply shocked and disturbed when a person I’ve known for many years, and know to have the highest moral values, insisted I stop discussing the immorality of buying book printing from China, because it created feelings of guilt. Huh? Moral people don’t feel guilt if there is nothing wrong and there is something really wrong with Chinese printing competition — wrong, and dangerous to us and the American way of life.

I won’t expound on the China problem in this post, but please go to my post Chinese Printers Play Dirty In Stealing US Customers for more explanation.

Did you ever see one of those signs that said, “Don’t Walk on the Grass!”? If one person or a dozen, walks on the grass it won’t cause any real harm, will it? No, of course not, but if hundreds, or thousands, or if one person crosses that same place thousands of times will it injure the grass? Absolutely.

If one self-publisher, or one traditional publisher, sends a book title to China to be printed will it cause damage? No, but if printing goes overseas as the same rate of other US manufacturing jobs, we are surely on the path to becoming a third world nation. Again see my post for further detail. Is that an outrageous claim on my part? It sure sounds outrageous, even I will admit that. How could it happen? This is America after all, the land of the free.  If it costs too much to buy from this country don’t we have the right to buy from another? Oh yes, we have the right but is it the right thing to do? If our actions today, create a third world economy in the United States, who will be looking out for the disadvantaged in the world? Will China, Iran, or Venezuela step up and set the moral standard? Think about it. What will happen to the world if the United States of America is no longer in a position to help right the wrongs?

The congress and the business moguls have been selling us out for many, many years. Our cities are emptying because manufacturing jobs have been going off-shore. Who benefits from the reduced costs multinational corporations enjoy from cheap labor? Is it the US workers? No, it is the greedy tyrants at the top of the pyramid insisting that, “It isn’t personal, it’s just business.” The same in China. The workers suffer and the elite prosper.

There is only one way to defend ourselves and our way of life, stop buying products made in China. My wife and I are on a diet. I saw an offer for a diabetic cookbook promoted by Publisher’s Clearinghouse that looked promising, so I ordered it. My wife noticed the label on the back saying it was made in China. We returned it.

We went to Costco. They were selling women’s clothing made in the USA. The skirts and tops were more than what we could have bought from stores featuring off-shore goods, but the USA tag sold us.

The two of us are walking on the grass, or in this case, the noxious weeds. We know we can’t have much impact. Alone we won’t stop the ruination of America, but we will do what we can and we invite everyone who loves America to do the same.  Stomp, stomp, stomp.

Thomas Edison

In the case of self-publishers, books are the products. Products, no matter how good they are, must be sold. Even Thomas Alva Edison with his marvelous inventions like the phonograph, and incandescent electric light bulbs knew that nothing moves without a sale. What was Edison best at selling? You are right, himself. He was a self-promoter of the highest rank. Electric light was actually invented 50 years before him, but he got credit because he learned how to make it functional, then he tied his name to it and voila Con-Edison was born.

What’s that you say? You aren’t a salesman type. You can’t sell water to a man whose house is on fire. No matter, I’m not talking about going out and knocking on doors. I’m talking about selling yourself by convincing others that the product of your mind, your book, is worth buying and reading. I know a woman in my area, Nancy Miles, who recently self-published a cookbook. This cookbook has the usual mouthwatering recipes with color photos and such, but it also has the added attraction of allowing her readers to go to her website NancyMilesInGoodTaste.com and use templates to create their own family legacy recipe pages. You can literally create a family cookbook with recipes to hand down to other generations. What a great idea!

Is In Good Taste selling well? It is, but if she had taken delivery and kept it in boxes in her garage, it wouldn’t. Nancy has been working the retail store circuit. She takes a book into buyers and shows them why it is different than the other cookbooks they sell. No high highfalutin’ sales pitch, just confidence gained by a belief in her product, and the desire to give everyone an opportunity to do wonderful things for their families.

The title of this post is Lousy Public Speakers Sell Fewer Books which came to me as I realized just how much publishing is changing. The traditional model is based on the publisher buying the rights, incurring all of the costs of  production and distribution, and rewarding the author with a royalty on the sales. The stark truth is that if traditional publishing was the only route, 95% to 98% of the available manuscripts would never get published. What a waste. Nancy didn’t wait for the luck of the draw. She’s out busily creating a market while she’s waiting to be discovered. In the meantime, she’s earning a pretty good living. I’m going to take a wild guess and suggest that her earnings in the first six months are in the neighborhood of $30,000 to $45,000. Remember, she’s doing this on her own, by herself.

Confidence is the key

My point is you don’t have to be a big time traditionally published author to make a living. You don’t have to be Og Mandino who wrote The Greatest Salesman in the World. What you do have to have is a good book, and the confidence to tell people about it. How do you gain that confidence? There are many routes, many coaches, and many teachers, but for my money, there is no better place to start than with Toastmasters. I’ve been in Toastmasters for four years, and I’ve seen time after time people come to our meetings, stand behind the lectern, and shake so badly that they rattle the table. I’ve seen those same people after their fourth, fifth, or sixth speech in the first manual, literally transform themselves into a confident public speaker. It is beautiful. It truly is. And what’s even better is you don’t have to empty your bank account. My club, Precision Speakers, collects $35.00 every six months. That’s only a buck-thirty-five per meeting. To find a club meeting near you go to the Toastmasters International website.

I suggest you get your shy or reticent self to a Toastmaster meeting right away. Get some club speeches under your belt and feel that confidence rise.

]]> http://redhenassociation.com/chickenscratchings/2010/02/lousy-public-speakers-sell-fewer-books/feed/ 3 http://redhenassociation.com/chickenscratchings/2009/11/ugly-isnt-a-crime-its-a-sin/ http://redhenassociation.com/chickenscratchings/2009/11/ugly-isnt-a-crime-its-a-sin/#comments Wed, 25 Nov 2009 00:25:58 +0000 Bill http://redhenassociation.com/chickenscratchings/?p=290 A budding self-publisher said to me, “I can layout my pages on my computer, why would I hire designer to do that for me?” Everyone with graphic design software suddenly thinks they are an artist. Don’t kid yourself–it isn’t true. That would be akin to providing someone with a car and turning them into an instant Indy driver. Although, I have to say, that particular delusion runs rampant among the mostly younger members of the population. You can observe it on just about every street in America. Pedal to the metal driving is scary to us who find ourselves dodging the wild and crazy drivers out there–you know who you are.

An artist's touch can make the mundane beautiful.

GIGO

If I sit you in front of a canvas and hand you a brush and tubes of oil paint you would probably say something like, “Oh no, I’m no artist,” but if I sit you in front of a computer all of a sudden you think you are Rembrandt. What’s the difference? The computer isn’t a magic wand, it’s a tool. A tool wielded by the capable can produce excellent results. A tool in the hands of a neophyte or worse will produce poor results. Guaranteed. The old software programmer’s saying GIGO (garbage in/garbage out) is still true.

An amateurish book in hand is not worth two in the bush.

Why does it matter? Isn’t a page a page? It’s constructed of sentences and paragraphs, right? That’s the kind of thinking that gets a self-publisher in trouble. And it’s the kind of thinking that is supported by any number of Internet Publishing Companies whom I won’t name but are associated with POD, Subsidy Publishing, etc. who will help you get a book out as cheaply as possible and generally looks like it too.

Font selection is an art in itself.

Let me tell you a little story. My brother, Dan Ruesch, is a prominent graphic designer. I spend most of my time in the printing business and so we find ourselves working together on projects from time-to-time. I rushed over to his office one day to find out the status of a print job that had an extremely tight deadline. I was expecting to pick up the art, but Dan was still selecting fonts. Argh! I found him by his table with two samples of type–one in each hand. He was holding them up and describing each as a connoisseur would talk about wine. “This one has the flavor of…” This other has a bouquet of…” “The first one has an undercurrent of…” I swear I watched as the clock’s hands spun and my hopes of meeting the deadline were rapidly sliding away.  It turned out that I was being prematurely negative. We did meet the deadline after all.

It’s all about harmony–not discord.

What does all of this have to do with designing a book? Communication is more than the writing. We as human beings judge things by their appearance. If you see someone dressed nicely in fashionable clothing you will make a determination about them, probably favorable. Take that same person put them in their work-in-the garden jeans and your evaluation will be different, maybe less favorable. Book design is the same thing. Before someone will lay down money to buy your book they need to have a favorable impression of it.

What a book designer does that you probably don’t know:

Some of the things a good book designer will do are:

• Makes sure the front matter, copyright page, table of contents, title page, acknowledgments etc. are set up correctly and are complete.
• Lays out the document so that odd numbered pages are on the right hand side; if a chapter ends on a right hand page the next is blank.
• Makes sure the chapter treatments, and other graphic touches are consistent throughout the book.
• Watches the leading (pronounced Ledding) is the space between lines must be adequate for comfortable reading, too tight and the eye will skip line, too distant and it becomes tiresome.
• Keeps an eye on kerning, the space between letters needs to be comfortable, not too tight, and not too distant.
• Chooses a style of type for page numbers and position.
• Decides whether or not to have headers or footers and what style should be used?
• Decide between serif fonts (those with feet) or san-serif (no feet). It is generally accepted that serif fonts are easier to read.
• Selects font and font size. Decides what font best reflects the purpose and meaning of the book.
• Chooses the right paper. Does it need to be heavier or lighter weight? Should it have a texture or be smooth? What about color? Should it be white, cream, or some other color?

This is only a partial list, and I haven’t even gotten to cover design which employs yet another set of questions and decisions to be made. The point being, don’t try to layout a book by yourself. Use the skills you have and let the people with other talents help you do it right. Good artists are worth their hire. Find the best you can afford, and let them help you create visual communication that is worthy of your writing. After all, ugly isn’t a crime, it’s a sin.

What good is a book without a reader? A book is worthless until it is read. Selling, or marketing if you prefer, is as important as writing. You have to get the books into reader’s hands. How do you do that? I recommend TAP (The Author Platform). It is custom made to teach the self-publishing author how to use Social Networking, Blogging, Amazon, Book Parties, and other means of marketing. You need it. Just click here.

We are living in a new age of publishing. We are seeing the rapid rise of the self-publisher. I liken it to the changes in the music business during the 1960’s. It started with Rock and Roll. This new music hit the music industry so quickly and so hard that the entrenched establishment couldn’t wrap their minds around it. Then came the Beatles, and the British Invasion. Every album the Beatles cut redefined the genre. Music experienced an era of creativity pushing up from the grassroots (no pun intended for the band called Grassroots). Every high school in the country had at least two or three starry eyed groups practicing in their parent’s basements or garages.

60's World Shakers

I try to imagine myself in the position of a record executive. Music is flooding in from everywhere. Groups with strange names, strange sounds, and strange behaviors are climbing the charts. What do I do? I can get on-board or try to wait out the insanity. The problem is that I don’t have any point of reference. There isn’t a definition of Rock and Roll. Almost anything goes. So, what do I do? I shrug and open the studios to just about everyone, hoping to find something the boomer kids will buy.

Today the floodgates are open in publishing. Why? Big changes in book print production have created this new era. In the past traditional publishers held all the strings. The cost for an author to go it alone was prohibitive to anyone but the rich. If someone decided to self-publish, their efforts were tagged  with the derogatory title of vanity publishing.

The rise of computer’s word processors and the development of digital printing have made it so reasonably priced that almost anyone could get in the game. Furthermore, there are e-books, and audio books. Finally, the Boomer Generation has grown up and there are millions, upon millions of people that think it would be groovy to write a book. As a boomer myself, I can tell you that our generation loved the spotlight. We marched, we rallied, we protested. We got our pictures in the paper when we did something completely egregious. Boomer was probably the right name because we were loud, intrusive, and obnoxious.

The boomers are the right people to lead the publishing revolution. We have never been satisfied with status quo. We are self-reliant, and don’t really trust the establishment. We know how to organize. The tribe of boomers is enormous and powerful.

If you get the idea that I am in favor of this revolution, you are right. I am in awe of what is transpiring. The Internet, Computers, Alternative Publishing methods, have breached the dam and I’m sure this is just the beginning.

Creating a book is only the first half of the job. It’s like the Yin, the Yang comes with promoting and marketing. TAP (The Author Platform) is a relatively easy program to follow to learn Internet marketing, selling through Amazon, and other methods. Click here for more information.